MKTG307 Sales Management Session 2, 2018 Individual Assignment Outline Department of Marketing and Management Overall Requirements Building An Australian Sales Team Due: To your tutor via a box at BESS in hard copy in Week 8 by 5pm Tuesday October 2nd. Your assignment must also be submitted to Turnitin on iLearn on that day by 11:55pm. No extensions will be granted. Late tasks will be accepted up to 72 hours after the submission deadline. There will be a deduction of 10% of the total available marks made from the total awarded mark for each 24 hour period or part thereof that the submission is late (for example, 25 hours late in submission 20% penalty). This penalty does not apply for cases in which an application for disruption of studies is made and approved. Format: A business report to the CEO, showing team allocation & budget by location or channel. Marks: 35% of total Course Marks 80% for content and 20% for the professional presentation of the document A Marking Guide is provided and should be attached as your cover sheet. Word Limit: 4,000 with a 20% variance allowed Topic Sales Team Structure, Roles and Rewards You must choose a B2B product or service that would be available in the Australian marketplace such as a computer or telephony system, a large piece of machinery or professional service such as major consultancy. Please Note: You may choose a product or service that is also available for the B2C market. You are the Sales Director. Your task is to build a sales team structure that reflects appropriate staff numbers, their geographic location, their roles and remuneration packages, giving consideration to the distribution model that could exist and the costs and revenues that are assumed within this assignment. A National Sales Director (YOU) will need to be your starting point for a sectional Organisation Chart, and your own salary, benefits and bonuses will be part of your required budgeted costs. Within your task is the need to investigate current sales salaries in the appropriate industry and you are advised to consider various incentive programs and include any that you consider appropriate. You may also wish to consider internal and external sales roles, and web based structures. The product or service chosen will likely define this choice. Assumptions: Annual Sales: $50,000,000 Gross Margin: 25% excluding Selling Costs but inclusive of Advertising and Promotion Net Profit required: 10% of sales revenue (Simply put: You have $7.5M to spend at full sales achievement which is assumed) The Product or service should be available in all States and Territories (and NZ if you wish). MKTG307 INDIVIDUAL ASSIGNMENT MARKING GUIDE Name:_______________________________ Student #_____________________ Table of Contents 1 2 Executive Summary 1 2 3 4 5 Sales Team Organisational Structure & Role Descriptions 2 4 6 8 10 12 14 16 18 20 Salary Packaging Content & Supporting Arguments 5 10 15 20 25 30 35 40 45 50 Bibliography & Referencing 1 2 3 General Presentation/Professionalism of Report (including Spelling/Grammar) 2 4 6 8 10 12 14 16 18 20 Total: ____/ 100 Actual Mark: ______/ 35 Comments: _______________________________________________________________________________________________
To your tutor via a box at BESS in
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