Selling and Sales management
Select a company in your country or region that has a sales force.
The company and sales force can be real or a composite of several organisations with which you have some knowledge.
Apply principles to that company’s sales function, addressing the following:
1. Explain the sales responsibilities of the sales team.
2. Evaluate the current personal selling process used by the sales team. Recommend any improvements that seem necessary to the current personal selling process.
3. Analyse how sales techniques are developed and implemented in the company, focusing your analysis on two of the sales areas:
1. personal selling
2. key account management
4. Analyse how senior company management currently evaluates sales force performance. Recommend any improvements that seem necessary to the current sales force performance evaluation.
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