Radhika Kadam

1TB18MBA17
 SALES MANAGEMENT
1. Choose an organisation which is doing sales and in turn identify:
Roles and functions of sales manager and sales people are different in
every organization Sales people view the roles of sales managers in their
own way and vice versa. You are the sales manager of a company. You
make an analysis of what you feel should be roles of a sales manager
and a salesperson for maximizing sales of the organization.

• Nike, is an American multinational corporation that is engaged in the

design, development, manufacturing, and worldwide marketing and sales
of footwear, apparel, equipment, accessories, and services. It is the world's
largest supplier of athletic shoes and apparel and a major manufacturer of
sports equipment.

• The company was founded on January 25, 1964, as Blue Ribbon Sports,
by Bill Bowerman and Phil Knight, and officially became Nike, Inc. on
May 30, 1971. In addition to manufacturing sportswear and equipment, the
company operates retail er the Nike town name. Nike sponsors many high-
profile athletes and sports teams around the world, with the highly
recognized trademarks of "Just Do It" and the Swoosh logo.

• Role of sales manager are:

• Strategic role in terms of forecasting sales, sales force management,

controlling budget etc.

• sales manager is responsible for not only selling but also maintaining and
improving relationships with the client. Client relationship management.

• Achieving the targets, setting goals.

 • Managing the multiple sales channel like personal selling, telemarketing
selling and

• electronic selling.

• Understanding the continuous changes in the trend and framing strategies

against that.

• The sales manager should possess the leadership skills to lead this team
and motivate them.

• Latest CRM technologies

• Managing organizational sales by developing a business plan that covers

sales, revenue and expense controls.
• Meeting planned sales goals.
• Setting individual sales targets with the sales team.
• Tracking sales goals and reporting results as necessary.
• Tracking sales goals and reporting results as necessary.
• Overseeing the activities and performance of the sales team.
• Coordinating with marketing on lead generation.

2 Your Company is active in internet trading. A current issue in internet

trading is: how to make internet selling safe. Different methods have been
suggested for safety or security of internet trading. You have to analyse
different methods and recommend a method for your company.
• Keep your anti-virus software active.
• Keep a close contact with the document to monitor the online account.d
Always type the website URL.
• Safeguard your account details.
• Set a strong password.
• Opt for additional authentication.
• Use a trusted secure device.
• Disable wireless networks not in use.
• Changing the password regularly and avoiding recycling the same
password.
• Using the latest version of operating system.
• Always logging out of the process.
• Data Security and data privacy when downloading and installing software
and apps into the computer and mobile device.

Out of these following methods, I would recommend the company to use

Data security and data privacy when downloading and installing software
and apps into the computer and mobile device, as it prevents from hacking
the confidential documents and records of the company. I would also
recommend using the latest version of operating systems because it includes
updates of new technologies and features so the complexities will be reduced
and security can be maintained to the large extend and also helps in
increasing the sale

3. How the growth of internet trading has enhanced in India for the
sector you have chosen.
• NIKE comes under manufacturing sector. The manufacturing of shoes
and other sports items are done by this company.

• Investments in the Indian manufacturing sector have ben on rise, both

domestic and foreign.
• Initiatives like ‘Make in India’ and sector specific incentives to
various manufacturing companies, aiming to make inn India a global
manufacturing hub.
• In India, manufacturing production accounts for 75.5% of the
industrial output and around 18% of the GDP. Manufacturing directly
employs 12% of the population.
 • In his Budget speech, Jaitley had said: “FDI in the manufacturing
sector is today on the automatic route. The manufacturing units will
be allowed to sell their products through retail, including e-commerce
platforms, without any additional approval”.
• DIPP has also proposed a definition of manufacturing as per the
Income Tax Act in order to allow online sales.
• If the proposal goes through, arms of foreign firms with
manufacturing facilities in India producing various products under
multiple brands would also be able to sell directly to consumers
through e-commerce portals.
• At present, manufacturing companies in sectors such as mobile
phones and electronic items tie up with domestic e-commerce players
to sell their products.

5. An employer made alteration in the wages structure as a result of

which certain
a) Does stopping of these allowances amount to deduction from
the wages?
b) If you were the HR Manager what comments would you make.

a) From the employee point of view: No, because the amount of

wages will be already fixed permanent and it would not affect the
wages structure because allowances are something that is
permitted, especially within a set of regulation or for a specified
purpose. Some companies will prefer to give allowances and some
won’t prefer, so employees should be prepared to work even
without allowances.

b) From the HR Manager point of view: Yes, because the

deduction in the amount of wages that needs to be made payments
to employees will be saved. So that those money can be made use
in other different aspects of the business. They are as follows:
Recruiting Organization Development
Safety Employee motivation Training Benefits