Expert answer:Final Assignment Transcript

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GB533 | Salesforce Management
Final Assignment Explanation
The Final Assignment will be submitted by the end of Unit 6. It will be a PowerPoint®
Presentation that you develop as an individual final assessment to demonstrate
understanding of sales force management.
Your PowerPoint® Presentation should be developed given the following assumptions:
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You have recently been hired by a high-tech firm as the Vice President of Sales
and Marketing.
Historically, sales and marketing have been at odds as a result of differences in
objectives and strategy. Each department had its own Vice President.
The President of the company recognizes that sales and the sales management
function is an extension of the marketing arm.
The President of the company also recognizes that successful implementation of
the corporate objectives can only be accomplished through consistent efforts
between sales and marketing.
As the new Vice President of Sales and Marketing it is your responsibility to bring
these two groups together.
You need to create an appropriate strategy to manage the sales force while at
the same time integrating the nature of marketing with the implementation of the
sales process.
You have been asked by the President of the company to put together a PowerPoint
presentation that includes:
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Linkages between marketing and sales.
Predictions of specific issues that could create problems between marketing and
sales.
A design of the functions of the sales team and department including the role of
the sales manager.
A plan for any ethical or legal issues that should be considered paramount in
your new position.
This PowerPoint presentation is designed to allow you, the new Vice President of Sales
and Marketing, to propose a plan that:
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Demonstrates the importance of marketing and sales working as a team.
Provides an understanding of the functions of sales in its relationship to
achieving organizational and marketing objectives.
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GB533 | Salesforce Management
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Clearly communicates the importance of sales force management in terms of
assuring consistent and measurable outcomes of the sales force.
Considers the nature and difficulty of operating in today’s market space given the
ethical, moral, and legal implications of today’s high-tech business.
Choose any company, any product, or any specific situation that best serves your
purpose in terms of more closely identifying who you are and what you would do with
this pseudo-organization.
You might assume, for example, that you are the vice president of the Department of
Sales and Marketing for one of the following types of companies:
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A manufacturer of flat screens
A manufacturer of flash drives
A manufacturer of some form of high-tech industrial product
A company that distributes high-tech applications and industrial components
It is important in this assignment for you to review the material throughout this course
and apply sales force functions and management, including:
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The nature of directing sales force operations and sales planning,
Ethical and moral guidelines, and
Obligations of the sales force and their management.
This assignment is open ended in terms of your final outcome. It is designed to:
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Demonstrate your understanding of the integration of selling and sales force
management into the overall organizational scheme.
Allow you to use PowerPoint as a successful presentation tool in order to
address the organization from a sales management perspective
Allow you to bring together concepts you see as beneficial to your pseudoscenario and perspective as the new the Vice President of Sales and Marketing.
Do not forget that this Assignment is due in Unit 6!
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