Group Assignment $1$

Improving Sales Team Performance

$1.$ 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.

a$)$ Select one of the following companies, as it relates to their B$2$B strategic business units that use personal selling approach and have sales teams for your assignment:

$1.$ Staples $($office supply$)$

$2.$ SAS $($data analytics$)$

$3.$ Rolls$-$Royce $($engines$)$

$4.$ Best Buy $($office furniture$)$

$5.$ Saputo $($dairy$)$

b$)$ Provide short description of your company and $4$P$$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 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$).$

$4.$ 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$).$