From the desk of Individual Mid-Sem (Take-Home-Do-It-At-Your Own Time) Assessment

Dr Shyam Vyas, Ph.D. Professional Selling (Bus 221 F’21) (max 60 points)
Private & Confidential - Not to be shared with any other. due as indicated – 20th Oct.
(on Turnitin & this email)
Name :_________________________________________________________________________
Attempt all SIX questions below All equal qtns carry equal pts each).
Answer the questions comprehensively, & gravely, support each with examples from real world/ readings/your
experience, and express your personal opinion on issue(s) involved.

Divide your answer in paragraphs, and write sub-headings where appropriate.

Provide reference/bibliography/ footnotes.

1.
Is “professional selling” important in current day business scenario – for whom?
Support your view. Be specific please.
What in your understanding is the difference between simply selling, and professional selling ? Elaborate with
examples, & opinions.

2.
Three Primal Theories of Sales – and which of them in your opinion makes most sense.
Explain the “Sales Funnel”, if it has relevance / anything to do with Three Primal Theories of Sales?
Explain.
Also express your understanding of how these Three Primal Theories of Sales may have any implication on
the firm’s sales training efforts, and the confidence the firm has in the ability of its sales representatives.

3.
Sales Process – the 10 step process.
List the steps, and explain each.
Which step / steps in the sales process according to you is the most critical, & why?
What “concepts” may help in fulfilment of the sales process for the sales person?

4.
If you were the Chief of Sales of a large/popular “Washing Machine brand”, (manufacturing & marketing firm) -
selling through a core group of 400 odd sales professionals, divided into 40 sales territory teams of 10 sales
representatives in each territory, that call on a two tiered hierarchy of state-wise distribution network spread
across 5 north Indian states. Each territory currently has almost equal number of authorized retail outlets located
in urban areas (tier 1 & tier 2 cities), that buy from distributors located in the territories, who in turn by from the
company.
The sales professionals other than calling on distribution channel members, also call on organizational buyers in
their assigned sales territory.
How would you go about if firm’s management asked you to ensure that you increase sales volume by 20% over
the next 6 months from existing clients, while adding another 5% client base across territories ?
What steps would you take/what all would you decide to do - & why?
List and explain how proposed steps will help, in achieving/exceeding stated sales objective.

5.
What might be the “success factors”, that typically may aid a firm’s sales person effectiveness – in “Consumer
markets”, and in “Organizational markets” within the sales territory (respond separately for the two types of
markets.
What may be some major “challenges” sales professionals face? Elaborate.
Is “ethics” a challenge for sales people? Elaborate.

6.
What is role of communication in the selling process, especially during customer/buyer interactions ? Elaborate.
Do you agree that the salesperson interactions during a purchase situation, and his/her inputs (communications –
verbal & non-verbal), may be a large influence in shaping decision-maker’s experience - as a positive or a
negative experience ?
Also state the importance of understanding & adapting to different buyers, & their styles & idiosyncracies - for
sales success? ____________________________________________________________________________________________