Overview:
All students completing MRKT4213 should be able to apply sales management, marketing, and research related skills and knowledge by planning and conducting an interview with a sales manager. Students research the business and the sales manager, prepare and conduct the interview, and present to colleagues the findings after the interview.
Instructions:
This assessment consists of two parts and requires the student to research a company, the job role of the sales manager in that company, and then to get an appointment and conduct an interview with the sales manager. The assessment is valued at 30% of the overall course grade, and is graded as two separate components:
1)
Interview Report; well-written, keyed report of the findings after the interview with the sales manager (20%)
2)
Interview Presentation; the findings after the interview with the sales manager presented in front of your colleagues (10%)
Student can use the grading checklist and rubric to arrive at the grade for the assessment.
Below are listed next steps:
1.
Pick ONE local business, such a retail chain, a FMCG distributor, or a hotel.
2.
Pick ONE sales manager that is working for this business– you will select a professional who is actually performing in a true sales management job role. This person may or may not be called a Sales Manager – for example, s/he may be the owner or GM.
3.
Research the business, the market it operates, the product portfolio, and use this knowledge to analyses the sales function and sales manager job role you plan to interview.
Agree with instructor the company and the sales manager to interview; set-up an appointment for the interview.
5.
Conduct the interview with the sales manager in his/her organization; during the interview compare his/her practices to the practices advocated in this course.
6.
Write-up the transcript after the interview, or include the audio/video file with your interview in D2L, use MP3 or MP4 format.
7.
Prepare a report of the interview where you present findings and analyze any differences between this organization, the job role of the sales manager, and our text, and where appropriate, make recommendations to the organization (or to the text!).
8.
Present interview findings to the class; submit a final written report before the presentation.
