Write a report for top management that indicates how this change in orientation can be achieved:Critically evaluate the current sales strategy of the company and indicate how this strategy should be changed in order to become more marketing oriented.

Module

Strategic Sales Management
Assignment
Title
Developing a new sales strategy for a company of your choice
Assignment
Type
Individual Assignment
Word Limit 3,500 – 4,000
Weighting 100%

Plagiarism When submitting work for assessment, students should be aware of the LSBF guidance and regulations concerning plagiarism. All submissions should be your own original work.

You must submit an electronic copy of your work. Your submission will be electronically checked.

Harvard
Referencing &
Special
Instructions
The Harvard Referencing System must be used. The Wikipedia website must not be referenced in your work.

You are allowed to upload only ONE attachment (e.g. an Excel sheet) in addition to your original assignment, unless there is a requirement for morethan one document in the assignment brief.

You must upload your assignment in PDF or Word document format. Your paper will not be graded if it is submitted in any other format.

If you submit your assignment as a PDF version, please include the exact word count of the assignment on the title page.

Learning Outcomes

On successful completion of this assignment you will be able to:

1. Critically assess the main approaches to strategic sales management;

2. Assess the global sales environment and critically evaluate its impact on sales strategy formulation for a given global organisation;

3. Evaluate the current strategic sales management practices in an organisation and identify and critically evaluate suggestions for improvement of these practices;

4. Construct and apply models for sales strategy implementation;

5. Synthesise and critically evaluate a strategic sales analysis and plan for a global organisation.

 

Your Task

‘In the same way that selling has become more professional, so too has the nature and role of sales management. The emphasis is on the word management. Increasingly, those involved in management are being called upon to exercise in a professional way the key duties of all managers, namely: planning, organising and controlling’ (Jobber and Lancaster, 2015, p. 14).

You have recently been appointed as the Regional Sales Director in Europe for a global B2B company of your choice. The company is headquartered in the UK, and the sales force is organised in such a way that each national sales director is directly reporting to you. Most sales directors have been with the company for many years, and the selling approach can best be defined as product oriented. However, due to increased competitive price pressure, the company needs to change its approach towards a more marketing-oriented
one.

Your task is to write a report for top management that indicates how this change in orientation can be achieved, by addressing the following tasks:

1) A critical review of the differences between a product and marketing borientation and the importance of a seamless alignment between the strategic marketing plan and the strategic sales plan. (LOs 1, 2) (20 marks)

2) Critically evaluate the current sales strategy of the company and indicate how this strategy should be changed in order to become more marketing oriented. Specifically, highlight the role of sales force automation in modern selling. (LOs 3, 5) (40 marks)

3) Based on the new sales strategy, develop an improved motivation and training plan and a sales force evaluation process. (LO4) (40 marks)

 

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