Sales and Purchasing management assignment

The company that needs to be analysed is PMCI manufacturing


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Sales & Purchasing Management

Midterm Assignment & rubrics


· This is an individual task

· Answer all the questions below

· This is concerning the coursework we have gone through in class.

· Answer each question separately and upload on Moodle in pdf format)

· You need to choose a B2B company which will need to be vetted by the professor The company chosen is (PMCI manufacturing)


1. Using a company of your choice, in a B2B sector, give an overview of the key points of how value is delivered to the clients. Give a short explanation of why it is important to understand in terms of sales for the company and relate to Porter’s Value Chain?

2. Explain how the company above is structured (organisationally) to support its sales activities both in sales and related functionalities?

3. Describe the key “push & pull” activities of the company?

4. Describe how the company manages clients through the Sales Cycle?


· Wordcount: 1800 words

· Use a Table of Contents to help your structure.

· 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.

Submission: Week 4 – Sunday 21/08/2022 23:59, via Moodle

Weight: This task is a 40% of your total grade for this subject.

It assesses the following learning outcomes:

· Outcome 1: understand the sales management function as part of the overall company strategy and the processes involved in go-to- market activities.

· Outcome 2: describe the importance of personal selling

· Outcome 3: analyze the different stages of the personal selling process and its participants

· Outcome 4: Understand the support of the organizational structures in terms of sales


Exceptional 90-100

Good 80-89

Fair 70-79

Marginal fail 60-69

Knowledge &

Understanding (20%)

The student demonstrates excellent understanding of sales and purchasing concepts and uses vocabulary in an appropriate way.

The student demonstrates good understanding of the sales and purchasing area and mentions relevant concepts and demonstrates good use of the relevant vocabulary.

The student understands the task but provides minimum theory and/or some use of vocabulary in terms of sales and purchasing. Some missing knowledge apparent.

The student understands the area of sales and purchasing and attempts to answer the question but does not mention key concepts or uses minimum amount of relevant vocabulary. Several misunderstandings in places.

Application (30%)

The student applies fully relevant knowledge from the sales and purchasing topics delivered in class. The student knows completely how the tools work.

The student applies mostly relevant knowledge from the sales and purchasing topics delivered in class and understand mostly how the tools work.

The student applies some relevant knowledge from the topics on sales and purchasing delivered in class. Some

misunderstanding may be evident in terms of application of the tools.

The student applies little relevant knowledge from the sales and purchasing topics delivered in class.

Misunderstandings are evident and there is a lack of concrete application of the tools (e.g. examples)

Critical Thinking (30%)

The student critically assesses sales and purchasing in an excellent way, drawing outstanding conclusions from relevant authors. Excellent evaluation throughout.

The student critically assesses sales and purchasing and sales and purchasing in good ways, drawing conclusions from relevant authors and references. Good evaluations throughout.

The student provides some insights on sales and purchasing but stays on the surface of the topic.

References may not be relevant. Fair evaluations throughout.

The student makes little or no critical thinking in terms of sales and purchasing insights, does not quote appropriate authors, and does not provide valid sources. No critical analysis of note

Communication (20%)

The student communicates their ideas on sales and purchasing extremely clearly and concisely, respecting word count, grammar and spellcheck. Excellent use of visualisations.

The student communicates their ideas on sales and purchasing clearly and concisely, respecting word count, grammar and spellcheck. Good use of visualisations.

The student communicates their ideas with some clarity and concision. It may be slightly over or under the wordcount limit. Some misspelling errors may be evident. Some limitations with the visualisation of data.

The student communicates their ideas on sales and purchasing in a somewhat unclear and unconcise way. Does not reach or exceed wordcount excessively and misspelling errors are evident. Some challenges with referencing and not used visualisation of

information in an appropriate way.

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