Sales and Purchasing Management Essay

Order ID	53563633773
Type	Essay
Writer Level	Masters
Style	APA
Sources/References	4
Perfect Number of Pages to Order	5-10 Pages

Sales and Purchasing Management Essay

Description/Paper Instructions

 

BCO226 Sales and Purchasing Management Essay

Description:

Individual task. Choose a question from each section to answer and choose a company which will inspire answers in a B2B context; 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). Submissions will be accepted in Week 14: May 13th by 23:59hrs (Barcelona 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. Ensure your answers have a B2B focus

You must also support each of your answers with 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

Management in sales.

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.

RUBRIC QUALITY OF RESPONSE NO RESPONSE POOR / UNSATISFACTORY SATISFACTORY GOOD EXCELLENT Content (worth a maximum of 50% of the total points) Zero points:  Student failed to submit the final paper. 20 points out of 50:  The essay illustrates poor understanding of the relevant material by failing to address or incorrectly addressing the relevant content; failing to identify or inaccurately explaining/defining key concepts/ideas; ignoring or incorrectly explaining key points/claims and the reasoning behind them; and/or incorrectly or inappropriately using terminology; and elements of the response are lacking. 30 points out of 50:  The essay illustrates a rudimentary understanding of the relevant material by mentioning but not full explaining the relevant content; identifying some of the key concepts/ideas though failing to fully or accurately explain many of them; using terminology, though sometimes inaccurately or inappropriately; and/or incorporating some key claims/points but failing to explain the reasoning behind them or doing so inaccurately.  Elements of the required response may also be lacking. 40 points out of 50:  The essay illustrates solid understanding of the relevant material by correctly addressing most of the relevant content; identifying and explaining most of the key concepts/ideas; using correct terminology; explaining the reasoning behind most of the key points/claims; and/or where necessary or useful, substantiating some points with accurate examples.  The answer is complete. 50 points:  The essay illustrates exemplary understanding of the relevant material by thoroughly and correctly addressing the relevant content; identifying and explaining all of the key concepts/ideas; using correct terminology explaining the reasoning behind key points/claims and substantiating, as necessary/useful, points with several accurate and illuminating examples.  No aspects of the required answer are missing. Use of Sources (worth a maximum of 20% of the total points). Zero points:  Student failed to include citations and/or references. Or the student failed to submit a final paper. 5 out 20 points:  Sources are seldom cited to support statements and/or format of citations are not recognizable as APA 6th Edition format. There are major errors in the formation of the references and citations. And/or there is a major reliance on highly questionable. The Student fails to provide an adequate synthesis of research collected for the paper. 10 out 20 points:  References to scholarly sources are occasionally given; many statements seem unsubstantiated.  Frequent errors in APA 6th Edition format, leaving the reader confused about the source of the information. There are significant errors of the formation in the references and citations. And/or there is a significant use of highly questionable sources. 15 out 20 points:  Credible Scholarly sources are used effectively support claims and are, for the most part, clear and fairly represented.  APA 6th Edition is used with only a few minor errors.  There are minor errors in reference and/or citations. And/or there is some use of questionable sources. 20 points:  Credible scholarly sources are used to give compelling evidence to support claims and are clearly and fairly represented.  APA 6th Edition format is used accurately and consistently. The student uses above the maximum required references in the development of the assignment. Grammar (worth maximum of 20% of total points) Zero points:  Student failed to submit the final paper. 5 points out of 20:  The paper does not communicate ideas/points clearly due to inappropriate use of terminology and vague language; thoughts and sentences are disjointed or incomprehensible; organization lacking; and/or numerous grammatical, spelling/punctuation errors  10 points out 20:  The paper is often unclear and difficult to follow due to some inappropriate terminology and/or vague language; ideas may be fragmented, wandering and/or repetitive; poor organization; and/or some grammatical, spelling, punctuation errors 15 points out of 20:  The paper is mostly clear as a result of appropriate use of terminology and minimal vagueness; no tangents and no repetition; fairly good organization; almost perfect grammar, spelling, punctuation, and word usage. 20 points:  The paper is clear, concise, and a pleasure to read as a result of appropriate and precise use of terminology; total coherence of thoughts and presentation and logical organization; and the essay is error free. Structure of the Paper (worth 10% of total points) Zero points:  Student failed to submit the final paper. 3 points out of 10: Student needs to develop better formatting skills. The paper omits significant structural elements required for and APA 6th edition paper. Formatting of the paper has major flaws. The paper does not conform to APA 6th edition requirements whatsoever. 5 points out of 10: Appearance of final paper demonstrates the student’s limited ability to format the paper. There are significant errors in formatting and/or the total omission of major components of an APA 6th edition paper. They can include the omission of the cover page, abstract, and page numbers. Additionally the page has major formatting issues with spacing or paragraph formation. Font size might not conform to size requirements.  The student also significantly writes too large or too short of and paper 7 points out of 10: Research paper presents an above-average use of formatting skills. The paper has slight errors within the paper. This can include small errors or omissions with the cover page, abstract, page number, and headers. There could be also slight formatting issues with the document spacing or the font Additionally the paper might slightly exceed or undershoot the specific number of required written pages for the assignment. 10 points: Student provides a high-caliber, formatted paper. This includes an APA 6th edition cover page, abstract, page number, headers and is double spaced in 12’ Times Roman Font. Additionally, the paper conforms to the specific number of required written pages and neither goes over or under the specified length of the paper.
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Sales and Purchasing Management Essay

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