Individual task. Answer both questions
- For the document: The 2 questions: max. 1 page per each question
- Cover, Table of Contents, References and Appendix are excluded of the total wordcount.
- Font: Arial 11 pts.
- Text alignment: Justified.
- The in-text References and the Bibliography has to be in Harvard’s citation style.
Weight: This task is a 35% of your total grade for this subject. Each Question is equally weighted.
2 questions in all, each equally weighted. Ensure your answers have a B2B focus
You must also support each of your answers with a company of your choice. You may choose different companies for each question. Ensure you indicate which section you are addressing.
Sections and options
Section 1 The Strategic Role of Sales Management
Explain how sales analysis and the correct sales organization can enable the strategic B2B selling-purchasing processSection 2 Salespeople Management: directing sales force operations
Explain the vital importance “managing people” for effective B2B sales relationships
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