[CUSTOM SOLUTION] Purchasing Management

Answer the question in each section and choose examples from a company/companies which will inspire answers in a B2B context; 2 questions in all, each equally weighted.Formalities:• For the document: Word count 1500-2000 words• Cover, Table of Contents, References and Appendix are excluded of the total wordcount.• Font: Arial 11 pts.• Text alignment: Justified.• The in-text References and the Bibliography has to be in Harvard’s citation style.Task :Ensure your answers have a B2B focus You must also support each of your answers with examples from a company/companies of your choice. Ensure you indicate which section you are addressing.Sections:Section 1 Introduction to Sales1. The Sales Management Process is in continual evolution. Explain important changes in this process and why they have been necessary.Section 2 Personal Selling & The Sales Management Process2. Explain the role of B2B personal selling in the marketing mix and its contribution to a successful organization.

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