COURSE CODE BCO226   COURSE NAME Sales & Purchasing Management Task brief 1 & rubrics
Case Study
Selling Something People Could Get for FREE
Some products that are being sold have some free alternatives that people can get for free. Some businesses are able to sell these products and make good business out of it.
Charging for something that could be obtained for free is feasible. That’s the reason why services and products vary immensely as well – from smartphones through finding a carpenter or looking for apartments in the same area. So, how do you sell something that people could get for free?
Bottled water is a good case study.

  • Ensure you focus on Business to Business (B2B) sales.
  • Reference your document (Harvard).
  • All questions are equally weighted (25%).
  • Upload your document to Turnitin with appropriate formatting
  • Minimum 1000 words

This task is worth 20% of your overall grade for this subject.
Questions:

  1. Give an overview of sales process of selling bottled water in the B2B segments
  2. Explain how the company manages its sales activities
  3. Describe their main sales & marketing activities and how they add value to sell this product. Define the sale(s) models used by this companies
  4. Give an overview of how the sales Organizational would look like and why.

 
The following learning outcomes:
 
 
 
Rubrics

  Exceptional
90-100
Good
80-89
Fair
70-79
Marginal
60-69
Fail
<60
Criterion 1
(45%)
The student demonstrates proficient understanding of the sales management function as part of the overall company strategy and is able to use company evidence to do so.
 
The student demonstrates sound understanding of the sales management function as part of the overall company strategy and is able to use company evidence to do so.
 
 
The student shows understanding of the sales management function as part of the overall company strategy but fails to identify key implications in the company evidence.
 
The student attempts to understand the sales management function as part of the overall company strategy but fails to identify implications in the company and shows certain misunderstandings.
 
The student fails to attempt/understand the sales management function as part of the overall company strategy.
 
 
Criterion 2
(45%)
The student demonstrates proficient understanding of the importance of personal selling in integrated communications and is able to relate this to the company. The student demonstrates sound understanding of the importance of personal selling in the integrated communications and is able to relate this to the company. The student demonstrates understanding of the importance of personal selling in the integrated communications and is able to partially relate this to the company. The student attempts to demonstrate understanding of the importance of personal selling in the integrated communications but is unable to relate this to the company. The student attempts to demonstrate understanding of the importance of personal selling in the integrated communications but with notable errors and  is unable to/does not relate this to the company
Communication
(10%)
The student communicates their ideas extremely clearly and concisely. The student communicates their ideas clearly and concisely. The student communicates their ideas with some clarity and concision. The student communicates their ideas with poor clarity and concision. Student fail to communicate their ideas clearly and concisely.