This paper concentrates on the primary theme of 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. in which you have to explain and evaluate its intricate aspects in detail. In addition to this, this paper has been reviewed and purchased by most of the students hence; it has been rated 4.8 points on the scale of 5 points. Besides, the price of this paper starts from £ 40. For more details and full access to the paper, please refer to the site.
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]