sales and purchasing management

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.

Formalities: 

• 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. 

Task :

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. 

Sections:

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.