MARKETING EXERCISE 4

ExCh4

1. Interview a sales manager to understand the sales organizational design plan for the company or business unit for which he/she works. Address the following.
a. What is this manager’s name, job title, and company? Describe the industry? Who are this salesforce’s primary customers (e.g., manufacturers, retailers,businesses, consumers, etc.)
b. Describe the organizational design for the salesforce. Which of the designs we discussed in class (e.g., geographical, market, product, function, etc.) does this most closely align with? Justify your answer.
c. Why did the sales manager choose this particular sales organizational/territory design plan? According to this manager, what are the pros and cons of the design?

Notes: Be sure to incorporate topics, concepts, and terminologies discussed in the chapter.

2. Submit/post your word document to the Bb assignment folder space by the due date listed in the syllabus schedule.Note: Write-ups should be no more than 3 single spaced pages.

Grading Rubric to be used

Criteria Points

Answers cover all parts/aspects of the questions, are in-depth, incorporates concepts from the course material, and contain proper spelling and grammar.
27-30
Answers cover some but not all parts/aspects of the questions, are somewhat in-depth, may lack adequate incorporation of concepts from the course material, and contain some spelling and grammar errors.
24-26
Answers cover only a few parts/aspects of the questions, are lacking depth, are void of concepts from the course material, and contain many spelling and grammar errors.
0-25
Late submission of work 50% deduction from earned score