EShinas College of Technology Department of Business Studies Structured Assignment (To cover the Outcomes by Self-reliant, student centered learning approach) Course Name: Sales Management Level - Course Code BAMK 2203 Max Marks: Date of Assignment Date of Submission: June 16, 2016 Group/name of Students 1 Outcome Coverage All Outcomes Academic Year: 2015 - 2016 Semester 3 Specialization: Marketing Diploma 2 10 26/01/2016 Mode of Submission: Soft copy (e-mail) Assignment Title Practical Approach in Sales Management Contents Marks Student's Learning Company and Industry Background: Choose any Omani company that you are familiar with and briefly describe the company and how its sales force are contributing to the success of the business. 1 Sales Planning and Forecasting: Describe how they plan their sales forecast, what forecasting tools are used, etc. Identify any weaknesses in their forecasting and how do you think it can be improved? 3 Industry and business familiarization and importance of sales force and its contribution. Analytical approach in designing and improving sales planning and forecasting Recruiting and Selection: Describe the process on how its sales force are being recruited and selected. Identify any weaknesses in recruitment and selection and how do you think it can be improved? 3 Compensation: What are the existing compensation package the company is Analytical approach in designing and improving recruitment and selection process. Familiarization on providing to its sales force (salary, commission, allowances, bonuses, etc…) How do you think the company can motivate more of its sales force in terms of compensation. WRITTEN REPORT  Soft copy should emailed to your lecturer (It should be not less than 1500 words) TOTAL MARKS 10 3 motivational strategies to maximize sales force performance. Marking Criteria For a mark of 9-10 marks • Show a thorough understanding of the purpose of the activity. • Display knowledge of the major principles, theories, methodologies, and practices involved and an ability to apply them effectively. • Provide evidence of wide reading, including academic journals. • Demonstrate an ability to select critical points, evaluate them and communicate the conclusions effectively. • Provide approaches that are creative, practicable, and supported. • Provide a sound, supported critique of your own work. • Provided sound and supported discussions of further research that may be needed. For a mark of 8 marks • Show a clear understanding of the activity. • Display knowledge of most of the principles, theories, methodologies, and practices involved and an ability to apply them effectively. • Provide evidence of wide reading. • Demonstrate an ability to select critical points and analyze them and draw sound conclusions. • Provide approaches that are creative and practicable. • Provide a supported critique of your own work. • Provide supported, discussions of further research that may be needed. For a mark of 7 marks • Show an adequate understanding of the activity. • Display knowledge of some of the principles, theories, methodologies, and practices involved and an ability to apply them. • Provide evidence of some reading related to the proposal. • Demonstrate an ability to select key points in the exercise and analyze them. • Provide approaches that are less creative or might not be entirely practicable • Provide a critique of your own work. • Provide discussions of further research that may be needed. For a mark of 6 marks • Show a barely adequate understanding of the purpose of the exercise. • Display knowledge of some of the principles, theories, methodologies, and practices involved and attempt to apply them. • Provide evidence of reading limited relevant literature. • Attempt some analysis and discussion. • Show some ability to link theory to problems and provide solutions. For a mark of 5 marks • Made an attempt to complete the exercise. • Show little or no understanding of the principles, theories, and practices involved. • No evidence of academic reading. • An inability to recognize the key points. For a mark of <4marks • Work lacks any academic merit as adjudged by the foregoing. Late Submission of Assignment 20% reduction for every day late submission. Referencing Referencing or citing the sources used for your assignment is an important part of academic writing. It is a way of acknowledging the ideas or words of others if you use them in your work and helps avoid plagiarism. It is evidence that you have read relevant background literature and you can provide authority for statements you make in your assignments. The Harvard Citation Style is the most common style of referencing; hence, you are suggested to use it for referencing the sources you have used in your assignment or project. Please refer below link for more details: http://www.staffs.ac.uk/assets/harvard_referencing_examples_tcm44-39847.pdf Plagiarism Plagiarism occurs when other's work such as print material, images, audio-visual creations, computer programs, electronic materials, etc. are used without appropriate acknowledgement. Plagiarism includes , but not limited to, the following:  Copying full or part (paragraphs, sentences or significant part of a sentence) of other's work directly  Copying from other's work with an end reference to the original source, but without putting the copied text between  Paraphrasing, summarising or rearranging words, phrases or ideas of other's work  Copy-Paste of statements from multiple sources (electronic or print material)  Presenting a work, done in collaboration with others, as independent work  Using one's own work presented previously Disciplinary Action for Student Plagiarism is Zero mark Students are given the chance to lodge their appeal against the sanctions to the Head of Department. quotation marks Prepared: CIRILO E. MIRANO, JR. DBA, MBA Lecturer Verified and Approved: JOEFRELIN C. INES, M.B.A., Ph.D., IACMP HOS - Marketing