COURSE CODE BCO226 COURSE NAME Sales & Purchasing Management Task brief 1 & rubrics
Case Study
The sales plan
The sales plan is on of the more important plans within a sales organization and for the entire company. It represents the following elements:
- The strategy of the company
- The strategy and objectives of the sales department
- A photography of the external market
Questions:
- Give an overview of the sales plan of a company and its main elements.
- Explain how the company manages its sales activities and their alignment with the rest of departments of the company
- Describe the main tasks of a Sales Manager (including the importance of the type of business organization for sales activities)
- Include the explanation of some important metrics within a sales plan.
- Give an overview of how the sales Organizational would look like and why.
- Include references and in-text citations through the Harvard referencing Style
- Minimum words: 1.000
Learning outcomes:
- understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities
- assess different sales organization structures and to design them. according to company strategy and competitive environment
This work:
Is individual
is due within 2 weeks of launching and must be uploaded to Moodle
is worth 50% of the cases assignments (the total of which is 40% of the course grade)
Grading Rubrics
Exceptional 90-100 |
Good 80-89 |
Fair 70-79 |
Marginal 60-69 |
Fail <60 |
|
Criterion 1 (45%) |
The student demonstrates proficient understanding of the sales 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 sales 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 sales 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 sales 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 sales management function as part of the overall company strategy. |
Criterion 2 (45%) |
The student demonstrates proficient understanding of the importance of personal selling in integrated communications and is able to relate this to the company. | The student demonstrates sound understanding of the importance of personal selling in the integrated communications and is able to relate this to the company. | The student demonstrates understanding of the importance of personal selling in the integrated communications and is able to partially relate this to the company. | The student attempts to demonstrate understanding of the importance of personal selling in the integrated communications but is unable to relate this to the company. | The student attempts to demonstrate understanding of the importance of personal selling in the integrated communications but with notable errors and is unable to/does not relate this to the company |
Communication (10%) |
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. |