Sales Planning & Operations SPOP2209 Class Exercise 1

1. Explain & motivate what the best selling approach would be to sell the
following products:

1.1 Scrubbing brushes and brooms to a supermarket.

1.2 Airline tickets.
1.3 A WAN (Wide Area Network) computer system.
1.4 Vehicle tires
1.5 Earth moving equipment
(5 marks)

2. Objections are reasons a buyer offers not to buy a product. It is also an

attempt to obtain more information from the seller sometimes & requires
persuasive skills. Indicate how the following objections can be handled:

2.1 “The product is too expensive”

2.2 “We don’t like it.”
2.3 “Why should I buy your product when Company XYZ is selling the same
thing?”
2.4 “I don’t need it!”
2.5 “We already have it.”
(5 marks)

3. Explain the main differences between consumer and B2B (business to

business) buying.
(5 marks)

4. Identify 5 common hiring mistakes sales managers often make, explain the
possible results and how these can be avoided or overcome. (5 marks)

5. Explain what would be the most appropriate type of interview to use when
recruiting staff for the following vacancies, motivating your choice:

• A generalist sales position for a retail sales person

• A regional sales manager
• A pharmaceutical sales person
• A recently promoted sales person selling farming implements
• A sales person selling time-share
(5 marks)

Total marks: 25