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Strategic Sales Management Week 3 NPTEL Assignment Answers 2025

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NPTEL Strategic Sales Management Week 3 Assignment Answers 2025

1. Aarav works at the billing counter of a large electronics store. Customers usually approach him after selecting a product, and his role is to process payments, generate invoices, and ensure the product is handed over properly. He doesn’t usually persuade customers or pitch any product; they typically arrive having already made their decisions. What type of selling role is Aarav most likely performing?

  • Creative selling
  • Semi-Development selling
  • Inside order taking
  • Pseudo Service selling
Answer : See Answers

2. Which of the following best describes the concept of development selling in a retail or sales context?

  • Obtaining repeat or additional orders from current competitors
  • Handling complaints and after-sales support
  • Transforming non-buyers into customers by converting prospects
  • Upselling add-on services to existing clients
Answer :

3. Priya has been working with a cloud services firm for 3 years. She manages a portfolio of key accounts, spending her time nurturing relationships, providing updates, resolving concerns, and identifying opportunities to upsell or renew subscriptions. She rarely works on fresh leads but ensures existing clients remain loyal and satisfied. Which type of sales role does Priya represent?

  • Creative seller
  • Inside order taker
  • Farmer salesperson
  • Development seller
Answer :

4. Rohit works in a real estate company. To find new customers, he calls people from a phone list, even though he has never spoken to them before. What prospecting method is Rohit using?

  • Referral
  • Cold Calling
  • Trade Show
  • Directory Selling
Answer :

5. State Whether the following is True or False.
Carew International’s LAER has been considered as one of the effective ways of dealing with sales objections, where L indicates Listen, A signifies Acknowledge, E captures the essence of Explore, and R indicates Respond.

  • True
  • False
Answer :

6. State Whether the following is True or False.
In the AIDAS model, D indicates Design

  • True
  • False
Answer : See Answers

7. Rajat, a business development executive at a logistics tech startup, is known for his aggressive outreach. He spends most of his time prospecting new clients, conducting cold calls, setting up initial meetings, and working to close high-impact deals. Once the deal is done, he usually hands off the client to the account management team and moves on to the next potential customer. His ideology is all about the numbers game. Based on this behaviour, what type of salesperson is Rajat?

  • Farmer salesperson
  • Missionary salesperson
  • Hunter salesperson
  • Inside order taker
Answer :

8. State whether the following is True or False.
Reinforcement is defined as an event that intensifies the buyer’s predisposition towards making a particular response; these can be both positive or negative.

  • True
  • False
Answer :

9. Which of the following best describes the Right Set of Circumstances Theory in personal selling?

  • It emphasises adapting to the buyer’s emotional state and tailoring the message accordingly
  • It views selling as a logical series of steps influenced by buyer psychology and internal needs
  • It assumes that creating the right external situation will lead to a predictable, desired buyer response
  • It focuses on building long-term relationships through mutual value co-creation
Answer :

10. A ___________ brings together all those members of an organisation who are responsible for taking purchase decisions.

  • B- Junction
  • Buying Centre
  • DMM unit
  • None of the Above
Answer : See Answers

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