sales and purchasing management

Formalities:

· For the document: The 2 questions: max. 1 page per each question

· 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.

Submission: Via Moodle (Turnitin). Submissions will be by Sunday 2nd May until 23:59hrs (CEST). Weight: This task is a 35% of your total grade for this subject. Each Question is equally weighted.

Task

2 questions in all, each equally weighted. Ensure your answers have a B2B focus You must also support each of your answers with a company of your choice. You may choose different companies for each question. Ensure you indicate which section you are addressing.

Sections and options Section 1 The Strategic Role of Sales Management Explain how sales analysis and the correct sales organization can enable the strategic B2B selling-purchasing process Section 2 Salespeople Management: directing sales force operations Explain the vital importance “managing people” for effective B2B sales relationships