Economics homework help. COURSE CODE BCO226 COURSE NAME Sales & Purchasing Management: FINAL Task brief & rubrics
Description:
Individual task. Choose a question from each section to answer and choose a company which will inspire answers in a B2B context; 3 questions in all,
each equally weighted
Formalities:
• For the document: Word count 800 – 1.000 words per question. The 3 questions: 2.400-3.000 words
• Cover, Table of Contents, References and Appendix are excluded of the total wordcount.
• Font: Arial 12,5 pts.
• Text alignment: Justified.
• The in-text References and the Bibliography has to be in Harvard’s citation style.
Assignment Launch: Week 10.
Submission: Via Moodle (Turnitin). Submissions will be accepted in Week 14: May 13
th by 23:59hrs (Barcelona time).
Weight: This task is a 35% of your total grade for this subject. Each Question is equally weighted.
Task
Choose a question from each section to answer; 3 questions in all, each equally weighted. Ensure your answers have a B2B focus
You must also support each of your answers with a company of your choice. You may choose different companies for each question.
Ensure you indicate which section and question you are addressing (For example S1, Q3; S2, Q5; S3, Q1)
Sections and options
Section 1 The Strategic Role of Sales Management
1. Explain the need for research in the selling-purchasing framework
2. Explain how the correct sales organization can enable the selling-purchasing process
3. Explain why sales analysis is an important component of a successful sales strategy
4. Explain the importance of accurate sales forecasting to an organization
5. How is Sales Forecasting connected to the rest of the business and what are the implications for the sale teams.
6. Explain how the process of selling (specific Sales Cycle steps) is related to the type of industry and product being sold.
Section 2 Sales Organization and Sales Deployment
7. There are different options for sales force organization. Explain the options, highlighting benefits and drawbacks
8. When would an organization need to consider developing key account managers? Explain how they could do this.
9. Sales force organization affects decisions concerning centralization versus decentralization, management span, departmentalization. Explain how
this is, or should be, driven by organizational and marketing strategy
10. Not all selling situations would call for the same sales force organization within the sales department. Explain this
11. Discuss the advantages and disadvantages of Inside Sales versus Outside Sales and the influence of the type of product being sold.
12. Discuss the benefits and disadvantages of using a 3rd party to sell your product versus a company’s own sales force
Section 3 Salespeople Management: directing sales force operations
13. Explain the importance of recruitment and selection in the sales department
14. Explain why sales training is an important aspect of strategic sales management
15. How does sales leadership impact effective sales organization?
16. Explain how sales force compensation needs to be aligned to sales/marketing/organizational objectives
17. “Sales is all about effort.” Discuss this statement and the factors which might influence the implication of this for the direction and management of
the sales teams.
18. Describe and discuss the relevant metrics that a senior manager would be interested in in terms of sales force efficiency with respect to Total Quality
Management in sales.
Rubrics
Exceptional
90-100
Good
80-89
Fair
70-79
Marginal fail
60-69
Knowledge
(20%)
Student demonstrates
excellent understanding of key
concepts around the sales and
the company.
Student demonstrates very
good understanding of the key
concepts around sales and the
company.
Student understands the task
with some good understanding
around sales and the
company.
Student understands the task
and attempts to answer the
question but does not
mention, some of the key
concepts around sales and the
company.
Application
(30%)
Student can apply theoretical
models and frameworks and
provides excellent
supporting sales example(s)
around the company
Student can apply theoretical
models and frameworks in an
appropriate manner and
provides very good relevant
supporting sales example(s)
around the company
Student can apply theoretical
models and frameworks and
provides good relevant sales
example(s) around the
company
Student applies adequate
theoretical models and
frameworks but there are
some flaws in the sales
example(s) around the
company
Research
(30%)
Student compiles relevant
information to produce a
coherent response with wellreasoned conclusions around
the sales of the company.
Student compiles mostly
relevant information to
produce a largely coherent
response with good reasoned
conclusions around the sales of
the company.
Student attempts to compile
mostly relevant information to
produce a response that is
linked to fairly coherent
conclusions around the sales of
the company.
Student compiles some
information that is not wholly
relevant. Conclusions may not
be linked to response and have
some weaknesses around the
sales of the company.
Communication
(20%)
Student communicates their
ideas extremely clearly and
concisely, respecting word
count, grammar and
spellcheck.
Student communicates their
ideas clearly and concisely,
respecting word count,
grammar and spellcheck.
Student communicates their
ideas with some clarity and
concision. It may be slightly over
or under the wordcount limit.
Some misspelling errors may be
evident.
Student communicates their
ideas in a somewhat unclear and
unconcise way. Does not reach
or does exceed wordcount
excessively and misspelling
errors are evident.
