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Homework answers / question archive / Assessment Brief Academic Year 2020-2021 BCO226SALES & PURCHASING MANAGEMENT FINAL ASSIGNMENT – SPRING SEMESTER
Assessment Brief Academic Year 2020-2021 BCO226SALES & PURCHASING MANAGEMENT FINAL ASSIGNMENT – SPRING SEMESTER. 2021 For this Final Assignment, worth 60% of the final mark, the student must carry out the following work: 1. For personal reasons, you have moved from Boston to New York. Having gone through several in job interviews, you now have two choices: You may join company A – a strong brand with a high market share, or company B – a relatively young start-up with a market share of below 1%. Please discuss both options including a salary scheme you would prefer in company A and B. (15 points) 2. Critically assess/discuss the 10 steps approach to crafting a great sales pitch. Mandatory: provide sensible examples. (25 points) 3. You plan to sell a highly complex reservations system to a travel company – a tour operator. From the two generic sales types discussed in class, which one would you choose? Provide arguments. Which sales force structure would you suggest? Provide arguments. (30 points) 4. Interpret/discuss the “Sales funnel” model in b2b sales. (10 points) 5. Personal selling is often the only way to acquire new business (customers). Provide a critical examination of the advantages but also disadvantages of personal selling. (20 points) REQUIREMENTS Structure of the written report • Cover page must contain the following: On the First page, you must write: 1. – The title of the student's submitted file should contain the following information: 2. – Name of this course 3. – Name of the Faculty Member / Teacher 4. – Student's full Name 5. – Student ID number 6. – Title of this assignment (Mid-Term / Final) • The Table of Contents • Body of Analysis: 1. Each question should be answered in an essay format, up to 400 words per question, or 2000 words in total (graphics, tables etc. not included). 2. Students must refer to examples and models studied in class. Assessment Brief Academic Year 2020-2021 3. Include facts, figures, graphs and visual material and list your sources according to the Harvard Referencing Guide. 4. You may list your sources after each completed question, or utilize a Bibliography. PLAGIARISM Academic honesty is one of the guiding principles and this means that students need to acknowledge all their sources through correct citation and acknowledgment. SUBMISSION INSTRUCTIONS The work must be uploaded on the appropriate Turnitin folder created by the course Faculty Member on Moodle. This assignment should be answered entirely on one single Word.docx document. The time-frame for this assignment is: Release date of this Assessment Brief: Friday April 30, 2021 Submission Deadline: Friday May 07, 2021 (23:59) The assignment must be submitted (uploaded into Turnitin) to the link provided by the course Faculty Member and indicated on the Moodle page of this course. Submission within 2 days after the deadline will be capped at 70%. Submission 3 days and more after the deadline will receive a zero (F). GRADING CRITERIA (Grading matrix/rubric next page) Assessment Brief Academic Year 2020-2021 Exceptional 90-100 Good 80-89 Fair 70-79 Marginal fail 60-69 Knowledge & Understanding (20%) Student demonstrates excellent understanding. All calculations are correct and the application into the case study provided shows the student of the task, the key concepts, applies theory where useful or necessary, 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 conceptual and theoretical support, and uses only some of the relevant 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 (30%) Student applies fully relevant knowledge from the topics delivered in class. Student applies mostly relevant knowledge from the topics delivered in class. Student applies some relevant knowledge from the topics delivered in class. Misunderstanding may be evident. Student applies little relevant knowledge from the topics delivered in class. Misunderstanding is evident. Critical Thinking (30%) Student critically assesses in excellent ways, drawing insightful conclusions based on readings from relevant authors. Student also makes clear and correct citations and uses the Harvard referencing method correctly. Student critically assesses in good ways, drawing conclusions from relevant authors and references. Student knows how to use the Harvard referencing method correctly. Student provides some insights but stays on the surface of the topic. References may not be relevant. Student shows little or no critical thinking insights, does not quote appropriate authors, and does not provide valid sources. Communication (20%) Student communicates their ideas very well organized and extremely clearly and concisely, respecting word count, grammar and spellcheck. Student communicates their ideas in an organized manner 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. Assessment Brief Academic Year 2020-2021