Task Choose a question from each section to answer; 3 questions in all, each equally weighted. Ensure your answers have a B2B focus You must also support each of your answers with a company of your choice. You may choose a different company for each question. Ensure you indicate which section and question you are addressing. Sections and options Section 1 The Strategic Role of Sales Management 1. Explain how sales strategy derives from organizational strategy 2. Explain how the correct sales organization is key to an effective selling process 3. Explain the role, importance and metrics of sales analysis 4. Accurate sales forecasting is vital for an effective organization. Discuss Section 2 Sales Organization and Sales Deployment 5. Different companies have different sales force structures. Explain the options and when they are more or less effective 6. When would an organization need to consider developing key account managers? Explain how they could do this. 7. Not all selling situations would call for the same sales force organization within the sales department. Explain this 8. Discuss why most B2B companies use both Personal and indirect selling. Identify circumstances which would be best dealt with P processes Section 3 Salespeople Management: directing sales force operations 9. Explain the high importance of people management (recruiting, maintaining) to having an effective salesforce 10. Sales training and development is a vital aspect of strategic sales management. Why? 11. Explain how and why sales force compensation needs to be aligned to sales, marketing and organizational objective, as well as to compensation 12. Total Quality Management is important for efficiency and effectiveness. Explain its application to sales