Part B: Distribution Channel Management Assessment Criteria Weight 1 2 3 4 5 Distribution Channel Strategies Develop a channel structures with (1) number of levels; (2) intensity at the various levels; (3) type of intermediaries at each level. Support with channel structure chart. 30% Distribution Channel Management Discussthe channel member selection criteria. Detail discussion on channel members management strategies. 20% Total Score (50%)

APPENDIX A: ASSESSMENT CRITERIA AND GRADING SHEET The content of the report will be evaluated by the criteria identified in the rubric rating sheet: Excellent Good Acceptable Below Average Poor 5 4 3 2 1 Part A: Business Environment Analysis Assessment Criteria Weight 1 2 3 4 5 Company Description ? Details of business nature& industry. ? Company vision & mission. ? Description of new product/service 5% Market or Sales Forecasting ? Perform an environmental forecast, industry sales forecast and company sales forecast ? Justify the outcomes of your forecast ? Set at least TWO (2) sales objectives 15% Sales Force Management ? Analyse the sales organisation. ? Suggest an organizational design with support of an organization chart. ? Discuss the strategies for sales force management. 30%

Late Submission • A 10% deduction per day of total coursework marks (excluding weekends and public holidays). • Late submission between 5 to 10 days, results in a 50% deduction of total coursework marks. • Late submission past 10 days results in an automatic 0% for coursework and the student will be barred from the final examination. Additional Information • The coursework write up must be able to demonstrate critical analysis and application of both theory and practical issues to the company in the case study. • You should bind your coursework with the coursework cover as the 1st page Do not forget to include both your student names and Identification numbers • A CD containing the softcopy version of your coursework should be submitted as well.

At postgraduate level, you are expected to demonstrate the use of a wide range of sources and the ability to engage and evaluate different academic and empirical perspectives and practices. Single or very limited sourced assignments are likely to fail of achieve low marks. References MUST be cited using Harvard system (which is author/date). Please do not use footnotes, etc. Read your Communication skills handbook for information on how to cite reference materials. References must be listed alphabetically by author in a single List of References at the end of each assignment. Do not put multiple lists of references at the end of each section or part.

You will be evaluated on your choice of international entrepreneurship strategies relevant to the latest trend in business management, the critical analysis in which you study those issues, your use of specific concepts from the textbook and other relevant materials, and the strategies that you recommend. Assume the audience for your paper has read the textbook and other readings for this course and attended the class lectures/discussions. Referencing Referencing is NOT just inserting a list of publications at the end of the report and this is not acceptable. Referencing is NOT just inserting a citation at the end of each paragraph and is not acceptable.

Body of assignment This is an academic assignment, so it is essential that your statements be justified by relevant academic theory. A major failing of students is to simply ‘describe’ the processes that have happened. At postgraduate level, you are expected to be able to apply recognized theory to situations, and form opinions. You will often find conflicting opinions from so-called ‘experts’. You should be developing analytical communication skills. Students coming from other universities, and especially overseas students, find this need for ‘analysis’ the most difficult transition to make. You are expected to use your judgment to analyse problems, make value judgments as to whether it is good or bad (or both), use existing academic theory from a range of sources to justify your position, and to argue whether something is valid or not. In the study of management, there is no right or wrong answers, only lots of opinions, many of which change over a period of time. Show that you can act as managers, and communicate your opinions. Major sections should start on a new page. You will be surprised just how much more readable it makes your assignment / report

Table of contents and numbering A comprehensive table of contents is required, with section numbers, section headings, and page numbers. It will include the List of references, a List of appendices, a List of figures, and a List of tables, all with page numbers indicated. All sections and pages should be fully numbered. Introduction An Introduction should be provided at the beginning to summarise the structure of the following sections of the report/assignment.

Assignment guidelines • This is an INDIVIDUAL Assignment. You are to answer ALL questions. • The coursework must be done and must be entirely the work of originality. Please make sure that you are aware of the rules concerning plagiarism. If you are unclear about them, please consult your program coordinator/lecturer. • This assignment carries a weighting of 60% within the Module assessment with 5000 words count. • Students are to answer the following questions in a modified essay format (Cover Page, Table of Contents, numbered headings and sub headings, with Introduction, Body, Close and reference list) • The word count is indicative but students should not exceed the limit by more than 10%. Try to stay with allocated word count as far as possible. Marks are gained for THE CONCISE EVALUATION OF ACADEMIC AND EMPIRICAL MATERIAL. • As a postgraduate student, there is no excuse for poor spelling, bad grammar, or lack of formatting. Use one and half spacing with 12- point font and pages must numbered. Use New Times Roman.