What are the immediate issues for Frank Wang? What are the longer term issues? What does a changing Sales environment mean for the company and Wang? What are the core competencies that the sales forc
Q1. What are the immediate issues for Frank Wang?
Q2. What are the longer term issues?
Q.3. What does a changing Sales environment mean for the company and Wang?
Q.4 What are the core competencies that the sales force must develop to win business in the textile industry? Please justify your answer with theory.
Q5. Is the Sales Management system at Worldwide Equipment effective? Discuss and back up your argument.
Q.6. Draw up a training programme that will improve Weiman’s skills as a salesperson – this should be very specific and detailed, covering all aspects of the skills required to be an effective salesperson.
Q.7. Is Wang a good Sales Manager? Discuss using theory please.
Q.8. If you were Frank Wang what would you do next? Don’t forget the ‘managing up’ aspect or dealing with Yu, Frank’s boss.
National College of Ireland
SALES MANAGEMENT
Repeat Assignment 2022
BAHMRP3, BAHBMD3, BAHHRDNCI3
Sales Management
Dr. Louise Maguire
CA percentage of overall grade for module: 40%
Requirements
You are required to write an essay on the topic:
Relationship Selling – Changing the Sales Function for the Better
Some Important Points
This is an academic assignment so using blogs or any Internet sources is not permitted. This includes (but is not limited to) sites such as Wikipedia, Investopedia, Business Balls, Coursehero and Hubspot.
Acceptable (and recommended sources) include the lecture slides, recent Sales textbooks including the Jobber and Lancaster recommended text and academic journals that can be accessed through the library.
You must include at least five academic articles in your research from journals such as The Journal of Personal Selling and Sales Management, The Journal of Retailing, the Harvard Business Review or any Marketing/Business journals.
Please do not include any lists in your assignment. This is a discussion piece where you demonstrate comprehension of the topic – a list does not add any criticality and is usually lifted from another source.
Your bibliography should be Harvard style and your essay should start with an Introduction and end with a Conclusion. Please note that an Introduction is not a list in the form of a paragraph of everything you intend to write about. Equally a Conclusion is not a summary of everything you have already discussed.
Word count: approx. 2500 – 3000 words
Due date: Sunday July 17th at 21.00 (9.00pm) through Turnitin
Page 1 of 3
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National College of Ireland
SALES MANAGEMENT
Repeat Assessment 2022
BAHMRP3, BAHBMD3, BAHBMDWP4, BAHMRPWP4
Sales Management
Dr. Louise Maguire
CA percentage of overall grade for module: 60%
|
Repeat Strategy (please tick the relevant box) |
Repeat CA |
Repeat Exam |
|
X |
Requirements
Please read the Worldwide Equipment Case very carefully several times before tackling the questions.
Your answers, while largely rooted in the case (except Q6) need to be backed up by wider academic reading where appropriate. This will help you to expand upon your answers and add robustness, while also making them less subjective. Approx. five academic references should be used here. Please include a Harvard style bibliography.
Please do not use blogs or any non-academic references – this includes Hubspot. Recent textbooks, the lecture slides and academic journals are the only place to source your material.
With case study assignments there is a risk of re-writing much of the case so please be careful to digest the information and tackle the answers in your own words. Your Turnitin similarity should be less than 15% in this instance.
Q1. What are the immediate issues for Frank Wang?
Q2. What are the longer term issues?
Q.3. What does a changing Sales environment mean for the company and Wang?
Q.4 What are the core competencies that the sales force must develop to win business in the textile industry? Please justify your answer with theory.
Q5. Is the Sales Management system at Worldwide Equipment effective? Discuss and back up your argument.
Q.6. Draw up a training programme that will improve Weiman’s skills as a salesperson – this should be very specific and detailed, covering all aspects of the skills required to be an effective salesperson.
Q.7. Is Wang a good Sales Manager? Discuss using theory please.
Q.8. If you were Frank Wang what would you do next? Don’t forget the ‘managing up’ aspect or dealing with Yu, Frank’s boss.
Due Date: Sunday July 17th at 21.00 (9.00pm) through Turnitin.
Wordcount: 3000 -3500 words approx.
Page 3 of 3
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Sales Management Essay Rubric
|
GRADE |
CRITERIA FOR KNOWLEDGE, ANALYSIS, SYNTHESIS AND EVALUATION. |
|
First Class Honours: 70%-100% |
· A deep and systematic engagement with the assignment brief, consistently demonstrating a comprehensive understanding of Sales Management reflecting: · Thorough engagement with Sales textbooks and research papers, lecture slides and class discussions. · A critical and comprehensive appreciation of the essay title demonstrating an understanding of what is being assessed here. · An element of criticality by applying theory judiciously and insightfully rather than merely listing or repeating without application. · Clear, fluent, stimulating and original expression. · Excellent writing style (spelling, grammar) with minimal or no presentation errors · Introduction is not an elaborate TOC and the Conclusion brings some overall learnings rather than repeating what work was carried out. |
|
Second Class Honours: 60%-69% |
· A substantial engagement with the assignment brief, with an impressive demonstration of an understanding of Sales Management reflecting: · Thorough engagement with the Sales textbooks and research papers, lecture slides and class discussions. · Attempt made at critical and comprehensive understanding of the essay title and what is being assessed here. · An element of criticality by trying to apply theory judiciously and insightfully rather than merely listing or repeating without application. · Clear and fluent expression. · Quality presentation with few spelling/grammatical errors. · Attempt made at writing an Introduction that is not an elaborate TOC and Conclusion should bring some overall learnings rather than repeating what work was carried out. · Evidence of reading at least the requisite number of references. |
|
Third Class Honours: 50-59% |
· A reasonably competent answer marked by: · Evidence of familiarity with the relevant Sales Management literature though somewhat ‘light touch’. · Use of Internet sources. · A chronological presentation or question by question presentation of the findings rather than an attempt made at providing insights. · Lacks criticality, lists included. · Grammatical and spelling errors evident. · Introduction and conclusion are descriptive and merely outline what is to come/what has been discussed. · Poor quality/below requisite number of references used. · Not Harvard style. · Some use of ‘I feel’, I believe’,‘In my opinion’, etc. |
|
Passing Grade: 40%-49% |
· A low level of intellectual engagement with the assessment task showing: · Minimal familiarity with the relevant literature. · Limited use of academic evidence, over-reliance on Internet sources. · Limited critical awareness displayed. · Somewhat anecdotal with use of expressions such as ‘I think’, ‘I believe’, ‘I feel’ etc. · Lists included. · Acceptable presentation with some spelling or grammatical errors. · Below word count leading to critical concepts and sections not being explored in sufficient depth. · Not Harvard style. · Requisite number of references not provided. |
|
Fail: Less than 40% |
· Assignment brief not adhered to with tasks missing. · Poor execution of the brief illustrating a lack of engagement with class discussion, texts and lecture slides · No academic references and use of Internet sources and blogs for theoretical constructs or overly personal and anecdotal. Much use of ‘I think’, ‘I believe’, ‘I feel’ etc. · Poorly written making the work difficult to follow such as overly long sentences or evidence of Google translate or other software used to substitute/change words in another text. · Unacceptable standards of presentation such as poor grammar or spelling. · Unacceptably below word count so topic has not been tackled in sufficient depth. · Lists included. · No biblio/poor presented/poor quality bibliography. |
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