Based on the information below, address the situation this sales manager is facing in a single essay-style answer, identifying key issues which

COURSE CODE BCO226 COURSE NAME Sales & Purchasing Management: Case 1 & Rubrics

Description:

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Individual task.

Formalities:

• For the document: Word count 1500-2000 words

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

• Font: Arial 11 pts.

• Text alignment: Justified.

• The in-text References and the Bibliography has to be in Harvard’s citation style.

Submission: Via Moodle (Turnitin). Submissions will be by Sunday 21st February until 23:59hrs (CEST).

Weight: This task is a 20% of your total grade for this subject.

Task:

Based on the information below, address the situation this sales manager is facing in a single essay-style answer, identifying key issues which

need to be addressed (and why), solutions and the priorities for implementation

You are the Sales Manager for a medium-sized organisation which has been successful in growing quite rapidly over recent years.

The company sells management software, hardware and solutions to small/medium-sized businesses in the national geography. Whilst the company has

been successful in growing its business customer base, the rapid growth has left the company struggling with its organization – especially their sales

department.

Most of the company’s direct communication with all accounts is done using limited technology, mostly e-mail with smaller sales generated through

social media, specifically Facebook, thus using a multi-channel approach.

The company currently has about 1000 small-medium business clients.

However, demand is not equal: about 30% of clients account for around 60% of total sales revenue. The remaining 70% of your clients represent the

remaining 40% of total sales revenue.

The company currently operates on a national level with 3 telesales operators and 1 social media manager. The company employs a consultant (a

technician) who specializes in personalizing the software for larger clients.

You feel that neither your sales force organization nor customer approach is adequate to the company’s current reality but are unsure what to change

and how to prioritize the changes.

In your essay, address (but do not limit yourself to) the following areas:

• How could the company’s current approach to managing client relationships be improved to contribute more effectively to the organizational

and sales strategy?

• How could the channel approach (IMC) be improved?

• What could be improved in the sales organization?

Outcomes

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

Describe & analyze the importance of personal selling as part of IMC

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.