COURSECODE BCO226 COURSE NAME Sales & Purchasing Management:

Case 1 & Rubrics

Description:

Individual task.

Formalities:

• For the document: Word count 1500-2000 words

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

• Font: Arial 11 pts.

• Text alignment: Justified.

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

Submission: Via Moodle (Turnitin). Submissions will be by Sunday 21st February until 23:59hrs (CEST).

Weight: This task is a 20% of your total grade for this subject.

Task:

Based on the information below, address the situation this sales manager is facing in a single essay-style answer, identifying key issues which

need to be addressed (and why), solutions and the priorities for implementation

You are the Sales Manager for a medium-sized organisation which has been successful in growing quite rapidly over recent years.

The company sells management software, hardware and solutions to small/medium-sized businesses in the national geography. Whilst the company has

been successful in growing its business customer base, the rapid growth has left the company struggling with its organization – especially their sales

department.

Most of the company’s direct communication with all accounts is done using limited technology, mostly e-mail with smaller sales generated through

social media, specifically Facebook, thus using a multi-channel approach.

The company currently has about 1000 small-medium business clients.

However, demand is not equal: about 30% of clients account for around 60% of total sales revenue. The remaining 70% of your clients represent the

remaining 40% of total sales revenue.

The company currently operates on a national level with 3 telesales operators and 1 social media manager. The company employs a consultant (a

technician) who specializes in personalizing the software for larger clients.

You feel that neither your sales force organization nor customer approach is adequate to the company’s current reality but are unsure what to change

and how to prioritize the changes.

In your essay, address (but do not limit yourself to) the following areas:

• How could the company’s current approach to managing client relationships be improved to contribute more effectively to the organizational

and sales strategy?

• How could the channel approach (IMC) be improved?

• What could be improved in the sales organization?

Outcomes

Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities

Describe & analyze the importance of personal selling as part of IMC

Rubrics

Exceptional

90-100
Good
80-89

Fair
70-79

Marginal fail
60-69

Knowledge

(20%)

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.