sales and purchasing management
BBA226 SALES AND PURCHASING MANAGEMENT . ASSESSMENT 2. CASE STUDY Task brief & rubrics
Task: CASE
Suppose you start working as Sales Manager in a Company which is completely new for you.
Sales (and profits) have been decreasing the last two years and a rush action is needed.
The Company is selling industrial products in 15 different countries with around 100 customers.
Salesforce are 10 people. Each of the sellers is responsible of 10 customers. Some of the customers have factories buying our products in different countries.
Which tool should you use first in order to get a first approach of the situation?
Once analyzed the previous results, which should be your first actions?
How should you organize the sales force?
Where should you focus your efforts and resources?
Documents expected (all to be submitted via Moodle):
· Wordcount: 2.000-2.500words
· Cover, Table of Contents, References and Appendix are excluded from the total wordcount.
· Font: Arial 11 pts.
· Text alignment: Justified.
· Harvard style in-text citations and bibliography
Submission: Via Moodle by Sunday 3rd April, before 23:59hrs.
Weight: This task is worth 40 % of your overall grade for this subject.
It assesses the following learning outcomes:
1. Outcome 1: Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities.
2. Outcome 2: Describe the importance of personal selling as part of IMC;
3. Outcome 3: Assess different sales organization structures and to design them. according to company strategy and competitive environment;
4. Outcome 4: Evaluate the sales operations management functions and its role in salesforce effectiveness and productivity;
Rubrics
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Exceptional 90-100 |
Good 80-89 |
Fair 70-79 |
Marginal fail 60-69 |
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Knowledge & Understanding (30%) |
Student demonstrates excellent understanding of key concepts and uses vocabulary in an entirely appropriate manner
|
Student demonstrates good understanding of the task and mentions some relevant concepts and demonstrates use of the relevant vocabulary |
Student understands the task and provides minimum theory and/orsome use of vocabulary |
Student understands the task andattempts to answer the question butdoes not mention key concepts or uses minimum amount of relevant vocabulary. |
|
Application (30%) |
Student applies fully relevant knowledge to the situation provided |
Student applies mostly relevant knowledge to the situation provided |
Student applies some relevant knowledge to the situation provided. Some minor misunderstandings may be evident. |
Student applies little relevant knowledge to the situation provided. Misunderstandings are evident. |
|
Evaluation (20%) |
Student evaluates the findings in excellent ways, drawing outstanding conclusions and proposing new paths of work. |
Student evaluates the findings in a significant manned, drawing some conclusions and proposals. |
Student creates a fair report but misses some elements learned in class |
Student creates an incomplete report plan with some important missing elements and/or some irrelevant details |
|
Oral/Written Communication (10%) |
Student communicates their ideas extremely clearly and concisely, respecting the page limit and other formalities. |
Student communicates their ideas clearly and concisely, respecting the page limit and other formalities. |
Student communicates their ideas with some clarity and concision. It may be slightly over or under the page limit. Some formalities are missing. |
Student communicates their ideas in a somewhat unclear and unconcise way. It is over or under the page limit and formalities are not respected. |