COURSE CODE: BC0226 COURSE NAME: SALES & PURCHASING MANAGEMENT Task brief & rubrics
Final assignment
Task
The students are supposed to answer the following questions individually in essay format. All answers must be supported by B2B examples.
The topics covered in final assignment are Sales organization structure, salespeople management, sales indicators and measurement.
Questions:
1. “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.
2. 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.
3. Explain the importance of recruitment and selection in the sales department.
Formalities:
• Wordcount: 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.
Submission: Week 13, Sunday 8th May 23:59 – Via Moodle (Turnitin).
Weight: This task is a 35% of your total grade for this subject.
It assesses the following learning outcomes:
• Outcome 1: assess different sales organization structures and to design them. according to company strategy and competitive environment
• Outcome 2: evaluate the sales operations management functions and its role in salesforce effectiveness and productivity
• Outcome 3: apply procurement strategies to effective account management
Rubrics
Exceptional 90-100 Good 80-89 Fair 70-79 Marginal fail 60-69
Knowledge & Understanding
(30%)
Student demonstrates excellent understanding of key concepts and uses vocabulary in an entirely appropriate manner.
Student demonstrates good understanding of the task and mentions some relevant concepts and demonstrates use of the relevant vocabulary.
Student understands the task and provides minimum theory and/or some use of vocabulary.
Student understands the task and attempts to answer the question but does not mention key concepts or uses minimum amount of relevant vocabulary.
Application (30%) Student applies fully relevant knowledge from the topics delivered in class.
Student applies mostly relevant knowledge from the topics delivered in class.
Student applies some relevant knowledge from the topics delivered in class. Misunderstanding may be evident.
Student applies little relevant knowledge from the topics delivered in class. Misunderstands are evident.
Critical Thinking (20%)
Student critically assesses in excellent ways, drawing outstanding conclusions from relevant authors.
Student critically assesses in good ways, drawing conclusions from relevant authors and references.
Student provides some insights but stays on the surface of the topic. References may not be relevant.
Student makes little or none critical thinking insights, does not quote appropriate authors, and does not provide valid sources.
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.
