Tapas Sen, a manufacturer, redesigned his …

Tapas Sen, a manufacturer, redesigned his existing soup making machine into a small and portable machine. For selling the machine he entered into an agreement with his uncle who agreed to finance the project with a 50% share in the profits. To launch the machine they decided to start with direct channels of distribution. They named the venture as ‘Cup-a-Soup’. In the first year their main objective was profit maximization. They appointed 30 trained salesmen for distribution of the machines across the country. They offered incentives and awards to salesmen for achieving their sales targets. Identify the marketing philosophy used by ‘Cup-a-Soup’. Identify the tool of promotion used by ‘Cup-a-Soup’. For hiring the salesmen, state any two qualities ‘Cup-a-Soup’ would have kept in mind.

Posted by Yash Garg 4 years ago

CBSE > Class 12 > Business Studies

1 answers

Gaurav Seth 3 years, 11 months ago

The selling concept is being followed since the company has appointed 30 trained salesman for distribution of the machines across the country they offered incentives and awards to salesman for achieving their sales targets. Since the focus is on regressive selling for profit maximisation motive, the selling concept philosophy is being discussed here.

Qualities of a Good Salesman: A good salesman should posses the following qualities:

Physical Qualities: A salesman can be called a good salesman if he possesses healthy physique and attractive personality. Physical fitness is the greatest asset of a salesman. Physical qualities include personality, stamina, health and tolerance and Personality includes Good appearance, pleasing voice etc.
Mental Qualities: A good salesman should have a high degree of intelligence and imagination. He should understand the customers quickly and read his mind. Other qualities-mental alertness, sharp memory, initiative, imagination and self-confidence.
Social Qualities: Since a salesman has to deal with persons living in the society, so he must also possess social qualities. These mainly include: Sociability, tact, sound character, sweet nature, etc.
Vocational Qualities: Qualities which are directly concerned with the functioning of a salesman are known as vocational qualities. It includes mainly: knowledge of product, knowledge of competitive products, training and aptitude. He must have extensive knowledge with regard to the manufacturing process of his product, method of its use, its advantages, etc.
Good Communication Skill: A good salesman should possess a controlled voice and a good command over the language. He should be clear of what to be communicated.

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