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BCO226 Sales and Purchasing Management Essay
BCO226 Sales and Purchasing Management Essay
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Order Number |
78jh6yh87j |
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Type of Project |
ESSAY |
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Writer Level |
PHD VERIFIED |
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Format |
APA |
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Academic Sources |
10 |
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Page Count |
3-12 PAGES |
Instructions/Descriptions
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). Submission will be accepted from the 11th to the 17th 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. 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
- Explain the need for research in the selling-purchasing framework
- Explain how the correct sales organization can enable the selling-purchasing process
- Explain why sales analysis is an important component of a successful sales strategy
- Explain the importance of accurate sales forecasting to an organization
- How is Sales Forecasting connected to the rest of the business and what are the implications for the sale teams.
- 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
- There are different options for sales force organization. Explain the options, highlighting benefits and drawbacks
- When would an organization need to consider developing key account managers? Explain how they could do this.
- 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
- Not all selling situations would call for the same sales force organization within the sales department. Explain this
- Discuss the advantages and disadvantages of Inside Sales versus Outside Sales and the influence of the type of product being sold.
- 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
- Explain the importance of recruitment and selection in the sales department
- Explain why sales training is an important aspect of strategic sales management
- How does sales leadership impact effective sales organization?
- Explain how sales force compensation needs to be aligned to sales/marketing/organizational objectives
- “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.
- 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. |
BCO226 Sales and Purchasing Management Essay
