1. There are advantages associated with employing a direct sales force and advantages associated with employing an outsourced sales force. Completely discuss the advantages associated with each. In addition, discuss several factors that would favor selecting one method over the other. (10 pts.)
2. In class we discussed how supply chains and channels are related. Discuss this relationship and the role of the sales function in chains and channels. In addition, discuss why alignment between a company’s supply chain and its sales channels is important to the sales manager. (10 pts.)
3. Discuss the components of the basic decision making process shared by individuals and organizations. In the organizational context, how does the item being purchased determine the buying situation and the buying process? (10 pts.)
4. Acme Company is making a decision about which equipment supplier to choose for a new and strategically important manufacturing line. In choosing a supplier, what kind of buying process is it likely to follow? Discuss two methods it might use for making the final decision? (10 pts.)
5. Discuss how risk is associated with organizational buying. What is the buying center and what is its relationship to risk. Finally, why is this relationship relevant to sales managers? (10 pts.)
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