NSWER ANY 3 OF THE 4 QUESTIONS (refer to order insturctios*)


1. According to some sales managers, the shift to value-adding selling is the biggest challenge in sales. Using an example, suggest ways that you would encourage a sales team to move to value-added selling. Justify your suggestions.

2. How much would you define sales ethics, and why is this topic receiving so much attention today?

3. There is a role for transaction-focused traditional selling as well as trust-based relationship selling in personal sales. Do you agree? Explain your reasons.

4. If you pay a salesperson enough money, you will have a well motivated salesperson. Do you agree? Explain your reasons.

Typed answers, single sided and double spaced.
Your answers for each question should be approx. 500 words.
Any references from articles, textbooks and etc. must be acknowledged (harvard referencing style)

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