EFFECTIVE
SALES PLANNING & OPERATIONS
ASSIGNMENT 1
o
Identify
and describe the main types of personal selling that kompas gramedia sales team
has. (1.4)
o
Discuss
the principle of personal selling used by kompas gramedia sales team. (2.1)
o
Analyze
each stage of kompas gramedia sales team personal selling process and compare
it to the best practice. (2.2)
ASSIGNMENT
2
·
Kompas Gramedia sales objective and
strategies that are revised in line with kompas gramedia new corporate objective. Provide a relevant explanation. (3.1)
·
Devise
appropriate recruitment and selection procedures for the new available position
in the sales division (3.2)
·
The
motivation, remuneration and training system that have to be implemented to
enhance the sales performance. Provide evaluation for each system. (3.3)
·
Describe
any TWO techniques use to coordinate and
control sales output (3.4)
·
Suggested
changes in the structure of Kompas Gramedia sales division based on the new
sales objective and the reporting as well as coordinating procedures that have
to be implemented (3.5)
·
Suppose
Kompas gramedia is required to conduct sales through telephone, to a reseller
and to the end user (targeted readers), identify and discuss three examples of
differences in the nature of sales task and skills of each context stated (4.1)
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