Order ID:89JHGSJE83839 | Style:APA/MLA/Harvard/Chicago | Pages:5-10 |
Instructions:
FedEx Marketing Proposal Discussion Essay Paper
Assume that you have recently been promoted to an upper-level sales management position. The new North America Director of B2B sales has informed you that the U.S. regional department is being restructured to support the recent company expansion. Your sales management department has the added responsibilities of hiring additional staff and will require training for new and current employees. The CEO’s mission is to create more customer value, increase sales productivity, and improve sales leadership, using ethical practices. Your sales director wants to improve the U.S. sales territory strategies, salesforce performance appraisal methods, and apply the trust-based selling process. Your task is to prepare a proposal to be delivered to the Board of Directors, regarding how this restructure will be designed and implemented.
You may choose to use Hewlett Packard Enterprise, IBM, or FedEx, as the context for this assignment. As an alternative, you select another company with instructor approval.
Create a 1,600-word proposal explaining your recommendations using the Sales Management Process:
Company and Industry Background: Describes the context in which the sales function operates. Includes brief company history, a description of company objectives, management philosophy, strategy, etc. You must do a library search on the industry and company and present an original strategy overview relevant to the sales position (in other words, identify key marketing strategies and the role of personal selling within them).
Description of the Sales Management Department Positions: Provide background information as to the qualifications of each of the following positions:
Regional Sales Manager
Sales Training Manager
District Sales Managers
B2B Salespeople
Sales Support
Sales Planning and Forecasting: How often will the department plan their sales forecast, how will it be used in the day-to-day operations, and what forecasting tools are used?
Organization of the Sales Function: Defines the position and role of the sales function within the organization. Includes a description of job responsibilities, lines of communication, territory division, account management practices, and assignment. An organizational chart-included in the report or in the appendix-is helpful for presenting this information.
Recruiting and Selection: Who performs the recruiting function, how are candidates identified, what selection procedures are used, what training programs do new recruits participate in, who conducts the training sessions?
Training Program: Design a training program to introduce and enhance the skills and qualifications of new and current employees
Compensation and Incentives: How will the salesforce be paid, what compensation methods are used, what methods of motivation do you suggest the firm use, what rewards are given, etc.?
Sales expenses: What expenses will the firm cover (auto, meals, hotels, office equipment, and supplies)
Territory Assignments: How will the sales territories and quotas be assigned?
Performance Appraisals: Methods for evaluating employee and team performance, including a progressive discipline process. How often, who performs them, what is the impact on compensation as a result of the performance appraisal?
Sales Leadership Strategies: Provide your recommended leadership styles and strategies for promoting ethical behavior using a Biblical worldview.
Your research must also include at least 3 additional academic (e.g., journal articles) resources in addition to your textbook to support your conclusions).
RUBRIC |
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Excellent Quality 95-100%
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Introduction
45-41 points The background and significance of the problem and a clear statement of the research purpose is provided. The search history is mentioned. |
Literature Support 91-84 points The background and significance of the problem and a clear statement of the research purpose is provided. The search history is mentioned. |
Methodology 58-53 points Content is well-organized with headings for each slide and bulleted lists to group related material as needed. Use of font, color, graphics, effects, etc. to enhance readability and presentation content is excellent. Length requirements of 10 slides/pages or less is met. |
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Average Score 50-85% |
40-38 points More depth/detail for the background and significance is needed, or the research detail is not clear. No search history information is provided. |
83-76 points Review of relevant theoretical literature is evident, but there is little integration of studies into concepts related to problem. Review is partially focused and organized. Supporting and opposing research are included. Summary of information presented is included. Conclusion may not contain a biblical integration. |
52-49 points Content is somewhat organized, but no structure is apparent. The use of font, color, graphics, effects, etc. is occasionally detracting to the presentation content. Length requirements may not be met. |
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Poor Quality 0-45% |
37-1 points The background and/or significance are missing. No search history information is provided. |
75-1 points Review of relevant theoretical literature is evident, but there is no integration of studies into concepts related to problem. Review is partially focused and organized. Supporting and opposing research are not included in the summary of information presented. Conclusion does not contain a biblical integration. |
48-1 points There is no clear or logical organizational structure. No logical sequence is apparent. The use of font, color, graphics, effects etc. is often detracting to the presentation content. Length requirements may not be met |
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FedEx Marketing Proposal Discussion Essay Paper |
FedEx Marketing Proposal Discussion Essay Paper