sales management homework

Phase 3: Field Study Report (100 Points Report / 50 Points Presentation)

Teams will prepare both a written and oral report on their findings, critiques and insights. The written report must include the following primary components and applicable elements:

 Executive Summary (highlights from the report, key findings)

 Industry Analysis (size, competitive landscape, key players)

 Company Analysis (profile, financial performance, marketing strategy)

 Sales Strategy (organization, size, sales process, staffing, training)

 Sales Operations (compensation, motivation, quotas, expenses, territories)

 Sales Management (leadership, forecasting, budgets, profitability, evaluation)

 Recommendations (critique and insights from your analysis)

Sources, including the interviews, must be cited appropriately, and listed in a bibliography. Supporting and relevant data, analysis, graphics and charts should be included as exhibits within or attached as an appendix to the 15 – 20 page report.