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OBJECTIVE OF THE RESEARCH STUDY This questionnaire aims
to collect information data on how sales personnel deal with their corporate
customers. The objective of this research is to gain new insights into
effective sales practices.�� CONFIDENTIALITY
�
The information you
provide will be kept strictly confidential.
� Individual responses
will not be identifiable since the information collected will be released in
aggregated form � Therefore, please be the
most honest you can in your responses! BENEFITS FOR YOURSELF In return for your
participation, BENEFITS FOR YOUR ORGANIZATION In
return for your participation, your organization will have access to a report
with the conclusions of this study which will include suggestions and
recommendations on how organization could HELP AND SUPPORT their sales
personnel to be more successful in dealing with business AS A THANK YOU TO ALL RESPONDENTS At the end there is the opportunity for you to suggest a donation to
charity or a �100 cash prize. If you are interested to win this prize draw,
please send me your business card together with your completed questionnaireand corporate customers.�
� HOW
TO FILL IN THE QUESTIONNAIRE 1.
Most of the questions in this questionnaire required you
to tick the options that best represent your opinion. In some instances, you
are required to write your answers in the appropriate response space. 2.
There are no right or wrong answers. Thus, we would
appreciate your honest and complete response to help us understand your views
better. In some of the questions you may find
it difficult to choose an answer. It may feel like neither option describes
you perfectly or that more than one option suits you. If this happens, guess
which option suits you better. 3.
The questionnaire is divided into five sub-sections. You
are asked to fill in all the sections. It will take approximately 20 -30
minutes to complete. |
If you need assistance
on how to fill in the questionnaire or further information about this
research, �please contact; Miss Nursiha
Alias, Doctoral Researcher The Coventry CV4 7AL Office no: 02476 522695,
Fax: 024 7652 4650, Email: Nursiha.Alias03@phd.wbs.ac.uk ����������������������� OR Professor� Nigel F Piercy
PhD, DLitt Professor in Marketing and
Strategic� Management Warwick Business School The University of Warwick Coventry� CV4 7AL United Kingdom Co-Director Sales and Account
Management� Strategy Research Unit
(SAMS) - www.sams.org.uk Tel: +44� (0)24 7652 3911 Fax: +44 (0)24 7652 4628 � . |
Thank
you very much for agreeing to complete this survey.