Робота з текстом "Vitamins"

Vitamins

Vitamins are organic compounds that mainly function in enzyme systems to enhance the metabolism of proteins, carbohydrates, and fats. Without these substances, the breakdown and assimilation of foods could not occur. Certain vitamins participate in the formation of blood hormones, nervous- system chemicals, and genetic materials. Vitamins are classified into two groups, the fat- soluble and the water- soluble vitamins. Fat- soluble vitamins include vitamins A, D, E, and K. The water- soluble vitamins include vitamin C and B- vitamin complex.

Fat-soluble vitamins are usually absorbed with foods that contain fat. They are broken down by bile in the liver. Excess amounts are stored in the body’s fat and in the liver and kidneys. Because fat- soluble vitamins can be stored, they do not have to be consumed every day.

Vitamin A is essential for the health of epithelial cells and for normal growth. A deficiency leads to skin changes and to night blindness or a failure of dark adaptation due to the effects of deficiency on the retina. Vitamin A can be obtained directly in the diet from foods of animal origin such as milk, eggs, and liver. In developing countries, most vitamin A is obtained from carotene, which is present in green and yellow fruits and vegetables. Carotene is converted to vitamin A in the body.

Vitamin D acts much like a hormone and regulates calcium and phosphorus absorption and metabolism. Some vitamin D is obtained from such foods as eggs, fish, liver, butter, margarine, and milk, some of which might have been fortified with vitamin D. Humans, however, get most of their vitamin D from exposure of the skin to sunlight.

Vitamin E is an essential nutrient for many vertebrate animals, but its role in the human body has not been established. It has been popularly advocated for a great variety of afflictions, but no clear evidence exists that it alleviates any specific disease. Vitamin E is found in seed oils and wheat germ.

1. What basis are vitamins classified on?

1. on the basis of their solubility;
2. on the basis of their medical properties;
3. on the basis of their health aspects.

2. Why don’t we need to consume fat- soluble vitamins daily?

1. it’s difficult for the body to absorb fat- soluble vitamins;
2. it’s not useful for us to consume excess amounts of fat- soluble vitamins;
3. because they can be stored in our body’s fat, in the liver and kidneys.

3. What are the richest natural sources of vitamin A?

a) meat and meat products;

b) fruit and vegetables;

c) milk, eggs, liver, green and yellow fruit and vegetables.

4. What do humans take most of their vitamin D from?

a) from milk and dairy produce;

b) from the action of sunlight on the skin;

c) from such foods as eggs, fish, liver.

5.What is the role of vitamin E in the human body?

a) its role hasn’t been established;

b) conclusions that vitamin E cures many diseases have a scientific basis;

c) it is necessary for the coagulation of blood. 

 

 

 

 

Food Preservation

Refrigeration or cold storage is the most common method of temporarily preserving food. Indeed, it is one of the most satisfactory of all methods of food preservation, as it does not markedly alter the taste, appearance, or nutritive value of the food. Refrigeration is practiced in the home and commercially.

Canning is the most common form of food preservation. Preservation is insured by the use of sufficient heat to destroy all microorganisms which might develop in the canned product during storage.

There are two methods of canning. The cook- in- the- kettle method consists in cooking the food in an open kettle until all has reached sterilization point, or longer if desired. The food is then packed and sealed in sterile jars.

The cook- in- the- can method describes itself. Food to be canned is washed, blanched if necessary, cut into suitable pieces and placed in tin cans or glass jars. Hot water is added to fill completely the can or jar, which is placed in a suitable cooker to destroy the microorganisms present.

Drying has been a means of food preservation for centuries and is still used for many foods. It promotes preservation by removing the water essential for the growth of all microorganisms. We find dried fruits, vegetables, berries mushrooms, meat, and milk in the market. Most dried foods require soaking before cooking in order to restore the water lost by drying.

1. What is the most common method of temporarily preserving food?

1. drying;
2.   salting;
3. refrigeration or cold storage.

2. What method of preservation is insured by the use of sufficient heat to destroy all microorganisms?

1. canning;
2. smoking;
3. salting.

3. One of the methods of canning is…

1. smoking;
2. the cook- in- the kettle;
3. pickling.

4. What is the oldest means of preservation?

1. drying;
2. canning;
3. cold storage.

5. What do most food require before cooking?

1. salting;
2. boiling;
3. soaking.

 

 

 

 

 

 

 

 

Labeling of a Product

Labeling is the presentation of information on a product or its package. The label is the part that contains the information. It may include the brand name and mark the registered-trademark symbol, package size and contents, product claims, directions for use and safety precautions, a list of ingredients, the name and address of the manufacturer. Garments must be labeled with the name of the manufacturer, country of manufacturer, fabric content, and cleaning instructions. Nutrition labeling must be included with any food product for which a nutritional claim is made. This labeling must follow a standard format. Inedible items such as shampoos and detergents must carry safety precautions as well as instructions for their use.

The aim of these regulations is to protect the consumer from misleading product claims and improper (and thus unsafe) use of products. Labeling provides customers with product information, including some information required by law. Its main function is to inform and to protect consumers.

1. What is labeling?

1. delivering of a product;
2. warehousing;
3. the presentation of information on a product or its package.

2. What is label?

1. the size of a product;
2. the part that contains information;
3. the quality of a product.

3. What must garments be labeled with?

1. with the name of the manufacturer, country of manufacture, fabric content and cleaning instructions;
2. with the instructions for their use;
3. with safety precautions.

4. What must nutrition labeling be included with?

1. with the prove of quality;
2. with any food product for which a nutritional claim is made;
3. with instructions for their use.

5. What is the main function of labeling?

1. to prepare goods for reshipment;
2. to preserve goods from spoilage;
3. to inform and to protect consumers.

 

 

 

 

 

 

 

 

 

 

 

 

 

Packaging

Packaging consists of all those activities involved in developing and providing a container for a product. The most important elements of packaging are color, shape, graphics, materials and labeling. Color makes the consumer notice the package to begin with. Through its shape and graphics a package can influence purchasing decision.

The primary function of packages is to protect the product. Strength, clarity, hygiene, economy are the most important considerations when selecting a packaging material. It must be appropriate to type of goods. The manufacturer or wholesaler packs great lots of goods for transportation with great care to protect them from damage, dampness, movement, etc.

Rice or coffee beans are sent in bags, flour in sacks, bottled wine in boxes or tea in zinc- lined chests. Fruit may be sent in crates or baskets, oil in casks, butter in kegs etc. For retail trade cereals, flour, sugars are packed by one or two kilograms in see- through plastic packaging. Fruit juices and other drinks are sold aseptically packaged in boxes. Plastic squeeze bottles are used for catsup, salad dressing, mayonnaise, jelly. Cardboard and plastic boxes are popular for packaging cheeses, snacks, meat, dairy products. Many meat products, fruits and vegetables are sold in tins and glass jars.

Various sizes of packages may be used to reach particular target markets. Single-portion food packages and “ giant economy size” ones are examples. Packaging is a matter of great importance both home and overseas trade.

1. What is packaging?

1. food storage;
2. activities involved in developing and providing a container for a product;
3. activities of food preservation.

2. What is the primary function of packages?

1. to affect the purchasing decision;
2. to store the product;
3.  to protect the product.

3. What are the main considerations for selecting a packaging material?

1. strength, clarity, hygiene, economy;
2. the conditions of transportation;
3. the shape of a product.

4. What are the most important elements of packaging?

1. size;
2. color, shape, graphics, materials and labeling;
3. thickness.

5. What materials are used for packaging of fruit juices and other drinks?

1. bags;
2. plastic boxes;
3. boxes.

 

 

 

 

 

 

 

 

The Quality of Tea

There are three types of tea, depending on the processing method and on the length of the fermentation time: green tea, black tea and oolong tea. Black tea is obtained by complete fermentation while green tea does not undergo any fermentation: oolong tea is submitted to only a slight fermentation. Recently, white tea has been introduced where the phases of drying and fermentation are replaced by direct exposition and drying in vapour current of young, newly collected leaves.

The fermentation determines some physical chemical modifications that change the organoleptic characteristics of the infusion: the caffeine content reaches, as an average 4% for completely fermented teas while for green tea such content is about 3%. The different phases of the total process: pre-drying, crumpling, fermentation, drying and packaging, are done, in some regions, with traditional manual methods while in other regions the treatments are mechanized. The best quality teas having a stronger aroma and an amber color are usually obtained from tea that has been dried for long periods at low temperatures.

Each producing Country classifies green tea taking into account, essentially, the characteristics of newly collected leaves, and according to their terminology depending on the type of tea.

It is worth noticing the absence on the market, of a quality indicator for the products that go through the channels of distribution, with the exception of some particular trademarks.

1. What does the classification of the tea depend on?

1. on the kind of tea;
2.  on the processing method and the length of the fermentation time;
3. on the quality of tea.

2. What is the difference between black tea and green tea?

1. black tea is obtained by complete fermentation and green tea by a slight fermentation;
2. black tea doesn’t undergo any fermentation and green tea undergoes some fermentation;
3. black tea is obtained by complete fermentation and green tea doesn’t undergo any fermentation.

3. Are the phases of the total process of obtaining tea done with manual methods or are they mechanized?

1. they are done with manual methods;
2. they are mechanized;
3. it depends on the producing region.

4. What are the best quality teas?

1. which are obtained from tea that has been dried for long periods at low temperatures;
2.  which are obtained from tea that has been dried for long periods at high temperatures;
3. Which are obtained by complete fermentation.

5. What does each producing country take into account classifying green tea?

1. the level of fermentation;
2.  the characteristics of newly collected leaves and the type of tea;
3. The organoleptic characteristics of the infusion.

 

 

 

 

 

 

 

Foods Storage

Foods in storage must be preserved as nearly as possible in their original condition. Protection from theft, wind, water, heat, cold, animals, and from natural deterioration is essential. The physical condition of the goods must be determined by inspection on arrival, as well as from time to time during storage. Satisfactory warehousing of perishable foodstuffs commonly calls for the installation of special equipment to provide refrigeration in warm weather and heat in cold weather.

 It should be remembered that the canned food is stored at low temperatures. Low temperatures hinder development of any spores in canned food. And low temperatures are also unfavourable to the reactions which take place between the food and the tin of iron. It has been shown that the natural color of fruits is preserved much better by storing fruits in a warehouse at 0C, than at higher temperatures, no discoloration being observed after two years of storage.

It is recommended, therefore, that canned food which is not to be used within a very short time should be stored at a temperature as near 0C as possible.

Died foods occupy less storage space and may be stored without consideration of temperature. Wines and some other drinks should be kept away from excessive heat, hat water pipes hot units. Heat does far more damage to wine than the cold. Higher temperatures bring wines to maturity more quickly, but this is not preferable. Table wines should be stored on their sides so that the wine remains in contact with the cork.

1. What must be determined by inspection on arrival and delivery?

1. the terms of delivering; the weather condition; special equipment.
2. the price of the goods;
3. the physical condition of the goods.

2. What is the best temperature for storage of canned food?

1. 0 C;
2. -10 C;
3. +20 C.

3. How may dried foods be stored?

1. at low temperatures;
2.  at constant high temperature;
3. without consideration of temperature.

4. Why are wines usually kept away from excessive heat?

1. heat does not bring wines to maturity;
2. heat does far more damage to wine than the cold;
3. heat helps wine develop gradually.

5. How are table wines stored?

1. on their sides so that the wine remains in contact with the cork;
2. upright in their containers;
3. in warm cellar.

 

 

 

 

 

 

 

 

Vegetables

Vegetables are valuable sources of vitamins. They play a very important role in the human diet, supplying of the things in which food materials are deficient. They are important not only for influence they have on the whole process of digestion. Vegetables are rich not only in vitamins, but in carbohydrates and minerals needed by the body.

The composition of the vegetables varies greatly. For example, such as dried seeds of beans and peas are rich in proteins. But potatoes and carrots are important sources of carbohydrates.

At least 10 mineral elements are needed for the proper growth and development of the body. The green vegetables are sources of the important mineral elements. Potatoes and onions contain appreciable quantities of phosphorus. The cabbage is rich in vitamin C, the carrot in vitamin A. The onion and garlic can not only enhance the flavor of a dish but they are also known for their antibiotic properties. Some vegetables, particularly the leafy ones, as the celery, cabbage, spinage and lettuce are characterized by high water content and a high percentage of the cellulose or fiber.

Green vegetables and some root vegetables are especially eaten raw, as they suffer no cooking losses. They are of nutritional importance because of their contribution to the daily intake of vitamin C, B- carotene, folic acid, iron and other minerals.

Complete the following sentences using the information from the text:

1.       Vegetables are rich not only in…

1. vitamins, but in carbohydrates and materials needed by the body;
2. water;
3. oxygen.

2.       Dried seeds of beans and peas are rich in…

1. mineral elements;
2. carbohydrates;
3. proteins.

3.       Potatoes and onions contain appreciable quantities of…

1. minerals;
2. phosphorus;
3. vitamin D.

4.       The onion and garlic have…

1. antibiotic properties;
2. vitamin E;
3. vitamin A.

5.       Leafy vegetables are characterized by…

1. vitamin D;
2. minerals content;
3. high percentage of the cellulose or fiber.

 

 

 

 

 

 

 

 

 

Sale of Goods

 

Although consumer transactions are generally based on the law of contract, the sale of goods is often regulated through the use of specific laws. In England, the main law in this area is the Sale of Goods Act 1979 (as amended). It is important to use the term “as amended” when referring to laws that have been extended by later laws. This act has been amended by the Sale and Supply of Goods to Consumers Regulations 2002, based on a European directive.

Most laws regulating the sale of goods restrict trader’s ability to limit their liability to the consumer. Two of the most common means of limiting liability are through the use of exclusions and disclaimers in contracts of sale.

A sale can be defined as the transfer of title in a good, sometimes referred to as a chattel, from the trader to the buyer. Chattels include all types of movable personal property, such as clothing, animals, cars or furniture. They do not include real property, such as land and buildings.

Wherever goods are bought, they must conform to contract. This means there are three main conditions that must be met. First, the goods must be described by the trader. Second, the goods must be of satisfactory quality; they must meet the standard that a reasonable person would describe as satisfactory with regard to the price and any description. Finally, the goods must be fit for purpose if the buyer has informed the seller of their intended use.

If goods do not conform to contract at the time of sale, a buyer can request a refund (within the reasonable time). If the buyer is a consumer- in other words, not buying as part of a business transaction- he or she can request a repair or a replacement instead of a refund.

1. When was the Sale of Goods act passed in England?

1.           in 2003;
2.           in 1979;
3.            in 1964.

2. Why do most laws regulating the sale of goods restrict traders ability?

1.           to inform the consumer about the quality of a product;
2.           to unlimit their liability to the consumer;
3.            to limit their liability to the consumer.

3. What are the most common means of limiting liability?

1.           exclusions and disclaimers;
2.           taxes;
3.            tariffs and quotas.

4. The chattels don’t include:

1.           furniture;
2.           real property;
3.            cars.

5. What can a buyer request if goods do not conform to contract at the time of sale?

1.           remuneration;
2.           fee;
3.            refund.

 

 

 

 

A matter of promotion is to inform potential customers, dealers and retailers about the product’s existence, features, advantages, and so on. Since budgets are limited, marketers usually have to decide which tools- advertising, public relations, sales promotion or personal selling- to use in what proportion. Direct advertising can take several forms and may include: commercial TV and radio, magazines and newspapers, transport, posters, leaflets, and hands-out.

Public relations (PR) is concerned with maintaining, improving or protecting the image of a company or a product. Among the most popular techniques for PR are: open days, visitor centers, charitable donations, sponsorship of sports competitions, etc.

Sales promotion such as free samples, coupons, price reductions, competitions are temporary tactics designed to stimulate either earlier or stronger sales of a product. Personal selling is the most expensive promotional tool and involves a person- to-person direct communication. It has the following methods: shops employing salespeople (as opposed to check-outs), trade counters, showrooms, travelling representatives.

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Logistics

Logistics means activities involved with the orderly and timely acquisition and transportation of materials required for production, and with the storage, handling and dispatch of finished goods to customers. We also may define logistics as the science of delivering material, equipment and personnel to a place of final. Logistics functions include the assembling of variety of products, storing them into appropriate categories and sizes, and arranging them on retail shelves. We know that logistics costs have a strong bearing on the final selling price of a product.

Logistics costs are costs involved in the acquisition and transportation of material required for production, and for the storage, handling, and shipment of finished goods to customers.

As to product decisions, again the Logistician on the team can be of more help then one might at first expect. Such issues as type and bulk of consumer packaging may impinge on the pure freight costs of distribution and thus warrant input from the Logistics department.

1. What is Logistics?

1. international trade organization;
2.  the science of delivering material, equipment and personnel to a place of final;
3. wholesale trade.

2. What functions does Logistics perform?

1. accounting functions;
2. the functions of installation;
3. the assembling of variety of products, sorting them into appropriate categories and sizes, and arranging them on retail shelves.

3. What do logistics costs have a strong bearing on?

1. on the final selling price of a product;
2. on the image of a product;
3. on the transportation of materials.

4. What are logistics costs?

1.  financial statements of a company;
2. costs involved in the acquisition and transportation of material;
3.  costs involved in labeling.

5. What issues can the Logistics department impinge dealing with a product?

1. goods being cheap;
2. a wide choice of foreign and local products
3.  such issues as type and bulk of consumer packaging.

 

 

 

 

 

 

 

 

 

 

 

 

 

Warehousing

Warehousing is the set of activities that are involved in receiving and storing goods preparing them for reshipment. Goods are stored in order to create time utility; that is they are held until they are needed for use and sale. But along with storage, warehousing includes a number of other activities.

Receiving goods. The warehouse accepts goods delivered goods and assumes responsibility for them.

 Identifying goods. Records are made of the quantity of each item received. Items may be marked, coded, tagged for identification.

Sorting goods. Delivered goods may have to be sorted before being stored.

Dispatching goods to storage. Items must be moved to their own specific storage areas, where they can be found later.

Holding goods. The goods are kept in storage under proper protection until needed.

Recalling, selecting or pickling goods. Items that are to leave the warehouse must be efficiently selected from storage.

A firm may either use its own warehouses or rent space in public warehouse. A private warehouse owned and operated by a particular firm, can be designed to serve the firms specific needs. However, the firm must take on the task of financing the facility, determining the best location for it, and ensuring that it is fully utilized. Generally only firms that deal in large quantities of goods can justify private warehouse.

1. What is warehousing?

1. delivering of goods;
2. the set of activities that are involved in receiving and storing goods and preparing them for reshipment;
3. providing a container for a product.

2. What other activities does warehousing include?

1. receiving goods, identifying goods, sorting goods, holding goods;
2. labeling goods;
3. selling goods.

3. What does the activity of Receiving goods mean?

1. the warehouse produces goods and provides services;
2. the warehouse pays for goods;
3. the warehouse accepts delivered goods and assumes responsibility for them.

4. What do we call a private warehouse?

1. a warehouse that offers its services to a particular firm;
2. owned and operated by a particular firm;
3. a firm that sells goods.

5. What tasks does the firm take on?

1. the task of financing the facility, determining the best location for it, and ensuring that it is fully utilized;
2. the task of labeling goods;
3. the task of negotiation with clients.

 

 

 

 

 

Franchising  

A very interesting form of business is franchising, because it combines some advantages of both corporations and small businesses. In franchising, a large company( corporation) allows one or several entrepreneurs( franchisees) to use the corporate brand name. But in return, a franchisee has to pay the company a part of his or her profits and also must observe the company’s format.

 Franchisees get training from the company that helps them manage their business and advertising. This continuous support is one of great advantages of franchising. Not less important is using the brand of a company that is known and advertised nationally, or even worldwide. It is easier for a franchisee to raise money from banks than it is for a sole proprietor, because a franchisee has a large company’s support. But there are disadvantages as well:

•     a franchisee has less independence than other sole proprietors;
•     he or she has to pay a part of his or her profits to the company( royalty payments);
•     a franchisee cannot sell his or her business if he or she does not have a franchisee’s agreement for doing so;
•     renewal of the franchise is not automatic, so a franchisee can lose his or her franchise.

 

1. Why is franchising a very interesting form of business?

1. because it helps you to promote a product;
2. because it combines some advantages of corporations and small business;
3. it doesn’t allow entrepreneurs to use the corporate brand name.

2. What does a large company (corporation) allow one or several entrepreneurs (franchisees) to use?

1.  to use the corporate brand name;
2.  to negotiate with the clients;
3. to buy goods for resale.

3. What does a franchisee have to pay the company?

1. taxes;
2. a part of his or her profits;
3. all his or her profits.

4. What helps franchisees to manage their business and advertising?

1. distribution of goods helps franchisees to manage their business and advertising;
2. competition helps franchisees to manage their business and advertising;
3. training that franchisees get from the company.

5. In what case a franchisee cannot sell his or her business?

1. if he or she doesn’t have a franchiser’s agreement for doing so;
2. if he or she doesn’t have enough money for doing so;
3. if he or she hasn’t  got training from the company.

 

 

 

 

 

 

 

 

 

 

Export/Import 

Importers and exporters will agree that trading internationally is riskier and more complex than buying selling in the domestic market. First, there are trade barriers in the form of tariffs and quotas. The World Trade Organization (WTO) is trying to eliminate these, but many of its efforts have been blocked by disputes between countries over farm subsidies and other matters.

The European Union aims to be a single market, yet each of its 27 members has its own rate of value added tax (VAT), in some cases two. Other non-tariff barriers include health and safety regulations, requirements for import and export licenses, and the red tape produced by customs authorities.

The risks of not receiving the products ordered or of not being paid are higher when trading across borders, although procedures and means of payment have been developed to minimize the risks. Language barriers can also lead to misunderstanding over terms of sale and delivery. However, the International Chamber of Commerce (ICC) has developed Inco terms, which are standard trade terms that are used in international sales agreements. When included as part of the price, these clearly show the responsibilities of both importer and exporter.

1. Importers and exporters will agree that:

1. trading internationally is easier than buying and selling in the domestic market;
2. trading internationally is just the same as buying and selling in the domestic market;
3. trading internationally is riskier and more complex than buying and selling in the domestic market.

2. There trade barriers in the form of:

1. high pricing;
2. taxes;
3. tariffs and quotes.

3. What can also lead to misunderstanding over terms of sale and delivery?

1. language barriers;
2. high taxes;
3. certain quality problems.

4. What are Inco terms?

1. trade barriers;
2. Standard trade terms;
3. remuneration.

5. Inco terms have been developed by:

1. The World Bank;
2. the European Union;
3. the International Chamber of Commerce.

 

 

 

 

 

 

Key Answers:

Vitamins a) c) c) b) a) Food Preservation c) a) b) a) c) Labeling of Product c) b) a) b) c) Packaging b) c) a) b) c) The Quality of tea b) c) c) a) b) Foods Storage c) a) c) b) a) Vegetables a) c) b) a) c) Sale of goods b) c) a) b) c)

Logistics b) c) a) b) c) Warehousing b) a) c) b) a) Franchising b) a) b) c) a) Export/Import c) c) a) b) c)  Marketing process a) b) c) a) c)

 

 

The Marketing Process

Promotion consists of activities designed to bring a company’s goods or services to the favourable attention of customers. It is certainly the most visible element of marketing.

Place refers to the target market for the product. The modern business, besides a good knowledge of what the customer requires, must also have a good idea of the customer type that the product will be aimed at. The total market with a certain type of customer is known as a segment. The potential market is segmented according to such factors as age, sex, family income, type of residence, education, as well as way of life and personality traits.

Many products are aimed at a certain age group, e.g. toys are obviously aimed at children. Possible examples of sex segmented products are clothes, shavers, hygiene products, jewelry, and magazines. Such products as cars, food, household items are often segmented by the stage of the family life cycle, which identifies potential consumers by age, marital status, number and age of children as well as differences in their attitudes and habits. The four main stages of the family life cycle are: bachelor stage (young single individuals), full nest (young married couples with children), empty nest (older married couples with no children) and solitary survivors (older single or widowed people).

 

1. Promotion consists of:

1. activities designed to bring a company’s goods or services to the favourable attention of customers;
2. financial statements of a company;
3. activities designed to produce a product.

2. Place refers to:

1. to a warehouse that offers its services to firms;
2. to the target market for the product;
3. to the presentation of information on a product.

3. A segment is known as:

1. labeling of a product;
2. the method of canning;
3. the total market with a certain type of customer.

4. The potential market is segmented according to:

1. age, sex, family income, education, as well as way of life and personality traits;
2.  physical condition of a good;
3. Terms of delivering of a product.

5. How many stages of the family life cycle are there?

1. there are six stages;
2. there are two stages;
3. there are four stages.

 

 

 

 

 

 

 

 

 

 

Kinds of Salespersons

Because most businesses employ different salespersons to perform different functions, marketing managers must select the kinds of sales personnel that will be most effective in selling the firm’s products. Salespersons may be identified as order getters, order takers, and support personnel. A single individual can perform all three functions and frequently does so.

Order getters are responsible for what is sometimes called creative selling: selling the firm’s products to new customers and increasing sales to present customers. Order getters must perceive buyer’s needs