managing sales & distribution (msd)

of 7

Postgraduate Diploma in Marketing

Assignment

Subject Managing Sales and Distribution (MSD)

Nature of the Assignment Individual Assignment

Examination December 2016

Examination /Assignment

Registration Period 1st October to 26th October 2016

Assignment Submission Period 7th November to 13th November 2016

Late Submission Period 21st November to 25th November 2016

Assignment Acceptance time period Weekend and Weekday from 9.00am to 3.00pm

Presentation Date N/A

Email address to send soft copy [email protected]

IMPORTANT

Assignment should be submitted to SLIM within the Assignment Submission Periods

indicated above.

Assignment will not be accepted after the late submission under any circumstances.

Attached cover page should be used, printed in relevant color (Stage 1-Blue/Stage 2-

Green/ Stage 3-Pink).

Assignment Marking Sheet should be attached after the cover page followed by the

Assignment checklist & declaration form.

Current University students are allowed to submit the assignment without attending

lectures since they register as self-study students but they have to attend the

individual presentation sessions.

of 7

Soft copy of your assignment should be sent to above mentioned email address

and you will be receiving an automated reply of receipt of the assignment, If you

have not received the automated reply, please verify with course coordinator.

Soft copy is only a reference document that will not be considered as an

assignment submission

SLIM will issue an acknowledgement slip upon the submission of your assignment and

it must be retained by the student as proof of submitting the assignment.

You are required to register for examination / assignment within the above given

period. Assignments will not be accepted if you have not registered for the

exam/assignment.

If you have not submitted the assignment your results for the respective subject

will appear as “Fail” in the final grading.

In case of absent at the examination, relevant student has to re-do the

assignment in order to pass the subject in the next examination.

If you are a student of an Accredited Study Center, you can submit the

assignment to the accredited study center and presentation date and time will

be notified to the accredited center once all assignments received to SLIM Home

in parallel to the SLIM web site.

Refer Student deliverables indicated below for specific details about assignment

submission and presentations.

of 7

Assignment Topic:

PWC (Pvt) Limited Company “Shiney”

The newly recruited GM for PWC (Pvt) Limited, manufacturer and marketer of “Shiney”

cosmetic products in Sri Lanka mentioned the below points in his 1st day of addressing the sales

team.

Sales related marketing policies influence the sales executive’s job and effectiveness. They

provide guidance in drafting plans for achieving the organization’s personal selling objectives,

in organizing sales effort, in managing the sales force, and controlling sales effort. Sales

executives play different roles in deciding sales policies, but in all companies, they bear the

responsibility for implementing these policies.

Product policies and distribution policies shape the basic nature of the company and set the

pattern for its sales force operations. Pricing policies are important because sales staff must

persuade target buyers not only to accept the company’s products but at the prices asked.

Sales executives play a critical role in implementing sales related marketing policies, making

them work in a way that facilitate achievement of personal selling objectives.

Formulating personal selling strategy requires analysis of competitive posture to determine the

kind of sales person needed and the size of the sales force. Personal selling ultimately must be

individualized to each customer and prospect; each sales person, in the final analysis

determines when and how to do what in the contact with each assigned customer.

Management makes the key decisions on personal selling strategy, but each sales person

determines (though quality of job performance) the effectiveness of that strategy in achieving

the company’s overall personal selling objectives.

The company is aware that their sales structure is ineffective, and the need to restructure the

organization. They wanted to determine how their reps could increase sales effectively and

what would be the best distribution mix to improve sales productivity to have a positive

revenue impact and growth on sales volumes through an effective corporate strategy

You as the General Manager Sales, requires to illustrate certain points to your sales team which

consists of, 3 regional managers, 7 area sales managers and 20 sales representatives.

of 7

Task One

Discuss two corporate strategic decisions to re-arrange the organizational structure of PWC

(Pvt) Limited for next financial year. Justify the answer with the strategy developed.

Task Two

According to this structural re-engineering process, the employees’ responsibility and

accountability is the vital part for making their duty list. Make an effective job analysis to

develop job specifications and job descriptions for each position with justifications.

Task Three

Set up “Distribution policies – Who to Sell” for PWC and briefly explain them with reasoning

for implementation.

Word Allocation for each task

Task Content Weightage

Task one 40%

Task two 30%

Task three 30%

Total ( word count 2000 – 2500) 100%

Note: Please refer the given assignment marking scheme for marks allocation.

of 7

Assignment checklist & declaration This document is intended as a guide to check and improve your assignment. Review your Assignment together with the specific guidelines and criteria (marking schedule) that are mentioned in the program handbook given to you. You are expected to confirm that your assignment fulfills the below requirements, tick (√) in the cage.

Student Name

Registration No ( As per registration book )

Cover page with relevant color code of the stage

Stage 1 – Blue

Stage 2 – Green

Stage 3 – Pink

Assignment checklist & declaration form ( This sheet)

Assignment marking scheme is attached

Assignment sheet is attached

Table of contents

Body of the assignment

References

Course fee paid in full (coaching/registration/exam and membership)

Exam registration completed

Assignment emailed to relevant email address ( You will be receiving an automated reply of receipt of the assignment, if you have not received the automated reply, please verify with course coordinator. Soft copy is only a reference document that will not be considered as an assignment submission)

I’m fully aware that any misleading information provided in above checklist will lead to rejection of my assignment. I, the undersigned, confirm that I have read and understood the statement about plagiarism which is outlined in the students handbook. I confirm that the work that I have submitted accompanying this report is wholly my own, and that any quotations or sections of text taken from the published or unpublished work of any other person is duly and fully acknowledged therein. Signature: ________________________________ Date: _________________

of 7

Assignment Marking Scheme

Subject Managing Sales and Distribution (MSD)

Student Registration Number

Criteria Marks

Allocated Awarded

Aligning to the purpose of the assignment 20

Some of the answer addresses to the purpose of the question 1-5

This has addressed the purpose of the assignment 6-10

Has addressed the purpose of the assignment coherently 11-15

This has addressed the purpose of assignment comprehensively 16-20

Clarity of expression 20

An attempt to organize in a logical manner 1-5

Satisfactory showing of logical manner and organization 6-10

Shows higher level of Carefully and logically organized 11-15

Shows coherent structure with clearly expressed ideas 16-20

Using examples/evidences 20

Shows a little use of examples 1-5

Some use of examples. Some evaluation attempted 6-10

Some use of examples. Well evaluated 11-15

Shows appropriate examples are fully and reliably evaluated 16-20

Critical analysis of concepts, theories, conclusions 20

Demonstrates limited evidence of critical analysis 1-5

Demonstrates some critical analysis of relevant theory 6-10

Demonstrates application of theory through critical analysis 11-15

Demonstrates application of critical analysis well integrated 16-20

Following assignment guidelines 20

Limited follow-up of assignment guidelines 1-5

Some level of follow-up of assignment guidelines 6-10

Good display of adherence to assignment guidelines 11-15

Excellent adherence to assignment guidelines 16-20

Total

100

Special Remarks

Signature of the Examiner

of 7

Managing Sales and Distribution (MSD)

Assignment Topic

Student Name

Reg. No.

December 2016 Examination

Postgraduate Diploma in Marketing

Sri Lanka Institute of Marketing

managing sales & distribution (msd)

Documents