BCO 226 Managing Sales and Procurement

BCO 226 Managing Sales and Procurement

Table of Contents

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Instructions

BCO 226 Managing Sales and Procurement

BCO 226, Managing, Sales, Procurement

Description:

Individual task. Choose a question from each section to answer and choose a company which will inspire que answers; 3 questions in all, each equally

weighted

Formalities:

• For the document: Word count 800 – 1.000 words per question. The 3 questions: 2.400-3.000 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 has to be in Harvard’s citation style.

Assignment Launch: Week 10.

Submission: Via Moodle (Turnitin). Submission will be accepted all Week 13: From the 4th to the 10th of May at 23:59hrs (Barcelona’s time).

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

Task

Choose a question from each section to answer; 3 questions in all, each equally weighted

You must also support each of your answers to a company of your choice. You may choose different companies for each question.

Ensure you indicate which section and question you are addressing (For example S1, Q3; S2, Q5; S3, Q1)

Sections and options

Section 1 The Strategic Role of Sales Management

1. Explain the need for research in the selling-purchasing framework
2. Explain how the correct sales organization can enable the selling-purchasing process
3. Explain why sales analysis is an important component of a successful sales strategy
4. Explain the importance of accurate sales forecasting to an organization
5. How is Sales Forecasting connected to the rest of the business and what are the implications for the sale teams.
6. Explain how the process of selling (specific Sales Cycle steps) is related to the type of industry and product being sold.

Section 2 Sales Organization and Sales Deployment

7. There are different options for sales force organization. Explain the options, highlighting benefits and drawbacks
8. When would an organization need to consider developing key account managers? Explain how they could do this.
9. Sales force organization affects decisions concerning centralization versus decentralization, management span, departmentalization. Explain how

this is, or should be, driven by organizational and marketing strategy

10. Not all selling situations would call for the same sales force organization within the sales department. Explain this
11. Discuss the advantages and disadvantages of Inside Sales versus Outside Sales and the influence of the type of product being sold. 12. Discuss the benefits and disadvantages of using a 3rd party to sell your product versus a company’s own sales force

Section 3 Salespeople Management: directing sales force operations

13. Explain the importance of recruitment and selection in the sales department
14. Explain why sales training is an important aspect of strategic sales management
15. How does sales leadership impact effective sales organization?
16. Explain how sales force compensation needs to be aligned to sales/marketing/organizational objectives
17. “Sales is all about effort.” Discuss this statement and the factors which might influence the implication of this for the direction and management of

the sales teams.

18. Describe and discuss the relevant metrics that a senior manager would be interested in in terms of sales force efficiency with respect to Total Quality.

Student demonstrates excellent understanding of key concepts around the sales and the company.

Student demonstrates very good understanding of the key concepts around sales and the company.

Student understands the task with some good understanding around sales and the company.

Student understands the task and attempts to answer the question but does not mention, some of the key

concepts around sales and the company.

Application (30%)

Student can apply theoretical models and frameworks and provides excellent supporting sales example(s) around the company

Student can apply theoretical models and frameworks in an appropriate manner and provides very good relevant supporting sales example(s) around the company

Student can apply theoretical models and frameworks and provides good relevant sales example(s) around the company

Student applies adequate theoretical models and frameworks but there are some flaws in the sales example(s) around the company

Research (30%)

Student compiles relevant information to produce a coherent response with well- reasoned conclusions around the sales of the company.

Student compiles mostly relevant information to produce a largely coherent response with good reasoned conclusions around the sales of the company.

Student attempts to compile mostly relevant information to produce a response that is linked to fairly coherent conclusions around the sales of the company.

Student compiles some information that is not wholly relevant. Conclusions may not be linked to response and have some weaknesses around the sales of the company.

Communication (20%)

Student communicates their ideas extremely clearly and concisely, respecting word count, grammar and spellcheck.

Student communicates their ideas clearly and concisely, respecting word count, grammar and spellcheck.

Student communicates their ideas with some clarity and concision. It may be slightly over or under the wordcount limit. Some misspelling errors may be evident.

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

RUBRIC
Excellent Quality 95-100%	Introduction 45-41 points The background and significance of the problem and a clear statement of the research purpose is provided. The search history is mentioned.		Literature Support 91-84  points The background and significance of the problem and a clear statement of the research purpose is provided. The search history is mentioned.			Methodology 58-53 points Content is well-organized with headings for each slide and bulleted lists to group related material as needed. Use of font, color, graphics, effects, etc. to enhance readability and presentation content is excellent. Length requirements of 10 slides/pages or less is met.
Average Score 50-85%	40-38 points More depth/detail for the background and significance is needed, or the research detail is not clear. No search history information is provided.		83-76  points Review of relevant theoretical literature is evident, but there is little integration of studies into concepts related to problem. Review is partially focused and organized. Supporting and opposing research are included. Summary of information presented is included. Conclusion may not contain a biblical integration.			52-49  points Content is somewhat organized, but no structure is apparent. The use of font, color, graphics, effects, etc. is occasionally detracting to the presentation content. Length requirements may not be met.
Poor Quality 0-45%	37-1 points The background and/or significance are missing. No search history information is provided.		75-1 points Review of relevant theoretical literature is evident, but there is no integration of studies into concepts related to problem. Review is partially focused and organized. Supporting and opposing research are not included in the summary of information presented. Conclusion does not contain a biblical integration.			48-1 points There is no clear or logical organizational structure. No logical sequence is apparent. The use of font, color, graphics, effects etc. is often detracting to the presentation content. Length requirements may not be met
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