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.