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International Sales Management Module Assessment
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Assessment Guidance

You will be assessed in this module in Two ways: firstly, through the end of unit tests for units 1-10 and secondly by a written report (Case Study).

As part of your module assessment you will be answering multiple choice questions for the ten study units (1 – 10). The following is some advice regarding how best to do this.


1. Read all the relevant class materials carefully for each unit, trying to work out what the text is covering and the main points conveyed. At this stage you should be focusing on the key points and the main thread of arguments. Underline what appear to be the key points in each section you read.


2. Then work through each of the multiple-choice questions (MCQs) for the unit you have just finished reading. Think through your answers before you indicate what you consider to be the correct response.


3. Do not expect to get all the questions correct, even if you are aiming at a good mark. Concentrate on the question in hand. Some of the questions are designed to be challenging others you may find easier. If you are unsure, opt for the answer you first thought was right.

4. None of the multiple choice questions are designed to trick you as you can see from this sample multiple choice question:

The three main objectives of Crm are What?


5. (a) Customer retention, loyalty and profitability


6. (b) Customer retention, acquisition and attention to detail


7. (c) Customer education, support and profitability


8. (d) Customer retention, acquisition and profitability


From reading the class text and study guide you will be able to identify that the correct answer is ‘Customer retention, acquisition and profitability’.

This written report (Case Study) counts for 90% of your final mark in this module.
 
You are required to identify (and justify your choice of) a company that will be the subject of the Case Study. This course and assignment are focused on Business to Business (B2B) and not Business to Consumer (B2C).


The company may be your current or a previous employer, another company you have personal knowledge or experience of, or any other company about which you can obtain sufficient information from press sources, annual reports, websites etc. You are not expected to approach a company directly for assistance, though you can do this if you wish.

Name


Aims


Size


Market sector


2. A critical appraisal of how its sales force/ sales resource is organised, and how it engages with its key customers


3. A critical appraisal of how the company you have selected forecasts its sales


4. You are required then to illustrate how the company you have selected implements its sales programme (with consideration to recruitment and selection; motivation of salespeople, rewards and incentives and its sales training approach) and, measures and evaluates the performance of its sales people to improve the value of the product or the service provided to this company’s customers and why it chooses to do it in the way it does.

The focus of this written report (Case Study) is on the application of relevant theory and literature relating to the practice of the company you have selected for investigation. You must read widely around all the topics in the module.


You should briefly introduce the elements of theory that you are using.


You should then discuss the ways in which you can see the theoretical principles being applied (or ignored) in the company. The written report (Case Study) should demonstrate your understanding of the concepts, the ability to select and discuss relevant literature and to apply knowledge of the International Sales Management topic.


The most important part of this assignment is that you critically appraise the extent to which the current models of good practice in Sales Management can be seen to contribute (or not) to the implementation and evaluation of your chosen company’s sales programme.
 
This coursework should be 5000 words in length. 

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