You must choose a B2B product or service that would be available in the Australian marketplace such as a computer or telephony system, a large piece of machinery or professional service such as major consultancy. Please Note: You may choose a product or service that is also available for the B2C market.
You are the Sales Director. Your task is to build a sales team structure that reflects appropriate staff numbers, their geographic location, their roles and remuneration packages, giving consideration to the distribution model that could exist and the costs and revenues that are assumed within this assignment. A National Sales Director (YOU) will need to be your starting point for a sectional Organisation Chart, and your own salary, benefits and bonuses will be part of your required budgeted costs.
Within your task is the need to investigate current sales salaries in the appropriate industry and you are advised to consider various incentive programs and include any that you consider appropriate. You may also wish consider internal and external sales roles, and web based structures. The product will likely define this choice.
Assumptions:
Annual Sales: $25,000,000
Gross Margin: 50% excluding Selling Costs but inclusive of Advertising and Promotion
Net Profit required: 20% of sales revenue
(Simply put: You have $7.5M to spend at full sales achievement)
The Product or service should be available in all States and Territories (and NZ if you wish).
This Assessment Task relates to the following Learning Outcomes:
The objective of this unit is to provide an understanding of the responsibilities of management in achieving company strategies through professional and effective sales management techniques. This will include the variant requirements that service and manufacturing organisations have and their impact on sales team make up and effectiveness. The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and Motivating a Sales Team • Managing and Delivering Compensation Programs
To enable students to grasp the true value of selling as a critical corporate function;Throughout the course, the emphasis is on the practical processes as used in the modern business: identifying needs, building the appropriate team, analysing results and using it as the basis of your decision making.
To gain an insight into the various sales methodologies that an organisation may employ.
To analyse the sales team structure and how to build, train and manage that team.
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