BBA226 SALES AND PURCHASING MANAGEMENT . MIDTERM ASSESSMENT Task brief & rubrics

Task: ASSIGNMENT

1) What is the trust based developed selling process? Explain it with your own words and identify the main skills needed for salespeople involved in this approach.

2) During the buying process (of industrial products), describe the three different scenarios the purchasing manager can face and identify all the possible roles of the buying center members

3) Explain with your own words why Sales Management plays a such important role for the overall strategy if the Company. Make a list of the main Sales Management objectives.

4) Account Management Relationship (Key Accounts). Describe When to use them? Advantages?

Grading: 25 points per question

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 6th March, before 23:59hrs.

Weight: This task is worth 25% 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;

Rubrics

Exceptional

90-100

Good

80-89

Fair

70-79

Marginal fail

60-69

Knowledge & Understanding

(40%)

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

(40%)

Student applies fully relevant knowledge to the situation provided

Student applies mostly relevant knowledge to the situation provided

Student applies some relevant knowledge to the situation provided. Some minor misunderstandings may be evident.

Student applies little relevant knowledge to the situation provided. Misunderstandings are evident.

Evaluation

(10%)

Student evaluates the findings in excellent ways, drawing outstanding conclusions and proposing new paths of work.

Student evaluates the findings in a significant manned, drawing some conclusions and proposals.

Student creates a fair report but misses some elements learned in class

Student creates an incomplete report plan with some important missing elements and/or some irrelevant details

Oral/Written Communication

(10%)

Student communicates their ideas extremely clearly and concisely, respecting the page limit and other formalities.

Student communicates their ideas clearly and concisely, respecting the page limit and other formalities.

Student communicates their ideas with some clarity and concision. It may be slightly over or under the page limit. Some formalities are missing.

Student communicates their ideas in a somewhat unclear and unconcise way. It is over or under the page limit and formalities are not respected.

Rubrics