Paycom is globally recognised as one of the best sales companies to work for. The company specialises in HR and payroll software which allows companies to automate payroll processing, reporting and other related services.

You are the key accounts director for Paycom and have been invited to present a guest lecture at INSEAD one of the top ranked business schools in the world to discuss the relevance of sales in modern businesses, as well as how the role of salespeople has changed in a post-pandemic world.

Prepare a summary of your talking points, using the basic theory as your guide, to:

a) discuss the nature and the role of selling in modern businesses (large or small),

b) describe the characteristics of modern selling, and

c) appraise the success factors that modern salespeople should have, in the context of how sales and selling have changed since the end of the pandemic.

Use appropriate examples to illustrate your talking points.

(25 marks)

Marks will be awarded in line with the basic principles of each aspect, and for the use of relevant examples to create context for and apply the theory.