Sales & Purchasing Management - Using a company of your

Sales&Purchasing Management

Questions

1. Using a company of your choice, in a B2B sector, give an overview of the key points of how value is delivered to the clients. Give a short explanation of why it is important to understand in terms of sales?

2. Explain how the company above is structured (organisation) to support its sales activities?

3. Describe the key “push & pull” activities of the company and how they support value in their supply chain?

4. Give an overview of how their Sales Cycle might be managed strategically?

Formalities:

• Wordcount: 2000 words

• Use a Table of Contents to help your structure.

• References and Appendix are excluded of the total wordcount.

• Font: Arial 12,5 pts.

• Text alignment: Justified.

• The in-text References and the Bibliography have to be in Harvard’s citation style.