ASSIGNMENT 1

Instructions: This assignment is designed to enhance your understanding of

professional salesmanship and its key concepts. Please answer the following questions
and provide detailed explanations where required. Your responses should reflect a clear
understanding of the topics covered in class and the provided reading materials.
Word Limit: Minimum 500 words per question.

Question 1: Sale Define the term "sale" in the context of business and salesmanship.
Provide an example of a successful sale and explain the factors that contributed to its
success. How does a well-executed sale benefit both the seller and the buyer?
Question 2: Sales Distinguish between the concepts of "sales" and "selling." Describe
the various types of salespeople you might encounter in the business world and explain
the importance of building a strong sales team within an organization.
Question 3: Marketing Explain the concept of marketing and its role in the overall
business strategy. How does effective marketing contribute to creating a favorable
environment for sales success? Provide real-world examples to support your
explanation.
Question 4: Difference between Sales and Marketing Highlight the main differences
between sales and marketing. Why is it crucial for businesses to strike the right balance
between these two functions? Provide insights into how an integrated approach
between sales and marketing can lead to a competitive advantage.
Question 5: Personal Selling Discuss the significance of personal selling in the
modern business landscape. What are the key skills and qualities that a successful
personal salesperson should possess? Share an example of a situation where personal
selling played a crucial role in closing a deal.
 ASSIGNMENT 2

Question 1: Promotional Mix Define the concept of the promotional mix and its
components. How does a well-crafted promotional mix contribute to reaching a wider
target audience and driving sales? Provide an example of a company that effectively
utilized a promotional mix to enhance its brand visibility and sales.

Question 2: The Personal Selling Process Outline the stages of the personal selling
process. Elaborate on each stage, highlighting the activities and strategies involved.
Share an example of a personal selling process you have observed or experienced, and
evaluate its effectiveness in achieving the desired outcome.

Question 3: Handling Objections When engaging in a sales conversation, potential

customers may raise objections or concerns. Describe a systematic approach for
handling objections in a respectful and constructive manner. Share an example of a
challenging objection you have encountered or witnessed, and explain how it was
successfully addressed.

Question 4: What is the role of personal selling in establishing strong customer

relationships and driving sales growth?

Question 5: How do effective communication skills contribute to successful personal

selling interactions?
 CASE ANALYSIS

Situation: Launching a New Product through Personal Selling

Background: You are a sales manager for a technology company that is about to launch an
innovative smartphone with advanced features and capabilities. The company believes that
personal selling will play a crucial role in driving initial sales and establishing a strong customer
base. Your team of sales representatives will be responsible for introducing the new product to
potential customers.

Guide Questions:

1. Product Knowledge and Training:

 How will you ensure that your sales team has a deep understanding of the new
smartphone's features, benefits, and competitive advantages?

 What training materials and resources will be provided to prepare the sales
representatives for effective personal selling?

2. Target Audience Identification:

 How will your sales team tailor their approach to effectively engage and resonate with
this specific target audience?

3. Developing a Personal Selling Strategy:

 What key messages and selling points will your sales team emphasize when presenting
the new smartphone to potential customers?
 How will your team address potential objections or concerns that customers may raise
during the sales process?

4. Sales Presentation and Techniques:

 What techniques and strategies can your sales representatives use to capture the
attention and interest of potential customers during the sales presentation?
 How will your team personalize their presentations to create a memorable and impactful
experience for each customer?

5. Relationship Building:

 How can your sales team build strong relationships with potential customers to foster
trust and credibility?
 What follow-up strategies will be implemented to maintain ongoing communication and
engagement with leads?