BMZ ACADEMY
BMZ ACADEMY
@061 262 1185/068 053 8213
BMZ ACADEMY 061 262 1185/068 053 8213
, BMZ ACADEMY
Table of Contents
QUESTION 1: SEVEN STEPS ................................................................................................................. 3
Seven Steps of the Wheel of Personal Selling for African Brew SA ..................................................... 3
QUESTION 2: MAJOR TYPES OF OBJECTIVES ..................................................................................... 4
Types of Objectives in Personal Selling ............................................................................................... 4
Primary Objectives for African Brew SA .............................................................................................. 6
QUESTION 3: FUNDAMENTAL TYPES OF SPECIALISATION .............................................................. 7
3.1: Four types of sales department specialisation ............................................................................. 7
3.2: Recommendation ......................................................................................................................... 7
QUESTION 4 ........................................................................................................................................... 8
Volume Quota ..................................................................................................................................... 8
2. Profit Quota ..................................................................................................................................... 8
3. Activity Quota .................................................................................................................................. 8
IMPORTANT NOTES TO CONSIDER ........................................................................................................ 10
BMZ ACADEMY 061 262 1185/068 053 8213Page 2 of 11
BMZ ACADEMY
@061 262 1185/068 053 8213
BMZ ACADEMY 061 262 1185/068 053 8213
, BMZ ACADEMY
Table of Contents
QUESTION 1: SEVEN STEPS ................................................................................................................. 3
Seven Steps of the Wheel of Personal Selling for African Brew SA ..................................................... 3
QUESTION 2: MAJOR TYPES OF OBJECTIVES ..................................................................................... 4
Types of Objectives in Personal Selling ............................................................................................... 4
Primary Objectives for African Brew SA .............................................................................................. 6
QUESTION 3: FUNDAMENTAL TYPES OF SPECIALISATION .............................................................. 7
3.1: Four types of sales department specialisation ............................................................................. 7
3.2: Recommendation ......................................................................................................................... 7
QUESTION 4 ........................................................................................................................................... 8
Volume Quota ..................................................................................................................................... 8
2. Profit Quota ..................................................................................................................................... 8
3. Activity Quota .................................................................................................................................. 8
IMPORTANT NOTES TO CONSIDER ........................................................................................................ 10
BMZ ACADEMY 061 262 1185/068 053 8213Page 2 of 11
