Sales and purchasing management

Description:

Individual task. Answer both questions

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.
  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 processSection 2 Salespeople Management: directing sales force operations
  Explain the vital importance “managing people” for effective B2B sales relationships