Companies can make use of different types of intermediaries when selling overseas. Analyse the main types of intermediaries and explain the role that they carry out.

Companies can make use of different types of intermediaries when selling overseas. Analyse the main types of intermediaries and explain the role that they carry out.

SALES & SALES MANAGEMENT

 

Instructions to candidates:

 

a) Time allowed: Three hours (plus an extra ten minutes’ reading time at the start – do not write anything during this time)

b) Answer any FIVE questions

c) All questions carry equal marks. Marks for each question are shown in [ ]

 

1. Companies can make use of different types of intermediaries when selling overseas. Analyse the main types of intermediaries and explain the role that they carry out. [20]

 

2. Explain how a company could evaluate the performance of its salespersons using quantitative methods and approaches. [20]

 

3. Review where companies will typically recruit salespersons from. [20]

 

4. Analyse the stages in the personal selling process. [20]

 

5. Salespersons can typically draw on a variety of sources of prospects. Review the main sources of prospects. [20]

 

6. Explain the techniques that a company can adopt to motivate salespersons. [20]

 

7. Review the key influences on organisational buying behaviour. [20]

 

8. Analyse the contribution of telemarketing to effective sales management. [20]


Price: £ 40

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