Sales & Purchasing Management:

COURSE CODE BCO226 COURSE NAME Sales & Purchasing Management: Mid-Term Task brief & rubrics

Description:
Individual task. Answer the question in each section and choose examples from a company/companies which will inspire answers in a B2B context; 2
questions in all, each equally weighted
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 7
th March until 23:59hrs (CEST).
Weight: This task is a 25% of your total grade for this subject. Each Question is equally weighted.
Task
Ensure your answers have a B2B focus
You must also support each of your answers with examples from a company/companies of your choice.
Ensure you indicate which section you are addressing.
Sections
Section 1 Introduction to Sales
1. The Sales Management Process is in continual evolution. Explain important changes in this process and why they have been necessary.
Section 2 Personal Selling & The Sales Management Process
2. Explain the role of B2B personal selling in the marketing mix and its contribution to a successful 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
Describe & analyze the different stages of the personal selling process and its participants

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 wellreasoned 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.