sales and purchase management 1250-1500 words

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The purchasing situation

An understanding of the buying situation is vital for both the purchasing (procuring) company and the supplier (selling company).

· Companies are simultaneously purchasing and selling

· Sales and purchasing activities are the links connecting businesses along the value chain

· The value received by the end user depends on the quality of all players (companies). It is, therefore, highly important to develop these relationships correctly and with the right players

Task

Based on the company case given below:

· Answer all questions in one document.

· Reference using Harvard style (embedded citations with references at the end)

The word count is 1250-15000 words, excluding references, tables and graphics.

· It assesses the following learning outcomes:

To describe the impact of the purchasing situation on Integrated Marketing Communication (IMC)

To understand the purchasing (procurement) decisions and organization of a company.

Case

DS Smith is a leading provider of corrugated packaging solutions worldwide. They operate across 37 countries and employ over 31,000 people.

In order to support corrugated packaging operations, they have a recycling business that collects used paper and corrugated cardboard, from which our paper manufacturing facilities make the recycled paper used in corrugated packaging.

DS Smith’s customers want broader reaching solutions to packaging needs; innovation and processes that will help them reduce waste, cost and complexity from their supply chains. By using expertise from design to production and supply to recycling, they can offer high quality, environmentally friendly, innovative solutions and great service that looks at the whole of our customers’ packaging needs, not just one part.

https://www.dssmith.com/company/ds-smith-at-a-glance

Questions (each carries an equal weight)

1. Using the company above, explain why effective purchasing is important for their business?

2. What is the concept of “adding value” to a business in terms of purchasing for the above company?

3. What are “make-decisions” and “buy decisions” and how would decisions about these points be made for this company?

4. What are the major benefits of sustainable purchasing/sourcing for the company?

5. Explain how modern technologies are helping purchasing processes and purchasing decisions in the above example?

Grading Rubrics

	Exceptional 90-100	Good 80-89	Fair 70-79	Marginal 60-69	Fail <60
Criterion 1	The student demonstrates proficient understanding of the purchasing management function as part of the overall company strategy and is able to use company evidence to do so.	The student demonstrates sound understanding of the purchasing management function as part of the overall company strategy and is able to use company evidence to do so.	The student shows understanding of the purchasing management function as part of the overall company strategy but fails to identify key implications in the company evidence.	The student attempts to understand the purchasing management function as part of the overall company strategy but fails to identify implications in the company and shows certain misunderstandings.	The student fails to attempt/understand the purchasing management function as part of the overall company strategy.
Criterion 2	The student demonstrates proficient understanding of the importance of selling-purchasing relationships in integrated communications and is able to relate this to the company.	The student demonstrates sound understanding of the importance of selling-purchasing relationships personal in integrated communications and is able to relate this to the company.	The student demonstrates understanding of the importance of selling-purchasing relationships in integrated communications and is able to partially relate this to the company.	The student attempts to demonstrate understanding of the importance of selling-purchasing relationships in integrated communications but is unable to relate this to the company.	The student attempts to demonstrate understanding of the importance of selling-purchasing relationships in integrated communications but with notable errors and is unable to/does not relate this to the company
Criterion 3	The student demonstrates proficient understanding of the importance of selling-purchasing relationships in integrated communications and is able to give a professional evaluation and apply to business.	The student demonstrates sound understanding of the importance of selling-purchasing relationships in integrated communications and is able to give a good evaluation and apply to business.	The student demonstrates understanding of the importance of selling-purchasing relationships in integrated communications and is able to give an evaluation and apply to business.	The student attempts to demonstrate understanding of the importance of selling-purchasing relationships in integrated communications and give an evaluation and apply to business but fails to identify all key aspects	The student fails to/doesn’t demonstrate understanding of the importance of selling-purchasing relationships in integrated communications and is unable to give an evaluation and apply to business.
Communication	The student communicates their ideas extremely clearly and concisely.	The student communicates their ideas clearly and concisely.	The student communicates their ideas with some clarity and concision.	The student communicates their ideas with poor clarity and concision.	The student fails to communicate their ideas clearly and concisely.

Questions	Knowledge	Application	Evaluation	Communication
1	45%	45%		10%
2	45%	45%		10%
3	45%	45%		10%
4	10%	40%	40%	10%
5	10%	40%	40%	10%