MKT 4103 – CRM Tools

Group Assignment 1
Improving Sales Team Performance

Instructor: xx

Contact: xx @cestarcollege.com

Value: 10.0 points

Due Date: Refer Evaluation Timetable in Moodle

1. Purpose of the Assignment and Learning Outcomes

Learning Outcomes for this assignment:

Upon completion of this assignment, students have:
Run simulations allowing to make real-life like decisions reflecting the following topics:
 Understanding how to make their customer data work for companies.
 Identifying profitable products.
 Understanding customers needs.
 Developing sales funnel data.
 Analysing various performance metrics in order to inform future strategic decisions.

2. Assignment Deliverables

The assignment is done in groups. The assignment must be presented in class. 15 minutes
presentation, maximum 15 slides.
a) Select a company for your assignment. The company must be doing personal selling
and have sales teams. Examples –an insurance company, a footwear brand with
retail stores, a car dealership, etc.
b) Provide short description of your company and 4P’s and STP-
segmentation/targeting/positioning information). (25/100 points)
c) Design a blueprint and discuss the following items as well as an integration of these
items that would support your company’s business question - how to improve
sales/advisors team performance (assume you have 7 business development
professionals in your team):
1. the customer data that your company require to answer the business question
(15/100 points).
2. the sales funnel data that your company require to answer the business
question (15/100 points).
3. the product data that your company require to answer the business question
(15/100 points).

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 MKT 4103 – CRM Tools

4. the transactional data that your company require to answer the business
question (15/100 points).
5. the marketing/social media/customer service data that your company require
to answer the business question (15/100 points).
6. Make sure you provide sources for your statements/suggestions/
recommendations, you must provide APA citations for all of your sources.
Sources could be expert opinions, industry leaders’ information, leading
companies content, statistical data. No sources=minimal value/credibility.

Rubric

Elements of Report F (0-49) D (50-59) C (60-69) B (70-79) A (80-100)

Needs A few parts are ok, Many parts are ok, It is good, but some Your boss
major but many changes but some changes minor changes excitedly
rework (either content or (either content or (either content or takes it to
before it editing/formatting) editing/formatting) editing/formatting) VP/CEO
can be used are required are required are required
in the
organization

Content: All points are Problems Problems with Problems with 2 or Problem with one Strong
discussed in depth and based with many several content 3 content areas content area content,
on and relevant to course content areas excellent
content. Points are presented areas; evidence,
based on the facts and logical
evidence. There are no Any uncited argument,
unsupported claims and text correct
exaggerated language. tone,
Discussion is professional and discussion
focused on the questions. based on
facts.

Layout of Report: Headings are Missing Problems with Problems with 2 or Problem with one All required
appropriate and visually many several required 3 required elements required element features
appealing, layout on each page required elements present
is professional in appearance, elements;
page numbering is present. All Any uncited
text and charts/tables are text
properly edited and readable.

Mechanics and style: Free from More than 7 5-6 errors 3 or 4 errors 2 errors Zero to
any spelling and grammar errors ; minimal
errors, appropriate business errors
writing style and level of Any uncited
formality, paragraphing text
correct, appropriate and varied

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 MKT 4103 – CRM Tools

vocabulary. Proper APA is

used.

Presentation Missing Problems with Problems with 2 or Problem with one All required
many several required 3 required elements required element features
Professional Appearance- required elements present
Started in time, finished in elements
allocated time, answered
questions in allocated time,
prepared
documents/slides/etc. for the
presentation in allocated time
(no time extension), conducted
themselves in a professional
and ethical manner during the
entire class.

Word/Excel/PowerPoint files -
Clean, clear, professionally
prepared/edited, and effective

Member Involvement - All

members involved in it - each
member presents at least 2
points/slides to get a group’s
mark, missing presentation
reduces the individual mark by
10%

Answering questions -
Professionally, calmly, taking
them as an opportunity to
provide more information and
convince

Tips for a Successful Assignment

A. Planning

i) Ensure that you are clear about the instructions and expectations for the
assignment.

ii) Ensure you understand the concepts focused by the assignment (and provided in
the course materials).

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 MKT 4103 – CRM Tools

iii) Before you start composing your assignment, you may want to prepare an outline
mapping out all the information you collected and how it fits in the assignment
topics (and structure) you must cover.

B. Pacing the work

i) Estimate how much time you plan to allocate to planning, drafting, and revising
your assignment.

ii) In the planning phase, you may want to have a time interval between collecting
and triaging information. This will ensure you will not rush in using information
that may not be useful, or using it solely due to time constraints as opposed to
the worth of its content.

C. Organising your assignment

In addition to following the instructions, please ensure to spell check your

assignment, check format, and the final visual appearance of your document.

D. Formative feedback before submission

Please discuss with your instructor the option to submit your assignment in draft for
formative feedback before final submission for marking.

Policies
Referencing – For referencing and/or citations, please use APA guidelines found at
https://owl.english.purdue.edu/owl/resource/560/01/. Verbal citations must be referenced
and documented in separate pages as Appendixes embedding interview scripts.

Plagiarism and Cheating – Plagiarism and/or cheating offenses will be reported as per
policies and procedures in place. Any evidence of cheating/academic offense will result in
having the assignment rejected and a mark of zero, as well as the offense documented by
the instructor with the administration.

Late assignments/assignments not submitted/Make ups – Please refer to the “Late

Missed Tests and Assignments Policy.” Requests for extension of deadlines must be
discussed with instructor. There is no expected commitment that an extension will be
granted automatically. Approval of extensions is at the discretion of the instructor.
Assignments not submitted will result in a zero mark.

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