MKT501 Assignment # 2 Solution

T ENTATIVE SOLUTION OF A SSIGNMENT # 02
M KT-501 (MARKETING MANAGEMENT )
Total Marks (3x10) = 30
Assignment Question
You are working as a Marketing Manager of a soft drink production & selling
company. Your firm is going to sale one segment of their products through
“personal selling”. In your opinion, what will be its expected contribution for
customers, business firms and Society individually?
Tentative Solution
Personal selling and customers
Personal selling can contribute in this case as under:
a. Through personal selling our company can build trust with customers and can
emphasis on establishing and maintaining long term relationships.
b. Sales people can also be able to demonstrate knowledge of their products and
services, especially while comparing competitive offerings of our firm.
c. Customers always expect salesmen to be knowledgeable about every aspect of
the product so if our company will be selling through personal selling, very
specialized & trained people will be there to inform customers about full range
of benefits associated with our products.
Personal selling and Business firm
Sales people are in direct contact with business firms so they can make the value able
contribution for the organization as under:
a. If our company’s staff will be in direct contact with business firms, (like
restaurants) they we will be able to maintain very up to date sales record of our
products which can be used as future prospect.
b. We will be able to rightly judge the customers perception about our product & it
will be really easy for us to determine the mind share of our products.
c. Since firms will be in close contact with our sales staff, so if decline of demand
will occur, sales persons will be able to research & judge the reasons behind this
decline so our company will may able to resolve those on immediate basis.
Personal selling and Society
Personal selling of our products can also contribute for society in following manners:
a. Our sales division will use personal selling as tool of searching potential
customers from society, through specialized sales persons, we will provide useful
information to potential consumers who then purchase our products from lower
cost outlets
b. During personal selling, our sales staff will come in direct contact with the people
so people will be able to judge our company’s culture from appearance, attitude
& dealing of the sales staff & company’s image will become very strong in the
minds of the people.
c. Since most of the end users of soft drink products are house hold ladies, so
during personal selling our sales staff can better trained them about how to
discard the empty & useless bottles without harming the cleanliness of their
surroundings.