NMIMS Global Access
School for Continuing Education (NGA-SCE)
Course: Sales Management
Internal Assignment Applicable for April 2023 Examination
Assignment Marks: 30
All Questions carry equal marks.
All Questions are compulsory
All answers to be explained in not more than 1000 words for question 1 and 2 and for question
3 in not more than 500 words for each subsection. Use relevant examples, illustrations as far
All answers to be written individually. Discussion and group work is not advisable.
Students are free to refer to any books/reference material/website/internet for attempting
their assignments, but are not allowed to copy the matter as it is from the source of reference.
Students should write the assignment in their own words. Copying of assignments from other
students is not allowed.
Students should follow the following parameter for answering the assignment questions.
1. Pharmaceutical salespeople are known to be given aggressive sales quotas and targets. Sales
quota and target setting has 4 methodologies namely sales volume target/quota, activity
target/ quota, profit target/quota and expenses/target quota. From your understanding of the
pharma industry, what kind of sales target/quota methodology would you use for the pharma
sales team and why? (10 Marks)
2. Sales forecasting is one of the most important tools for any large organizations to meet its
revenue estimates. Popular forecasting tools are jury of executive opinion, poll of sales force
opinion, projection of past sales, time series analysis and exponential smoothing. What
method would you recommend for a startup organizations and why? (10 Marks)
3. Wipro is an Indian multinational with its headquarters based in Bangalore. It has total
revenue of $9 Billion with net income of $1.4 Billion across all its business units which has
both information technology and FMCG (Fast Moving consumer goods) products.
Based on the success of local laptop brands in the Indian marketplace like HCL, Wipro
would like to re-enter the laptop segment in India.
Laptops as a product category fall in both the B2B (Business to Business) as well as B2C
(Business to consumer) segments.
As the Vice President Sales for Wipro laptops, you are required to come out with a sales
management strategy covering sales methodology and budgeting:
a. Out of the 5 theories of buying namely AIDAS, Buying Formula theory, Behavioral
equation theory SPIN and Right set of circumstances theory, which would be used by you
to build a sales methodology for Wipro laptops? Please justify your choice of methodology
b. Out of the top down and bottom up methodology for setting budgets which of them would
be used by you for Wipro laptops division and why? (5 Marks).