Reference no: EM133165616

The students are required to work on practical project related to sales management as an individual. Your task is to identify and report on the following: in restaurant, conduct interview or review available literature and assess and report on the:

1. Examine a B2B or B2C sales models and structures.

2. Determine what contemporary selling skills are applied by the chosen organisation.

3. Outline and evaluate sales force structure, decisions involved in the recruitment and selection of sales personnel, the methods used for salesforce training and motivation.

To complete the task, you are suggested to follow the following steps:

Step 1. Introduction of the company and examine the organization's sales structure chosen.

Initially, you need to identify what sales models and structures being employed by the chosen organisation (telemarketing, direct marketing, salesforce, outsourced sales etc.)

2. Identify what selling skills the salesforce possess and how such skills benefit the organization

Your report must determine what are the range of selling skills being employed by the brand/company to maximise outcome/sales.

Step 3. Evaluate the decision-making process by management in the process of recruitment/selection, and training

Here you will evaluate the managerial decisions involved in the recruitment process and selection criteria of choosing sales personnel, and what methods being used for training and support of sales staff.

Step 4. Evaluation of findings and recommendations

The last step is to summarise your findings and propose suggestions based on your findings that might help the organisation or their salesforce in better selection, training, support of approaches to managing the sales function.