QUESTION NO. 1

1. As the Sales Manager of CAD you are aware that selling these new products pose some challenges due to the fact that they are new, cost more than the conventional ones on the market and farmers/customers are comfortable with their original suppliers. There are several concerns that will have to be successfully handled by the sale representative if they are going to get acceptance and be able to close more sales. Identify and Explain to your sales team three (3) common buyer concerns they are likely to encounter when relating to customers and suggest two specific methods of negotiating each concern.

1. The new and emerging products introduced by CAD canbe challenging and requires a different strategy.
   1. Why are new and emerging productsrequire a differentstrategy to sell?

1. . Outline to your team, strategies to position and sell such products in the agricultural sector.

1. Identify and describe the buying behaviour of the two types of customers mentioned in the case and suggest the how to adapt your selling strategy for each type

1. From the case, identify one possible ethical breach that may have been committed by a member of the sales team. Suggest a possible way of dealing with this breach

1. Explain how the three prescriptions associated with the development of a relationship strategy, if applied by the sales team will continue to enhance sales team effectiveness and improve the company's reputation in the market.