problem 1: Summarize the significance of the marketing orientation to commercial organizations and describe the role of personal selling in a company’s marketing mix.

problem 2: Identify the main influences on organizational buying behavior and describe how marketing organizations can benefit from a clear understanding of the influences on buying behavior.

problem 3: Describe what you understand by the given terms:

a) Sales force manual.
b) Sales channels.
c) Centralized buying.

problem 4: Identify the phases of the selling process and describe the main activities you would relate with prospecting.

problem 5: You have been asked to make a report advising the company’s sales force on the given:

a) Handling customer complaints
b) Making sales presentations

What information would you comprise in your report?

problem 6: Describe the main methods available to a company’s sales force in dealing with objections from potential buyers.

problem 7: prepare notes on three of the given:

a) Trade Fairs and Exhibitions
b) Direct Selling
c) Consumer Promotions
d) Merchandising

problem 8: Describe what you understand by the term closing a sale and describe three methods used by salespeople in order to close a sale.