SALES AND PURCHASING MANAGEMENT

 

 

Task 1: QUESTIONS
1) Describe the different compensation financial plans for the salesforce indicating in which cases could be indicated each of them and why (25 points)
2) Explain the 4 different ways of sales organization and give your personal point of view (pros/cons) of each of them) (25 points)

Task 2: CASE

Do you remember you started working as Sales Manager in a Company 1 month ago? (2ND Assessment)
You´ve been working hard and now you have a clear picture of the situation. It´s time for organizing your first Sales Meeting.
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.

 

Documents expected (all to be submitted via Moodle):
• Wordcount: 2.000-2.500words (Exercises + Case)
• 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 8th May, before 23:59hrs.
Weight: This task is worth 35 % of your overall grade for this subject.
It assesses the following learning outcomes:
Outcome 1: Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities.
Outcome 2: Describe the importance of personal selling as part of IMC
Outcome 3: Assess different sales organization structures and to design them. according to company strategy and competitive environment
Outcome 4: Evaluate the sales operations management functions and its role in salesforce effectiveness and productivity.
Outcome 5: Apply procurement strategies to effective account management.

Sample Solution

Purchase and sales management is a significant source of competitive advantage for companies operating in the global market. The current market environment is characterized by fierce competition among industries, and such a significant event can be traced back to advances in technology and an increase in demand and supply sources. The presence of capital in many organizations, as well as individual creative business designs, all contribute to the unique nature of purchase and sales chain management. There is always a significant power shift downstream within the management chain, with the focus on product and service consumers. As a result, businesses must evaluate the active and passive roles their products play in the lives of their customers.

racteristics, the experience, individual characteristics and abilities of the pioneer, and the third are part attributes, the inspiration, expertise and experience levels of gathering individuals (Chelladurai and Madella, 2006). The situational attributes and part qualities have a necessary way of behaving to guarantee most extreme gathering execution, they additionally have a favored way of behaving to guarantee the fulfillment of gathering individuals, assuming that the pioneers genuine way of behaving matches both the expected way of behaving and favored conduct of the circumstance the result is greatest gathering execution and fulfillment. Nonetheless, in the event that the gathering are not performing and accomplishing objectives or are not fulfilled or both, then the pioneer can change their genuine way of behaving to work on this. Pioneers ready to screen execution and fulfillment, and figure out what is expected to revise going on will accomplish ideal gathering execution in Chelladurai’s model. The one limit of Chealldurai’s model is that it accepts the pioneer is in a place of complete positional control over the gathering, and can execute any initiative style fitting their personal preference without requirements. Positional power is the power and impact a pioneer has over a gathering, assuming the pioneer has positional power, they will actually want to carry out the initiative style they best see fit for the circumstance. Positional power can’t be estimated or measured, making it profoundly vague and difficult for a pioneer to comprehend whether they have it or how then can acquire it. It turns into the obligation of the association to have strategies set up to give pioneers some positional power, typically by laying out a reasonable hierarchal construction. By laying out a progressive system, the pioneer is seen by the gathering to have the option to set expectations and expect consistence from them giving the pioneer real power (French and Raven, 1959). Besides, by furnishing the pioneer with the capacity to compensate consistence and rebuff resistance from the gathering, the pioneer has reward and coercive power (French and Raven, 1959). To acquire total control over the gathering the pioneer should acquire the trust and conviction of the gathering that they are fit for progress, by guaranteeing the gathering are both fulfilled and meeting execution objectives. The significance of laying out an order became clear during the arranging phase of the open air administration course for the red group, the organizers inside the group accepted positions of authority however couldn’t acquire positional power because of the group being a friend bunch (Pettinger, 2007). The pioneers chose had little power and impact over the gathering as everybody was seen to have similar position, status and occupation, thus the pioneers had none of French and Ravens five bases of force (Pettinger, 2007). The outcome was pioneers with no positional control over the gathering, so couldn’t immediate the gathering with the technique for authority expected for the circumstance. The errand had critical limitations, especially a brief period of time and an enormous gathering size, for

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