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, Warwick Business School will offer you the report with the conclusions of this study which will include suggestions and recommendations on how sales personnel may be more successful in dealing with business and corporate customers.�

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

Warwick Business School

The University of Warwick

Coventry CV4 7AL

Office no: 02476 522695,

Fax: 024 7652 4650,

Email: Nursiha.Alias03@phd.wbs.ac.uk

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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

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