Do you think the decision of the company was right or it is a disaster to enter rural market to trigger sales growth; give your point of view with logical reasoning

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Sales Management
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Sales Management
Q.1 Tasty Foods Pvt. Ltd, a contract manufacturer of juices has decided to enter the
growing market of juices & drinks by launching its own brand ‘Yogo’, a yogurt-based
drink, in different markets in India. The sales manager of this company is deliberating
on the issue of developing territories for selling this product. Suggest various factors
that should be taken into consideration in this context. (10 Marks)
Q.2 ABN Amro (ABN) bank plans to build new sales force organization to market its credit
cards in Vapi. But the market already has some other big players. In such a competitive
environment, which factors must ABN consider in order to design an effective sales
organization? (10 Marks)
Q.3 Read the case & answer the questions:
One of the largest consumer electronic company in India well anchored in the urban
market realized that they have almost reached saturation in their growth in urban
markets. As a strategy to trigger sales growth, they have decided to enter rural market.
As a sales manager:
a. Do you think the decision of the company was right or it is a disaster to enter rural
market to trigger sales growth; give your point of view with logical reasoning? (5 Marks)
b. As a head of Sales what will be your strategy as far as sales force deployment without
affecting current coverage (5 Marks)
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