IGNOU MMPM 002 Solved Assignment 2023-24


MMPM 002 Solved Assignment 2023-24

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Course Code: MMPM 002

Assignment Code: MMPM 002 ASST/TMA/2023-24

Marks: 100

NOTE: All questions are compulsory

Note: Attempt all the questions and submit this assignment to the Coordinator of yourstudy centre. Last date of submission for July 2023 session is 31st October, 2023 and for January 2024 session is 30th April 2024.

Q1. a) Define the terms sales and sales management. Discuss briefly the sales strategy formulation process and its limitation if any.

A product is a tangible or intangible item that is offered for sale or use, and it satisfies a need or want. Products can take various forms and can be classified based on several characteristics. Here are some key product characteristics and their classifications:


Physical Products (Goods): Tangible items that can be touched, seen, and physically measured. Examples include cars, clothing, electronics, and food.

Intangible Products (Services): Non-physical offerings that provide value to customers. Examples include education, healthcare, consulting, and financial services.


Durable Goods: Products that have a long lifespan and are not consumed quickly. Examples include appliances, furniture, and vehicles.

Non-Durable Goods: Products that are consumed or used up relatively quickly. Examples include food, toiletries, and office supplies.

Consumer vs. Industrial:

Consumer Products: Products intended for personal use or consumption. They are often classified into convenience, shopping, and specialty goods. Examples include smartphones (convenience), clothing (shopping), and luxury watches (specialty).

Industrial Products: Products used by businesses in the production of other goods and services. Examples include machinery, raw materials, and industrial chemicals.


Consumer Goods: Products directly purchased and used by end consumers. Examples include household items, personal care products, and electronics.

Business Goods: Products used by organizations in their operations but not sold directly to end consumers. Examples include office supplies, machinery, and software used for business purposes.


Perishable Products: Products that have a limited shelf life and can spoil or deteriorate over time. Examples include fresh produce, dairy products, and flowers.

Non-perishable Products: Products that have a long shelf life and do not spoil easily. Examples include canned goods, dry pasta, and electronics.


Branded Products: Products that are associated with a specific brand and carry that brand's identity. Examples include Nike shoes, Apple iPhones, and Coca-Cola beverages.

Generic Products: Products that are not associated with a particular brand and are sold based on their generic attributes. Examples include generic medications and store-brand products.


Luxury Products: High-end products that are often associated with premium pricing and exclusivity. Examples include designer clothing, luxury cars, and high-end watches.

Budget or Value Products: Products that are priced affordably and target cost-conscious consumers. Examples include generic brands, discount store items, and budget-friendly electronics.

Understanding these characteristics and classifications helps businesses in developing effective marketing strategies, targeting specific customer segments, and managing their product portfolios.

Define the terms sales and sales management. Discuss briefly the sales strategy formulation process and its limitation if any


Sales: Sales refer to the exchange of goods, services, or ideas for money or other considerations. It involves the process of convincing potential customers to acquire a product or service and can encompass various activities such as prospecting, qualifying leads, presenting offerings, negotiating, and closing deals. Sales are crucial for businesses as they directly impact revenue generation and overall success.

Sales Management: Sales management involves planning, directing, and controlling a company's sales activities. It includes the recruitment, training, and management of sales teams, as well as the development of strategies to achieve sales targets. Effective sales management aims to maximize sales performance and ensure that a company's products or services meet customer needs.

Sales Strategy Formulation Process:

Market Analysis:

Understanding the target market, customer needs, and competitor offerings.

Setting Objectives:

Defining clear and measurable sales objectives aligned with overall business goals.

Sales Forecasting:

Estimating future sales based on historical data, market trends, and other relevant factors.

Target Customer Identification:

Identifying and segmenting the target customer base for focused marketing efforts.

Product Positioning:

Determining how the product or service will be positioned in the market to create a competitive advantage.

Sales Tactics and Strategies:

Developing specific tactics and strategies for sales teams, including prospecting, lead generation, and relationship-building approaches.

Sales Force Allocation:

Allocating resources and responsibilities among the sales team to maximize efficiency.

Sales Training and Development:

Providing necessary training and development programs to enhance the skills of the sales force.

Implementation and Monitoring:

Executing the sales plan and continuously monitoring performance against set objectives.

Feedback and Adjustment:

Gathering feedback from the sales team and customers to make necessary adjustments to the sales strategy.

Limitations of Sales Strategy Formulation:

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External factors such as economic conditions, market fluctuations, and technological changes can impact the effectiveness of a sales strategy.

Changing Consumer Behavior:

Rapid changes in consumer preferences and behavior may require frequent adjustments to the sales strategy.

Competitive Dynamics:

Intense competition may necessitate constant adaptation to stay ahead in the market.

Resource Constraints:

Limited resources, including budget and manpower, can restrict the implementation of an ideal sales strategy.

Unforeseen Events:

Unexpected events, such as natural disasters or global crises, can disrupt the execution of a sales strategy.

Market Saturation:

In saturated markets, it becomes challenging to find new opportunities, and sales growth may be limited.

Incomplete Information:

Incomplete or inaccurate market information may lead to suboptimal strategic decisions.

Sales strategy formulation is an ongoing process that requires flexibility and responsiveness to changing conditions. Despite careful planning, uncertainties and external factors can pose challenges to the effective implementation of sales strategies. Regular evaluation and adjustment are essential to ensure continued success in the dynamic business environment.

b) Trace the evolution and growth of personal selling by the help of secondary data and internet sources as well.

Q2. a) Why communication skills are essential in sales job? Elaborate when and why nonverbal communication becomes essential in the context of sales situation. Substantiate.

b) Explain the concept of merchandising and its role and functions. Highlight the role of a sales person in the context of visual merchandising.

Q3. a) What is Job Analysis? Discuss with suitable examples the steps involved in planning recruitment function in an organization.

b) What are the objectives of sales evaluation? Explain the need and purpose of sales evaluation and control systems in the context of sales force management.

Q4. a) Explain the importance of sales forecasting its meaning purpose and scope. What are the quantitative methods of forecasting that a sales manager can use for the purpose of sales forecasting?

b) What is a sales organization? Discuss the need for a sales organization and the process involved in designing the sales organization.

MMPM 002 Handwritten Assignment 2023-24

MMPM 002 Solved Assignment 2023-24: We provide handwritten PDF and Hardcopy to our IGNOU and other university students. There are several types of handwritten assignment we provide all Over India. We are genuinely work in this field for so many time. You can get your assignment done - 8130208920

Important Note - You may be aware that you need to submit your assignments before you can appear for the Term End Exams. Please remember to keep a copy of your completed assignment, just in case the one you submitted is lost in transit.

Submission Date :

31st March 2023 (if enrolled in the July 2023-24 Session)

30th Sept, 2023 (if enrolled in the January 2023-24 session).

IGNOU Instructions for the MMPM 002 Assignments

MMPM 002 Sales Management Assignment 2023-24 Before ate mpting the assignment, please read the following instructions carefully.

1. Read the detailed instructions about the assignment given in the Handbook and Programme Guide.

3. Write the course title, assignment number and the name of the study centre you are attached to in the centre of the first page of your response sheet(s).

4. Use only foolscap size paper for your response and tag all the pages carefully

5. Write the relevant question number with each answer.

6. You should write in your own handwriting.

GUIDELINES FOR IGNOU Assignment MMPM 002023-24

MMPM 002 Solved Assignment 2023-24 You will find it useful to keep the following points in mind:

1. Planning: Read the questions carefully. Go through the units on which they are based. Make some points regarding each question and then rearrange these in a STATISTICS IN PSYCHOLOGYal order. And please write the answers in your own words. Do not reproduce passages from the units.

2. Organisation: Be a little more selective and analytic before drawing up a rough outline of your answer. In an essay-type question, give adequate attention to your introduction and conclusion. The introduction must offer your brief interpretation of the question and how you propose to develop it. The conclusion must summarise your response to the question. In the course of your answer, you may like to make references to other texts or critics as this will add some depth to your analysis.

3. Presentation: Once you are satisfied with your answers, you can write down the final version for submission, writing each answer neatly and underlining the points you wish to emphasize.

IGNOU Assignment Front Page

The top of the first page of your response sheet should look like this: Get IGNOU Assignment Front page through. And Attach on front page of your assignment. Students need to compulsory attach the front page in at the beginning of their handwritten assignment.

ENROLMENT NO: …………………………

NAME: ………………………………………

ADDRESS: …………………………………

COURSE TITLE: …………………………

ASSIGNMENT NO: ………………………

STUDY CENTRE: …………………………

DATE: ………………………………………

MMPM 002 Handwritten Assignment 2023-24

MMPM 002 Solved Assignment 2023-24: We provide handwritten PDF and Hardcopy to our IGNOU and other university students. There are several types of handwritten assignment we provide all Over India. We are genuinely work in this field for so many time. You can get your assignment done - 8130208920

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