Task 1: QUESTIONS
1) Describe the different compensation financial plans for the salesforce indicating in which cases could be indicated each of them and why (25 points)
2) Explain the 4 different ways of sales organization and give your personal point of view (pros/cons) of each of them) (25 points)

Task 2: CASE

Do you remember you started working as Sales Manager in a Company 1 month ago? (2ND Assessment)
You´ve been working hard and now you have a clear picture of the situation. It´s time for organizing your first Sales Meeting.
Considering you are going to schedule two days for this important event (for you, the Company and the Sales Team) make a priority list of all the subjects to be discussed during the meeting explaining the different messages you want to share as well your objectives.

Documents expected (all to be submitted via Moodle):
• Wordcount: 2.000-2.500words (Exercises + Case)
• Cover, Table of Contents, References and Appendix are excluded from the total wordcount.
• Font: Arial 11 pts.
• Text alignment: Justified.
• Harvard style in-text citations and bibliography
Submission: Via Moodle by Sunday 8th May, before 23:59hrs.
Weight: This task is worth 35 % of your overall grade for this subject.
It assesses the following learning outcomes:
Outcome 1: Understand the sales management function as part of the overall company strategy and the processes involved in go-to-market activities.
Outcome 2: Describe the importance of personal selling as part of IMC
Outcome 3: Assess different sales organization structures and to design them. according to company strategy and competitive environment
Outcome 4: Evaluate the sales operations management functions and its role in salesforce effectiveness and productivity.
Outcome 5: Apply procurement strategies to effective account management