Sales and purchasing 6 questions

BCO226 SALES & PURCHASING MANAGEMENT Final Assignment & rubrics

Task

Details of the case:

• This is an individual task

• Answer all 6 questions.

• Use a document format.

• The document should be uploaded in pdf format

Formalities:

• Wordcount guide: 2000 words

• Cover, Table of Contents, References and Appendix are excluded of the total wordcount.

• Font: Arial 12,5 pts.

• Text alignment: Justified.

• The in-text References and the Bibliography have to be in Harvard’s citation style.

These questions must be answered:

1. Using a company of your choice describe the sales strategy process?

2. Using the above company describe how sale impacts on a clients’ results?

3. Using the sales organization example, (i) describe how productivity can be improved in the sales organisation? (ii) How models of motivation work in the
sales organization.

4. Develop recommendations on how you would recruit a new sales director for the above organization?

5. Using the above organization describe how Total Quality Management can be incorporated into the sales organization?

6. Based on the company’s strategy how would procurement work in this company?

Submission: Week 12 – Via Moodle (Turnitin) 2nd May 23:59

Weight: This task is a 35% of your total grade for this subject.

It assesses the following learning outcomes:

• assess different sales organization structures and design;

• The company strategy and competitive environment;

• Evaluates the sales operations management functions and its role in salesforce effectiveness and productivity;

• Apply procurement strategies to effective account management.

Rubrics

Exceptional 90-100 Good 80-89 Fair 70-79 Marginal fail 60-69

Knowledge &
Understanding

(20%)

Student demonstrates
excellent understanding of
the sales management
function and mentions
concepts around sales
relationships and
selling/purchasing
processes using the correct
technical vocabulary

Student demonstrates
good understanding of the
sales management function
and mentions concepts
around sales relationships
and selling/purchasing
processes. Demonstrates
use of the relevant
vocabulary.

Student understands the
sales management function
and mentions concepts
around sales/purchasing
relationships and provides
minimum theory and/or
some use of vocabulary.

Student understands the task
and attempts to answer the
question but does not
mention sales/purchasing
management functions and
concepts around sales
relationships and selling
processes and uses minimum
amount of relevant
vocabulary.

Application (30%) Student applies fully
relevant knowledge of the
sales management function
and concepts around sales
relationships and
selling/purchasing
processes from the topics
delivered in class.

Student applies mostly
relevant knowledge from
the sales management
function and mentions
concepts around
sales/purchasing
relationships and selling
processes

Student applies some
relevant knowledge of the
sales management function
and mentions concepts
around sales/purchasing
relationships and selling
processes delivered in
class. Misunderstanding
may be evident on these
topics.

Student applies little relevant
knowledge from the sales
management function and
mentions concepts around
sales/purchasing
relationships and selling
processes delivered in class.
Many misunderstandings are
evident.

Critical Thinking
(30%)

Student critically assesses
in excellent ways the sales
management function and
concepts around sales
relationships and
selling/purchasing
processes, drawing
outstanding conclusions
from relevant authors.

Student critically assesses
in a good way the sales
management function and
concepts around sales
relationships and
selling/purchasing
processes, drawing
conclusions from relevant
authors and references.

Student provides some
insights on the sales
management function and
concepts around sales
relationships and
selling/purchasing
processes, but stays on the
surface of the topic.
References may not be
relevant.

Student makes little or no
critical thinking insights on
the sales management
function and concepts
around sales relationships
and selling/purchasing
processes. The document
does not cite appropriate
authors, and does not
provide valid sources.

Communication
(20%)

Student communicates
their ideas on the sales
management function and
concepts around sales
relationships and

Student communicates
their ideas clearly on the
sales management function
and concepts around sales
relationships and

Student communicates
their ideas on the sales
management function and
concepts around sales
relationships and

Student communicates their
ideas in a somewhat unclear
and unconcise way. Does not
reach or does exceed
wordcount excessively and

selling/purchasing

processes extremely clearly
and concisely, respecting
word count, grammar and
spellcheck. Use of
appropriate schematics.
Harvard referenced.
Structured coherently.
English correct.

selling/purchasing
processes and concisely,
respecting word count,
grammar and spellcheck.
Mostly follows Harvard
referencing. Structured
mostly coherently. Some
errors in English

selling/purchasing
processes with some
clarity and concision. The
document may be slightly
over or under the
wordcount limit. Several
misspelling errors may be
evident. Some errors in
referencing or missing
citations. Structured OK.
Several errors in English

misspelling errors are
evident. Many misspelling
errors evident. Several errors
in referencing or missing
citations. Structured poorly.
Many errors in English