Develop a detailed analysis report for the attached case


1000 words and All referencing and citations require Harvard referencing style.


– Understand the sales management function as part of the overall company strategy and the
processes involved in go-to-market activities.

– Describe the importance of personal selling as part of IMC

– Analyze the different stages of the personal selling process and its participants

– Assess different sales organization structures and to design them. according to company strategy and
competitive environment

– Evaluate the sales operations management functions and its role in salesforce effectiveness and

– Apply procurement strategies to effective account management.


Must consider the use of theories and models, the flow and progression of their critical analysis,
overall clarity, structure and coherence of their answers.

Prioritize, synthesize, discuss and evaluate the topic based on
different perspectives.

All statements made must be supported by facts, figures and references