1) Why do you think a firm should adopt a sales strategy that pursue relationship building and how a customer orientation approach facilitates the implementation of this strategy?

2) If you were charged with the choice of a sales structure for lever Brothers Ghana (a manufacturer of detergents, groceries and perfumes) what type of a sales structure will you adopt. Give reasons.

3) i) How does supervision of sales personnel help company to achieve its sales objectives?

ii) Why is it necessary for GIHOC Ghana to use both qualitative and quantitative modes for evaluating its sales personnel in charge of its pharmaceutical products?