Answer the following questions:

1. You are a salesperson for Ms Mkhizes business, and she realised that she needed to promote one of the salespeople to a sales manager position. Ms Mkhize is not convinced that you understand the different types of sales departments. In convincing Ms Mkhize that you are the right candidate, explain the THREE (3) types of sales departments and how these are applicable to her business.

2. You have successfully convinced Ms Mkhize that you know about sales. She wants you to test your understanding of sales forecasting as it is a critical aspect of the sales manager position. Outline the TEN (10) steps in sales forecasting and explain how these steps will apply to her business.

3. Ms Mkhize is happy with your understanding of the sales management aspects and promoted you to a sales manager position. Your first task is to train all the salespeople. Discus the SEVEN (7) steps that you will follow in the training process and also how you will apply these steps to Ms Mkhizes business.

Mkhize's success story Ms Mkhize graduated from Unisa in 2019 and decided to start her own business that produces and sells a line of vegan, natural and organic hair products, as there was increasing demand for this niche market. Ms Mkhize's company has grown, and she now has eight employees assisting her. However, they are unable to keep up with the demand. As it is a small business, all her employees work on different tasks from production, marketing and sales to deliveries, and everyone assist where they can. She decided that she needed help with the business and hired Mr Tlali as a manager to help her take her business to the next level by having a more formal structure in place in tems of the organisation, its budgeting and evaluation of employees. Ms Mkhize also decided to hire three more employees who would have to be trained. Mr Sono has been with the company since it started and has been assigned to mentor the new employees. Ms Mkhize informed Mr Tlali that she wishes to increase sales and eventually have a wellknown brand of hair products. He said that in order to do that she needed to list the tasks that her employees perform to get the products made and sold. Mr Tlali suggested two departments: - Production who make the products, fill them into the containers and orders the raw materials and packaging. - Sales and marketing who contact prospects, take orders, answer queries and maintain relationships with customers and prepare the sales orders received for delivery. While working on the budget, Mr Sono had to firet set out a sales forecast to determine how much raw materials and containers needed to b ) ordered in order to avoid "out-of-stock" situations that occurred previously. He also r.eded to work out costs such as staff remuneration and training, phone bills, intemet costs, rent and office supplies. Ms Mkhize had previously had to use some of her own money to cover some of the costs which she had forgotten to budget for, such as promotional brochures and business cards. Having identified all the various costs involved in running the business, Mr Tlali did the initial allocation of resources for the different departments and asked the employees to try and think of creative ways to still meet objectives and save on some costs. Before developing a formal evaluation plan, Mr Tlali asked employees from the different departments to explain their tasks in order to group them into categories that will be used to measure their performance. Then Ms Mkhize and Mr Tlali will examine the list to see if they agree by rating the performance categories. They then measure employees based on the agreed-upon list