Slaes and pruchasing management | Management homework help

  1. Section 1 Introduction to Sales

1. The rapidly changing environment means organizations must change to maintain market relevance. The sales organization within a business must, therefore, evolve. Identify and explain forces which have impacted change in B2B sales; examine the changes effected.

Section 2 Personal Selling & The Sales Management Process

2. Explain the role of sales in IMC (integrated marketing communication)


Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities Describe & analyze the importance of personal selling as part of IMC
Describe & analyze the different stages of the personal selling process and its participants