Discussion Post: Sales & Purchasing Management
Section I: Introduction to Sales
• The rapidly changing environment means organizations must change to maintain market relevance. The sales organization within a business must, therefore, evolve. Identify and explain forces which have impacted change in B2B sales; examine the changes effected.
Section II: Personal Selling & The Sales Management Process
• Explain the role of sales in IMC (integrated marketing communication)
Outcomes
Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities Describe & analyze the importance of personal selling as part of IMC.
• Describe & analyze the different stages of the personal selling process and its participants
The response should include a reference list. Using double-space, Times New Roman 12 pnt font, one-inch margins, and APA style of writing and citations.