2019-01-25T11:17:28+00:00 Assignments

Describe the stages in the evolution of modern business practice and summarize the benefits of the marketing philosophy to commercial organizations

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PRINCIPLES & PRACTICE OF SELLING

 

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. Describe the stages in the evolution of modern business practice and summarize the benefits of the marketing philosophy to commercial organizations. [20]

 

2. Explain what you understand by the consumer decision-making process and indicate how a company’s sales force can benefit from a full understanding of the process. [20]

 

3. You have been asked by one of your clients to prepare a report explaining the approaches to be used in order to generate new sales leads. What information would you include in your report? [20]

 

4. Advise a group of junior sales people on the meaning of the following terms:

 

a) The buy class

b) Just-in-time purchasing

c) Reverse marketing [20]

 

5. What are the key factors that a sales negotiator must consider in order to improve the chances of sales success? [20]

 

6. Critically appraise THREE techniques that a sales force can use in order to close a sale and provide examples to support your explanations. [20]

 

7. Write notes on THREE of the following:

 

a) Premium offers

b) Trade promotions

c) Telephone selling

d) Overseas agents [20]

 

8. Discuss the advantages of sales demonstrations and explain the key factors you would consider when conducting a sales demonstration. [20]


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