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Sales
Management
1. What is your understanding of Product
Related Policies? Please advise a company manufacturing and selling Cosmetics
on new product development. (10 Marks)
2. Mr. Verma, who comes from a technical
background, has started a new business of manufacturing Pharmaceuticals
products, please help him in preparing his Sales targets and sales budgets.
Keep in view the market segments he wants to cater. (10 Marks)
3. Case Study
Mr. Sharma of Spark Detergent was a
worried person; another competitor had launched a special pack of a Detergent
with a very competitive price and very aggressive advertisement and Sales
promotion schemes. The flagship brand of the company SPARK was taking a beating
in the market and sales were going down. The company Spark is an old company
existing for more than 60 years and has a strong brand equity in the market.
The products of the company are well known and command a premium and have a
niche place in the market. There are also other products like Soaps, Shampoos
and other consumer goods the company offers. The new company does not have the
wide range of products Spark has but is strong on raw materials buying and thus
offers very low prices to attract customers; this according to Mr. Sharma is
their biggest strength. Mr. Sharma is sitting in his office trying to find a
new marketing strategy to regain the lost market share
a. Please help Mr. Sharma in his endeavor
to regain the lost share and increase brand equity. (5 Marks)
b. Should Mr. Sharma drop prices of the
brand SPARK? If not what alternative does he has? (5 Marks)
 |
| Please help Mr. Sharma in his endeavor to regain the lost share and increase brand equity. |
Assignment Solutions, Case study Answer sheets
Project Report and Thesis contact
www.mbacasestudyanswers.com
ARAVIND – 09901366442 – 09902787224
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