Question1. Is there still a place for personal selling in the world of instant electronic commerce such as eBay or Amazon?
Question2. Using the KANDOCS formula, explain how a salesperson might enhance his or her selling skills.
Question3. What are the principal functions of the sales manager?
Question4. How should customer complaints be regarded by salesperson and how should they be maintained? Use the instance of a customer returning a faulty computer to the store or a customer whose holiday hotel was below quality to demonstrate your answer.
Question5. Explain, with illustrations, the principal functions which might be taken by a salesperson.
Question6. How does the business-to-business sales process differ from that of business-to-consumer?
Question7. ‘Salespeople don’t sell products, they sell benefits.’ Describe this statement with reference to a consumer product category of your choice.
Question8. How might knowledge of the steps of the selling process assist the salesperson?