1) What is the trust based developed selling process? Explain it with your own words and identify the main skills needed for salespeople involved in this approach.
2) During the buying process (of industrial products), describe the three different scenarios the purchasing manager can face and identify all the possible roles of the buying center members
3) Explain with your own words why Sales Management plays a such important role for the overall strategy if the Company. Make a list of the main Sales Management objectives.
4) Account Management Relationship (Key Accounts). Describe When to use them? Advantages?