sales and purchasing managementlf123
Answer the question in each section and choose examples from a company/companies which will inspire answers in a B2B context; 2 questions in all, each equally weighted.
• For the document: Word count 1500-2000 words
• Cover, Table of Contents, References and Appendix are excluded of the total wordcount.
• Font: Arial 11 pts.
• Text alignment: Justified.
• The in-text References and the Bibliography has to be in Harvard’s citation style.
Ensure your answers have a B2B focus You must also support each of your answers with examples from a company/companies of your choice. Ensure you indicate which section you are addressing.
Section 1 Introduction to Sales
1. The Sales Management Process is in continual evolution. Explain important changes in this process and why they have been necessary.
Section 2 Personal Selling & The Sales Management Process
2. Explain the role of B2B personal selling in the marketing mix and its contribution to a successful organization.
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