Individual Paper : DUE 11/21/19
Individual Paper: You will complete a paper (8 pages NOT including references or title page) and you will choose a topic and company. It is worth 200 points.
Choose between the following topics:
· personal selling process
· motivating a sales force
· selecting and hiring salespeople
· implementing a sales training program
· leadership in a sales force
And you will chose a company to write about
· Amazon
· Wal-Mart
· SalesForce
· Nike
· Pepsi
You MUST chose ONE company and ONE topic. You cannot chose your own company or topic. Only these are approved.
Resources to help you:
The companies selected and topics will give you a WIDE variety to write about. For example: Amazon World Services as a leader in a sales force. Or Personal Selling Process on Amazon. Another example would be Motivating a sales force at a Nike store. The possibilities are great so find a topic that works for you.
Each of these topics are in detail in our texbook: Mark W. Johnston and Greg W. Marshall, Sales Force Management, Leadership, Innovation, Technology Twelfth Edition, 2016 Routledge: New York, NY
You will also find a lot of information about each topic located in the powerpoints in “supplemental material” on the left hand tab in the course.
Each company is publicly traded and has massive amounts of information about each of these five topics on their websites.
Remember, Title and reference page is not included in the eight pages. You must have at least eight references. The paper will be submitted through Blackboard.
Criteria
Ratings
Pts
This criterion is linked to a Learning OutcomeTitle page
10.0 pts
The Title page lists the member and names of the team in alphabetical order, along with the title of the case analyzed.
0.0 pts
No Marks
10.0 pts
This criterion is linked to a Learning OutcomeIntroduction
20.0 pts
The introduction provides sufficient background on the topic and discusses the problem being analyzed and the main issues that apply to the case.
0.0 pts
No Marks
20.0 pts
This criterion is linked to a Learning OutcomeAnalysis and the Evaluation
80.0 pts
The Analysis and the Evaluation part is comprehensive, accurate, and/or persuasive. Major points are stated clearly; are supported by specific details, examples, or analysis; and are organized logically. Your report should not be just a sequence of questions and answers. You are expected to tie the concept together to fashion a cogent report.
0.0 pts
No Marks
80.0 pts
This criterion is linked to a Learning OutcomeConclusion
40.0 pts
The conclusion is logical, flows from the body of the case, and reviews the major points.
0.0 pts
No Marks
40.0 pts
This criterion is linked to a Learning OutcomeMechanics of writing and APA formatting
30.0 pts
Writing is clear, concise, free of errors, and follow the APA format. All sources are cited.
0.0 pts
No Marks
30.0 pts
This criterion is linked to a Learning OutcomeTimely Submission
20.0 pts
Individual paper report is submitted on time.
0.0 pts
No Marks
20.0 pts
Total Points: 200.0