Project Management
COURSE CODE BCO226 COURSE NAME Sales & Purchasing Management: Mid-Term Task brief & rubrics
Description:
Individual task. Answer the question in each section and choose examples from a company/companies which will inspire answers in a B2B context; 2
questions in all, each equally weighted
Formalities:
• For the document: Word count 1500-2000 words
• Cover, Table of Contents, References and Appendix are excluded of the total wordcount.
• Font: Arial 11 pts.
• Text alignment: Justified.
• The in-text References and the Bibliography has to be in Harvard’s citation style.
Submission: Via Moodle (Turnitin). Submissions will be by Sunday 7th March until 23:59hrs (CEST).
Weight: This task is a 25% of your total grade for this subject. Each Question is equally weighted.
Task
Ensure your answers have a B2B focus
You must also support each of your answers with examples from a company/companies of your choice.
Ensure you indicate which section you are addressing.
Sections
Section 1 Introduction to Sales
1. The Sales Management Process is in continual evolution. Explain important changes in this process and why they have been necessary.
Section 2 Personal Selling & The Sales Management Process
2. Explain the role of B2B personal selling in the marketing mix and its contribution to a successful organization.
Outcomes
Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities
Describe & analyze the importance of personal selling as part of IMC
Describe & analyze the different stages of the personal selling process and its participants
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 well- reasoned 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.