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BCO226 SALES & PURCHASING MANAGEMENT Final Assignment & rubrics

Task

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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

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