BCO226 Sales and Purchasing Management Final Assignment & Rubrics

Task

• This is an individual task.

• Read the information below and answer the questions.

• Answer the question in report format but make sure you answer the questions, and you have clear structure.

Information: You are the Sales Manager for an organisation that sells information to mostly to airports and transport companies. The company is 18 months old. The company treats all accounts in a similar way.

Most of their communication with clients is done using e-mails and inbound tools (Jumplead). You have around 200 clients you work with. The balance of the

accounts is as follows: 80% of your clients account for around 20% of your sales revenue. The remaining 20% of your clients represent the remaining 80% of

your sales revenue but this proportion is falling.

The company currently operates on a European level with focus on UK, Germany and France,l with 3 telesales operators and 1 media (inbound/media) manager. There is one consultant (a technician) that the company works with who is employed to personalise the software for larger clients. You cover the CEO and General Manager roles. Questions

1. How does the current approach to sales fail to generate their true revenue potential and, therefore, hinder their contribution to the organizational and sales strategy?

2. What changes could be made to improve their relationship with accounts to ensure improved results and develop a more substantial company position? 3. Describe how a more integrated marketing communications (Sales/Marketing) might be adapted to enable positive performance. 4. Describe how purchasing would work in this organisation with emphasis on how value would be delivered to clients?

• 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 8 – Sunday 18/09/2022 23:59, via Moodle

Weight: This task is a 60% of your total grade for this subject.

It assesses the following learning outcomes:

• Outcome 1: To understand key concepts of sales and purchasing management

• Outcome 2: Assess different sales organization structures and to design them. according to company strategy and competitive environment;

• Outcome 3: Evaluate the sales operations management functions and its role in salesforce effectiveness and productivity

• Outcome 4: apply procurement strategies to effective account management.

• Rubrics

• Exceptional 90-100 Good 80-89 Fair 70-79 Marginal fail 60-69

Knowledge & Understanding

(20%)

The student demonstrates excellent understanding of sales and purchasing concepts and uses vocabulary in an appropriate way.

The student demonstrates good understanding of the sales and purchasing area and mentions relevant concepts and demonstrates good use of the relevant vocabulary.

The student understands the task but provides minimum theory and/or some use of vocabulary in terms of sales and purchasing. Some missing knowledge apparent.

The student understands the area of sales and purchasing and attempts to answer the question but does not mention key concepts or uses minimum amount of relevant vocabulary. Several misunderstandings in places.

Application (30%) The student applies fully relevant knowledge from the sales and purchasing topics delivered in class. The student knows completely how the tools work.

The student applies mostly relevant knowledge from the sales and purchasing topics delivered in class and understand mostly how the tools work.

The student applies some relevant knowledge from the topics on sales and purchasing delivered in class. Some misunderstanding may be evident in terms of application of the tools.

The student applies little relevant knowledge from the sales and purchasing topics delivered in class. Misunderstandings are evident and there is a lack of concrete application of the tools (e.g. examples)

Critical Thinking (30%)

The student critically assesses sales and purchasing in an excellent way, drawing outstanding conclusions from relevant authors. Excellent evaluation throughout.

The student critically assesses sales and purchasing and sales and purchasing in good ways, drawing conclusions from relevant authors and references. Good evaluations throughout.

The student provides some insights on sales and purchasing but stays on the surface of the topic. References may not be relevant. Fair evaluations throughout.

The student makes little or no critical thinking in terms of sales and purchasing insights, does not quote appropriate authors, and does not provide valid sources. No critical analysis of note

Communication (20%)

The student communicates their ideas on sales and purchasing extremely clearly and concisely, respecting word count, grammar and spellcheck. Excellent use of visualisations.

The student communicates their ideas on sales and purchasing clearly and concisely, respecting word count, grammar and spellcheck. Good use of visualisations.

The 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. Some limitations with the visualisation of data.

The student communicates their ideas on sales and purchasing in a somewhat unclear and unconcise way. Does not reach or exceed wordcount excessively and misspelling errors are evident. Some challenges with referencing and not used visualisation of

information in an appropriate way.