Sales & Purchasing Management

The assessment is an individual task. The proper completion of the task will demonstrate the knowledge of the student on the topics related to:

Sales Organization Structure,
Salesforce deployment,
Salespeople management,
Main Sales-indicators and measurements,
Sales techniques and negotiation,
Sales funnel and its usage.

To check that specifical knowledge, the student is expected to answer to the following questions:

TOPIC: SALES ORGANIZATIONAL STRUCTURE AND SALESFORCE DEPLOYMENT.

1) Could you please describe what does it mean a “Sales Organization”? What are the main elements of a Sales Organization?
TOPIC: SALESPEOPLE MANAGEMENT: DIRECTING SALES OPERATIONS.

2)  How would you describe the process of acquiring sales talent?
3)  How important is to know your business organization to understand which type of salespeople you must hire /retain? Please, explain.

Formalities:

Wordcount: 1.500 words
Cover, Table of Contents, References and Appendix are excluded of the total wordcount.
Font: Arial 12,5 pts.
Text alignment: Justified.
The in-text References and the Bibliography have to be in Harvard’s citation style.

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