Answer to Question #188181 in Management for PAS

Question

a) How is personnel selling important from an organizational point of view.( Please give at least 10 points for importance)

b ) why is setting of sales territories important? ( Please give at least 10 points for importance)

c) How would you forecast the sales in northern India for FMCG products? ( Please answer in 200 words)

Answer 1

How is personnel selling important from an organizational point of view?

Personal selling is flexible and involves individual communication where salesperson tailor his sales presentations to ensure they fit the customer’s needs, attitudes and motives. As a result, personal selling is important to organizations because:

1. It helps to introduce new goods and services to the customers.
2. It helps to create a demand that in a way precedes supply.
3. It helps organizations to conduct effective selling at minimum costs.
4. It offers two-way communication which enhances feedback.
5. It is a complementary promotion tool.
6. It helps in meeting personal expectations of customers.
7. It increases customer’s loyalty to the organization.
8. It improves company image by highlighting the company’s achievements.
9. It helps the organization collect information about the market.
10. It increases convincing power.

Why is setting of sales territories important?

Companies set sales territories to:

1. Maximize profits and make their goals more achievable.
2. Enhance the coverage of their customers.
3. Match their selling efforts and opportunities.
4. Control selling expenses and operations.
5. Help evaluate sales personnel.
6. Establish salespeople responsibilities.
7. Improve customer relations.
8. Coordinate advertising and personal selling.
9. Develop fair competition among salespersons.
10. Handle intensified domestic and international competition.

How would you forecast the sales in northern India for FMCG products?

As India has become a reliable FMCG products’ hub, its vital to forecast the sales so as to generate immense revenue. The strategies for creating product awareness include:

• Multi-branding – in which this is a style that can cater for competitive similar products that exists within the same banner. The main aim involves creating stronghold in the market with similar brand products leaving minimum space for competing products. The creation of competitive advantage among individual products is an effective way of grabbing hold the market.
• Flanking – this strategy involves selling the same product in different packaging and volume. For instance, selling products in both sachets and bottles can help in grabbing all market segments which is a good strategy for all FMCG products.
• Brand extension – this involves an established company using its popularity as a fuel of adding more products with the same name and increase sells. It is an effective strategy that can be used in making a product highly and quickly recognized by the target customers.
• Evolution and adaptation – this involves using the information obtained in surveys to reveal specific customer needs to design a new product line. Adapting to new product lines makes it better for FMCG companies to better meet current requirements that are mandatory for brand survival.