A1.

Demand equation
D= P*I*Pc/s*T (where symbols have their usual meaning)

D=1000 as log D=3

P= Pc/s (price differentiation is negligible)
T= A*(INT)2
A= 1/ P2
I= 0.4*10000=4000

Substituting INT=0.5 hence smoothening constant = 0.25

Current years achievement is 0.97* 2500,

Substituting next years projection is 2481.25. Since sales force composite is 2237.5 error in
forecast with 2237.5 as base is ((2481.25-2237.5)/2237.5)) *100= 10.89 %

A2.
Steps Cum. Freq Freq %
Opener 23 23 11.61
Probing 55 32 16.16
Discussion 68 13 6.56
Cross selling & Upselling 131 63 31.81
Focusing 151 20 10.10
Commitment 179 28 14.14
Recommitment 198 19 9.59

Top two contributors are

1. Cross selling and upselling: the sales persons are most likely exceeding the threshold,
Hence estimate the threshold band and put the offerings within that.
2. Probing: Mostly wrong questions are asked, prepare appropriate questions

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A3.
a) In-trays are assignments and out-tray indicates the order in which the problems are solved.
Tests the degree of prioritization from amongst important and urgent works.
During the performance appraisal, the perceptive bias the superiors have about market
feedback from the subordinates. At times when the feedback is true the impact on company is
tremendous, Ex- HUL
b) Set the number of sales person based on budget, but if experienced person is there you can
assign higher responsibility with higher compensation (more variable component postdated)
for experienced and appoint less number of freshers.
A4.
a) Realistic Job Preview (to normalize the superficial expectations from the job). Anticipatory
(with proper RJP) and encounter stage determine whether the employee will stick to the
profession and/or company.
b) FMCG- small CD-Large as frequency of transaction is higher in FMCG
Competition intense- small territory to guard it with higher acd and call frequency
A5.
a) No time: (1) how much less time, (2) next appointment time
No value(B/C): explain the benefits properly to maintain and enhance the ratio, no discount
(no alteration of denominator)
b)
i. Coercive power
ii. Reward power
iii. Legitimate power
iv. Expert power
v. Referent power

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