BBA226 SALES AND PURCHASING MANAGEMENT . ASSESSMENT 2. CASE STUDY

BBA226 SALES AND PURCHASING MANAGEMENT . ASSESSMENT 2. CASE STUDY Task brief & rubrics

Task: CASE

Suppose you start working as Sales Manager in a Company which is completely new for you.

Sales (and profits) have been decreasing the last two years and a rush action is needed.

The Company is selling industrial products in 15 different countries with around 100 customers.

Salesforce are 10 people. Each of the sellers is responsible of 10 customers. Some of the customers have factories buying our products in different countries.

Which tool should you use first in order to get a first approach of the situation?

Once analyzed the previous results, which should be your first actions?

How should you organize the sales force?

Where should you focus your efforts and resources?

Documents expected (all to be submitted via Moodle):

· Wordcount: 2.000-2.500words

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

· Font: Arial 11 pts.

· Text alignment: Justified.

· Harvard style in-text citations and bibliography

Submission: Via Moodle by Sunday 3rd April, before 23:59hrs.

Weight: This task is worth 40 % of your overall grade for this subject.

It assesses the following learning outcomes:

1. Outcome 1: Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities.

2. Outcome 2: Describe the importance of personal selling as part of IMC;

3. Outcome 3: Assess different sales organization structures and to design them. according to company strategy and competitive environment;

4. Outcome 4: Evaluate the sales operations management functions and its role in salesforce effectiveness and productivity;

Task brief & rubrics

Task: CASE

Suppose you start working as Sales Manager in a Company which is completely new for you.

Sales (and profits) have been decreasing the last two years and a rush action is needed.

The Company is selling industrial products in 15 different countries with around 100 customers.

Salesforce are 10 people. Each of the sellers is responsible of 10 customers. Some of the customers have factories buying our products in different countries.

Which tool should you use first in order to get a first approach of the situation?

Once analyzed the previous results, which should be your first actions?

How should you organize the sales force?

Where should you focus your efforts and resources?

Documents expected (all to be submitted via Moodle):

· Wordcount: 2.000-2.500words

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

· Font: Arial 11 pts.

· Text alignment: Justified.

· Harvard style in-text citations and bibliography

Submission: Via Moodle by Sunday 3rd April, before 23:59hrs.

Weight: This task is worth 40 % of your overall grade for this subject.

It assesses the following learning outcomes:

1. Outcome 1: Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities.

2. Outcome 2: Describe the importance of personal selling as part of IMC;

3. Outcome 3: Assess different sales organization structures and to design them. according to company strategy and competitive environment;

4. Outcome 4: Evaluate the sales operations management functions and its role in salesforce effectiveness and productivity;