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.
