Organisational Buying Behaviour - International Sales Strategy - Report Writing - Management Assignment Help

Assignment Task:

Assessment 

Select one of the following topic areas we have covered on the course: 

• Organisational Buying Behaviour 
• Customer Value 
• Sales and Marketing Alignment 
• International Sales Strategy 
• Sales Ethics 
• Technology and Sales 
• Salesforce Organisation and Deployment 
• Key and Global Account Management 

You will then need to critically analyse the practice of this topic in an organization of your choice (either a corporation, public-sector organization, or Not-for-Profit organization) which undertakes its activities in more than one country. 

To help you deliver an effective report, here is some further guidance on the type of organisation to select: 

• It should have a direct salesforce or business development team.

• Preferably it should have a significant B2b element. For example, Tesco’s would not be a good choice. If you select Amazon, you would need to focus on Amazon Web Services, which is the B2b division of Amazon.

• You can select a non-profit organisation. Many charities have a team of people who promote or ‘sell’ the organisation to raise funds.

• Try to avoid the obvious; Apple, Amazon etc. We would prefer you to be original in your choice of organisation. 

You will need to apply relevant theories, in your chosen topic area, to practice and provide a set of conclusions/recommendations. The case-study analysis must be based on theory applied to evidence relating to the organisation selected. The case study must be based on evidence which you have researched using reliable sources. 

Reliable sources might include: 

• chosen organisation or their customer's websites.

• journal articles sourced via the University online library resource.

• newspaper or magazine articles from; Forbes, Financial Times, Economist, Harvard Business Review, MIT Sloan Technology Review etc...

• insight and white papers from consultants; McKinsey, Accenture, Ernst and Young. • insight and reports from the Association of Professional Sales or Institute of Sales Management or equivalent. 

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