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Sales and Purchasing Management

Wordcount: 2,000-2,500 words
• Cover, Table of Contents, References and Appendix are excluded from 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


Writing Guidelines


BCO 226 Sales & Purchasing Management Summer II 2020
Task – Mid-Term Individual Assessment
Please answer all of the questions below
• Describe and analyse the seven direct and indirect sales channels that access the B2B markets. (35%)
• The sales management function is described as “broad and extensive”. What are the processes and activities that justify that description? (35%)
• How have B2B sales strategies been influenced by global competition? (30%)
• Wordcount: 2,000-2,500 words
• Cover, Table of Contents, References and Appendix are excluded from 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.

• Weight: This task has a weighting of 40% of the total grade for this subject.
• Learning Outcomes
This assignment assesses the student’s interpretation of B2B global market forces, sales access channels and the scope of the sales management
function


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