Homework: Sales & Purchasing Management
Length: 2,000 to 2,500 words.
Task 1: Questions
o Describe the different compensation financial plans for the sales force indicating in which cases could be indicated each of them and why.
o Explain the 4 different ways of sales organization and give your personal point of view (pros/cons) of each of them).
Task 2: Case
o Do you remember you started working as Sales Manager in a Company 1 month ago?
o You´ve been working hard and now you have a clear picture of the situation. It´s time for organizing your first Sales Meeting.
o Considering you are going to schedule two days for this important event (for you, the Company and the Sales Team) make a priority list of all the subjects to be discussed during the meeting explaining the different messages you want to share as well your objectives.
It assesses the following learning outcomes:
o Outcome 1: Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities.
o Outcome 2: Describe the importance of personal selling as part of IMC.
o Outcome 3: Assess different sales organization structures and to design them. according to company strategy and competitive environment
o Outcome 4: Evaluate the sales operations management functions and its role in salesforce effectiveness and productivity.
o Outcome 5: Apply procurement strategies to effective account management.
Format your homework according to the following formatting requirements:
o The answer should be typed, using Times New Roman font (size 12), double spaced, with one-inch margins on all sides.
o The response also includes a cover page containing the title of the homework, the student's name, the course title, and the date. The cover page is not included in the required page length.
o Also include a reference page. The Citations and references must follow APA format. The reference page is not included in the required page length.