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Summary MNM3703 Exam Study Pack

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Course
MNM3703 - Sales Management (MNM3703)

Institution
University Of South Africa (Unisa)

These are important revision summary notes as well as exam mcq's and solutions to be studied in conjunction with the other study materials. This will save you much needed time in your studies which you can allocate to other modules. These are the kind of revision materials that helps you finish you...

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Uploaded on April 1, 2021
Number of pages 55
Written in 2020/2021
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exam study notes
exam questions with solutions

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MODULE : MNM3703

,MNM3703 Exam Study Pack

Contains:
• Comprehensive Notes & Summaries
• Exam MCQ Questions & Solutions

,MNM3703 Sales Management Full
Notes

, MNM3703 Sales Management
2017 Exam Preparation Notes and Summary . By: Dubst3phs
NB: Don’t use bullet points in the exams.
TOPIC 1: THE SELLING PROCESS
STUDY UNIT 1: Sales careers and the selling process

1.1. Overview of the selling process
• Personal selling has changed over the years
• Selling is a marketing component
• A salesperson can be described as
o Specialist o Well organized
o Well informed o Flexible
o Self-managed o Enthusiastic
o Motivated o Even-tempered
• Consumer protection act 68 of 2008 and the national credit act 34 of 2005
• 3 types of sales support
o self-support
o core team support

1.2. Roles of the salesperson
The major roles of salespeople are the sales role, marketing role and customer relationships role
 Sales role
o Short term goals
o Persuade customer to buy
 Marketing role
o Problem solving
o Developing and implementing sales strategies
 Customer relationship (partnering)
o Building and maintaining relationships

1.3. Drivers of change in sales management and selling
The world is constantly changing and this a sales person needs to be able to adjusts and these are the drivers
 Building long term relations with customers
 Sales organizations structure adaptable to all customers’ needs
 Job ownership and commitment
 Shift of sales management
 Leverage technology
 Integrate performance evaluation
 Be aware of drivers of change in selling.

1.4. Selling as a career
Why should you choose sales?
• Serve others by helping them • Challenges that a sales career offers
• Many sales jobs available • Opportunity for advancement
• Freedom and independence • Financial and non-financial rewards

Career stages:

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