Homework: Sales & Purchasing Management
Length: 2000 to 2500 words.
a. What is the trust based developed selling process? Explain it with your own words and identify the main skills needed for salespeople involved in this approach.
b. During the buying process (of industrial products), describe the three different scenarios the purchasing manager can face and identify all the possible roles of the buying center members
c. Explain with your own words why Sales Management plays a such important role for the overall strategy if the Company. Make a list of the main Sales Management objectives.
d. Account Management Relationship (Key Accounts). Describe When to use them? Advantages?
Format your homework according to the give formatting requirements:
a. The answer must be double spaced, typed, using Times New Roman font (size 12), with one-inch margins on all sides.
b. The response also includes a cover page containing the title of the homework, the course title, the student's name, and the date. The cover page is not included in the required page length.
c. Also include a reference page. The references and Citations should follow APA format. The reference page is not included in the required page length.