Topic: Preparing for the Sales Call and The Sales Call. Both lecture topics must be known.
Topic: The Role of IT in Selling and Sales Management
(iii) Direct Selling
(iv) Export houses
Topic: The Role of the Salesperson and the Sales Manager
Examine the theories on motivation below and discuss how they can be used by sales managers in the motivation of salespeople.
Topic: Consumer and Organisational Buyers – focus on KAM (Key Account management)
Discuss how developments in information technology have impacted on selling and sales management.
Topic: Forecasting, Budgeting, and Evaluation/Control – focus on Evaluation/Control
(a) Explain what you understand by the term ‘Fringe Benefits’ – an extra benefit supplementing an employee’s money wage or salary, for example, a company car, private healthcare, etc.