Maharaja Agrasen Institute of Technology

Department of Management (MBA)

Assignment
(CONTINUOUS EVALUATION)

Subject: Sales & Distribution Management (MS 215)

Submitted By: Submitted To:

Name: Faculty Name:

Enrollment No:
MS 215 Sales & Distribution Management

Q1 What is sales territory design? Explain the process of territory design?

Q2 What is the nature and importance of personal selling in promotional-mix of an organization?

Judicious mix of mass selling and personal selling is used for achieving sales by an
organization. Bring out the difference between selling processes used for FMCG and
Consumer Durables.

Q3 What do you understand by Sales Forecasting? Discuss the qualitative and quantitative
methods of Sales Forecasting with brief explanation of each method.

Q4 Discuss the type of training program that you would design for training newly recruited sales
personnel for selling the company's consumer durables and senior sales personnel identified
for taking senior management positions in the company.

Instructions:

1 Assignment should have a proper cover page showing the name, class, subject
and date of submission clearly.
2 Answers should be hand-written on A-4 size sheets
3 Every answer should start on a new page.
4 Last date of submission : 12th December, 2022
5 Students will submit the assignment written neatly.