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problem 1: Describe the primary and secondary responsibilities of a salesperson.

problem 2: Describe the factors that a company must consider when selecting or reappraising sales channels.

problem 3: Describe how the performance of a salesperson can be measured in quantitative terms.

problem 4: What would you expect to see in a job description and person specification for a salesperson?

problem 5: Many sales situations comprise risk to the buyer. How can a salesperson decrease this risk?

problem 6: Set out the methods available to a salesperson to close a sale.

problem 7: Describe the account size structure for a sales force and describe its benefits.

problem 8: Outline the phases in the consumer decision-making process.

Management Theories, Management Studies

  • Category:- Management Theories
  • Reference No.:- M94086

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