Question: 3. Wipro is an Indian multinational with its headquarters based in Bangalore. It has total revenue of $9 Billion with net income of $1.4 Billion

3. Wipro is an Indian multinational with its headquarters based in Bangalore. It has total revenue of $9 Billion with net income of $1.4 Billion across all its business units which has both information technology and FMCG (Fast Moving consumer goods) products.

Based on the success of local laptop brands in the Indian marketplace like HCL, Wipro would like to re-enter the laptop segment in India.

Laptops as a product category fall in both the B2B (Business to Business) as well as B2C

(Business to consumer) segments.

As the Vice President Sales for Wipro laptops, you are required to come out with a sales management strategy covering sales methodology and budgeting:

a. Out of the 5 theories of buying namely AIDAS, Buying Formula theory, Behavioral equation theory SPIN and Right set of circumstances theory, which would be used by you to build a sales methodology for Wipro laptops? Please justify your choice of methodology

b. Out of the top down and bottom up methodology for setting budgets which of them would be used by you for Wipro laptops division and why?

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