Answer all questions

Part one True / False Questions

1. E-commerce involves business-to-business (B2B)

interaction only.

2. Using third party fulfillment means losing control of

fulfillment.

3. Event management is the advanced planning

required for major performances such as concerts or
conferences

Part two Discussion question

1- Lear Corporation, one of the largest, fastest growing,

and most successful automotive suppliers in the
world has a commitment to being customer driven
and customer focused. In fact, Lears sales force
was recently rated by Sales & Marketing
Management magazine as one of Americas Best
Sales Forces. According to information provided in
the text, what makes this organization have such an
outstanding sales force? Give examples and explain.

2- Ron Samuels is reviewing all of the sales relationships

that exist with his company. Mr. Samuels owns a
medium-sized computer software manufacturing
business. His primary product is a tax planning guide
and program for individuals that need help with
preparing personal income taxes. He feels that at
 present all of the salespeople that call on him are
more interested in making sales (a transaction
approach) than in truly helping him to achieve
success (a relationship approach). Pretend that you
are a salesperson seeking to get Mr. Samuels
business (you may assume that you are selling any
product or service that you think might be
appropriate to this form of business). What would
you put in a relationship marketing program that
might attract Mr. Samuels attention and get you a
contract with his company? Be specific in your
suggestions and be sure to explain how your
suggestions relate to relationship marketing and
selling.

3- . Indicate how most companies compensate their

salespeople and evaluate each method.

4- Write note on : profit making An objective with Ethical

Dimension

Dr. Ali Arnaouti