Question 1: Differentiate between marketing orientation and sales orientation and summarize the main advantages of adopting the marketing orientation.
Question 2: Summarize the main affects of organizational buying behavior.
Question 3: Identify the main merits and demerits of using overseas distributors or agents as indirect methods of international selling.
Question 4: Describe what you understand by the given methods of closing a sale:
a) Alternative close
b) Concession close
c) Trial close
Question 5: By using relevant examples describe how sales promotion methods can contribute effectively to a company’s selling and marketing efforts.
Question 6: You have been asked to describe the significance of effective prospecting to new members of your company’s sales force. What information would you comprise in your explanations?
Question 7: Write notes on three of the given:
a) Sales force manual.
b) Just-in-time purchasing.
c) Reciprocal trading.
d) Customer relations.
Question 8: As an independent marketing consultant you have been asked to advise one of your clients on the significance of effective market segmentation to the efforts of the company’s sale force. What advice would you give to your client?