BUS 3302-21.01.02-4A25-S1, Sales Management
Unit VII Assignment
In this assignment, you will plan to conduct an audit of a sales organization and hold a sales meeting to discuss your findings. Prepare one document that includes your 500-word business memo and the 500-word script of what you will say at the sales meeting. Read the situations carefully so you know what to include in each part.
You have been selected as the new sales manager of Rapid Digital, a firm founded 20 years ago to provide digital repair services and equipment to other businesses. You are replacing the recently retired long-time sales manager to bring a new vision and motivation to the sales organization and its 30 salespeople. The vice president of marketing has asked you to audit the sales organization and prepare a business memo of at least 500 words that describes, in detail, how you will conduct the audit. Be sure to explain the role of sales volume, cost, and profitability in your audit. How do these three evaluate the effectiveness of the sales organization? Also, be sure to discuss the concept of benchmarking and how it will be used in your audit to determine the effectiveness of the sales force.
Your audit of the sales organization raises questions in your mind about the accuracy of the expense information submitted by salespeople and whether some reps may be stretching ethical boundaries to make sales. You decide to call a sales meeting to address your concerns. What will you say?
Write a script of at least 500 words that explains the importance of submitting accurate expense reports and following ethical guidelines. Include some examples of ethical lapses. Provide your vision for moving the organization forward.
Your response should be at least 500 words in content. You must use at least two cited sources, not including the provided article. These sources can be from the CSU Online Library, the course textbook, published journals or articles, or reliable internet sources. Any sources you use must be cited and referenced in APA style. APA formatting, however, is not necessary.
