ASSESSMENTS

Coursework
You will be formally assessed in this module through coursework.
There are 2 pieces of assessment (two pieces of coursework) for this module, which
together contribute 100% of your final grade in the module. You need to pass both
assessment components to pass the module overall.
Coursework 1: to be submitted in week 6 details on MOODLE.
This coursework counts for 30% of your final mark in this module.
It provides an early opportunity for you to submit a piece of assessed work that is:

meaningful as a contribution to your performance in the module

helpful in giving you feedback on the style and standard of work that will be
expected of you

relevant in encouraging you to identify a company that you will use in

Coursework 2

You will use the same company for Coursework 1 and for Coursework 2. The
company you select may be your current or a previous employer, another company
you have personal knowledge or experience of, or any other company about which
you can obtain sufficient information from business articles, trade press sources,
annual reports, websites etc. You are not expected to approach a company directly
for assistance, though you can do this if you wish.

Coursework 1 requires that you analyse and evaluate the current situation of the
company you choose. You need to explain what the current situation is and why the
company is where it is at present, drawing on relevant topical issues in the sales
management agenda including (you do not have to cover all of these): customer
relationships, sales organisational structure, functional barriers between the sales
function and other functions in the company, sales management/ leadership style of
the organisation, how it uses technology (in the supply chain) in relation to its
customers, and its approach to sales performance evaluation.

There are several elements that must be covered in this first coursework:
1.

A factual report on the company you have selected in which you should identify
its: name, aims, size, market sector, its strengths and weaknesses as a sales
organisation.

2.

A critical evaluation of how the sales function in the organisation is currently

configured and managed, and how it engages with its key customers

The sources of your information should be referenced in Harvard style. Visit the
following link for details on how to reference your work correctly:
http://staff.napier.ac.uk/services/library/study/skills/Pages/bib.aspx

This coursework should be 1500 words in length. You will be permitted 10%
leeway (so, 1650 words is the absolute maximum word count excludes references,
appendices etc.).

Coursework 2: to be submitted in week 12 details on MOODLE.

This coursework counts for 70% of your final mark in this module.
Coursework 2 must illustrate how the selected organisation could/ should manage its
sales function and implement and evaluate its overall sales programme with
consideration to relationship management, recruitment & selection, training &
development, motivation of sales people, market segmentation, formalisation of
sales processes, development of enabling technology and integration of all its
business functions. Consider themes of: Innovation, Technology, Leadership,
Globalisation and Ethics where appropriate.
You should critically evaluate and develop the chosen company towards a world
class sales organisation. How might the chosen organisation become and/ or remain
a high performing sales organisation. You should use appropriate theory/
frameworks/ models from literature (core texts and academic articles) and relate/
apply to the selected company under investigation. You must read widely around all
the topics in the module. Ensure you justify statements and any recommendations.

You should provide a brief introduction to the organisation (an edited version from
Coursework 1) and state clearly what Coursework 2 will cover.
You should briefly introduce the elements of theory that you are using.
You should then discuss the ways in which you can see the theoretical principles
being applied in the company.
The assignment should demonstrate your understanding of the concepts, the ability
to select and discuss relevant literature and to apply knowledge of International
Sales Management issues and challenges.

The most important part of this assignment is that you critically appraise the extent to
which the current models of good practice in Sales Management can relate to the
implementation and evaluation of a sales programme.
This coursework should be 3500 words in length. You will be permitted 10%
leeway (so, 3850 words is the absolute maximum word count excludes references,
appendices etc.).

Marking Scheme for both Courseworks 1 and 2

The following coursework assessment feedback sheet, and marking scheme, will
help you identify the key elements of the coursework.
Student Name:
Matriculation Number:
Overall Grade:
Criteria

Excellent

Very
Good

Good

Presentation, Organisation &

Structure of Material
Evidence of research and
further reading
Critical analysis, coherent and
logical argument
Conclusion
Referencing

Additional Comments:

Signed:

Date:

Poor

Weak

Marking Scheme
Criterion

Distinction :

Pass:

Fail:

Presentation,
Organisation
& Structure
of Material

Neat, legible
presentation. Correct
spelling. Accurate
grammar and
punctuation. Meaning
clear and fluid with an
articulate academic
writing style.

Neat, legible
presentation.
Occasional spelling
errors. Mainly accurate
grammar and
punctuation. Coherent
meaning and fluent
writing style.

Untidy and difficult to

read. Significantly
poor spelling. Poor
grammar and
punctuation. Meaning
unclear. Language
lacks fluency.

Evidence of
research and
further
reading

Demonstrates sound
knowledge of an
extensive range of
appropriate and current
literature.

Demonstrates some
knowledge of a range
of appropriate and
current literature.

Demonstrates little
knowledge of
appropriate literature.

Critical
analysis,
coherent and
logical
argument

Sound understanding of
and ability to compare
theories. Sophisticated
analysis. Critical
approach to literature.
All strands of the
argument are consistent
and supported by
evidence. Conclusions
are innovative and
convincing. Follows a
logical process.

Sound understanding
of theories. Attempts to
analyse or take a
critical approach to
literature.
The argument is
generally consistent
and supported by
evidence. Conclusions
are drawn from the
evidence presented.
Follows a logical
process.

Lacks understanding.
Relies on description.
Inadequate level of
analysis and criticism.
The argument is
inconsistent, and
lacks supporting
evidence.
Conclusions are either
not drawn, or cannot
be supported by the
evidence offered.
Does not follow a
logical process.

Conclusion

Identifies significant
points from preceding
discussion. Draws
together main threads of
argument. Makes a
concluding statement
based on these
arguments No new
information introduced

Summarises main
points effectively. No
new information
introduced.

Fails to summarise
main points.
Introduces new
information.

Referencing

Literature is accurately
integrated into the text.
All sources
acknowledged. Harvard
citation method used
consistently.

Literature is accurately
integrated into the text.
Most sources
acknowledged. Harvard
citation method used
consistently.

Literature not
integrated into the
text, or not used.
Sources not
acknowledged.
Harvard method either
very poorly or not
used.