sales and purchasing management

BBA226 SALES AND PURCHASING MANAGEMENT . ASSESSMENT 3. FINAL ASSIGNMENT Task brief & rubrics

Task 1: QUESTIONS

1) Describe the different compensation financial plans for the salesforce indicating in which cases could be indicated each of them and why (25 points)

2) Explain the 4 different ways of sales organization and give your personal point of view (pros/cons) of each of them) (25 points)

Task 2: CASE

 

Do you remember you started working as Sales Manager in a Company 1 month ago? (2ND Assessment)

You´ve been working hard and now you have a clear picture of the situation. It´s time for organizing your first Sales Meeting.

Considering you are going to schedule two days for this important event (for you, the Company and the Sales Team) make a priority list of all the subjects to be discussed during the meeting explaining the different messages you want to share as well your objectives.

 

 

 

Documents expected (all to be submitted via Moodle):

· Wordcount: 2.000-2.500words (Exercises + Case)

· 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 8th May, before 23:59hrs.

Weight: This task is worth 35 % of your overall grade for this subject.

It assesses the following learning outcomes:

Outcome 1: Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities. Outcome 2: Describe the importance of personal selling as part of IMC Outcome 3: Assess different sales organization structures and to design them. according to company strategy and competitive environment Outcome 4: Evaluate the sales operations management functions and its role in salesforce effectiveness and productivity. Outcome 5: Apply procurement strategies to effective account management.

Rubrics

 

 

 

 

 

 

 

 

  Exceptional

90-100

Good

80-89

Fair

70-79

Marginal fail

60-69

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/orsome use of vocabulary Student understands the task andattempts to answer the question butdoes 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.
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