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B2B Sales Management Project Guide

The semester project gives student teams the chance to develop a sales plan for a B2B scenario. Each team must submit a written sales plan covering class topics like structure, strategy, compensation, and training. They will also present and defend part of their plan to the professor, playing the role of CEO. The project is worth 300 total points. Teams of 4-5 students will be formed to complete the project together. Periodic meetings will be held for students playing specific roles. The professor will provide additional information to teams as the "CEO" via email. The written plan and presentation will be graded on accuracy, competence, professionalism, synergy, presentation quality, team delivery, defense of the plan, and consistency

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18 views3 pages

B2B Sales Management Project Guide

The semester project gives student teams the chance to develop a sales plan for a B2B scenario. Each team must submit a written sales plan covering class topics like structure, strategy, compensation, and training. They will also present and defend part of their plan to the professor, playing the role of CEO. The project is worth 300 total points. Teams of 4-5 students will be formed to complete the project together. Periodic meetings will be held for students playing specific roles. The professor will provide additional information to teams as the "CEO" via email. The written plan and presentation will be graded on accuracy, competence, professionalism, synergy, presentation quality, team delivery, defense of the plan, and consistency

Uploaded by

Rachel Jane Tan
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© All Rights Reserved
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SALES MANAGEMENT MMEL 002

Semester Project Details:


The class project, an integral part of the course, gives students the chance to
apply the main themes we discuss. Each team will be charged with developing an
appropriate plan to manage the selling effort for a specific b2b situation.
Structure, strategy, compensation, training, and other elements are included.

The cornerstone of the project is a detailed written Sales Plan covering the
various class topics and concepts. In addition, each team will present and defend
a portion of their plan to the “company executives”. The project will be worth
300 points (100pt for the final exam & 200pt for the quizzes).
Project Teams
Students self-form teams of 4-5 people; the professor will review each team’s
membership and make any changes he deems appropriate for the success of the
project. The team then remains intact for the entire project; all teams use the
same case scenario for their work.
Each team will decide who plays each of the following roles: VP Sales; VP
Marketing; Training Manager; National Accounts Manager; Regional Sales
Manager. During the project, there will be periodic ‘meetings’ for all students
with certain titles to discuss aspects of the project.
Your professor plays the role of CEO of the company; both the VPs report directly
to him. As the teams need additional information or advice from the CEO
(referred to as ‘research’), teams may contact him via email (the CEO likes to keep
accurate records of these things). The CEO will reply within 24 hours of all requests
(usually faster). The quality (not quantity) of the team’s research is part of the grade.
Deliverables
There are two required deliverables for the project:
 Written Sales Plan. Each team will write and submit an original Sales Plan
based on the case and other information provided during class and from
the team’s ‘research’
 Sales Plan Presentation and Defense Each team will present and defend a
portion of their Plan to ‘management’; this is in addition to the written Plan

Grading
The written Sales Plan is graded on several factors including:
1. Accuracy of Thought … consistent and accurate application of key concepts
from class that are well thought out and developed
2. Competence … all topics are well understood and properly applied to the
situation
3. Professionalism … all aspects of the project are carried out with a
professional air including team meetings, the sales Plan, and all other
visible aspects of the project
4. Synergy … all aspects of the Plan are mutually supportive and build upon
each other

The presentation is graded on the following factors:


5. Presentation … the quality and thoroughness of the presentation
6. Team Delivery … how well the team functions (speakers and non-speakers)
during the presentation and defense
7. Defense … how the team explains and/or defends its plan during the role
play
8. Consistency … the written plan and presentation must agree in all ways

A sample grading matrix will be provided.

References
Following are several books that provide valuable insights into selling and sales
management. The books are not directly discussed in class, but are supplemental
for interested students.
Rethinking the Sales Force, Neil Rackham and John DeVincentis, McGraw
Hill
Selling: The Profession, David Lill, DM Bass
Compensating the Sales Force, David Cichelli, McGraw Hill
Sales Management, Robert Calvin, McGraw Hill
The New Solution Selling, Keith Eades, McGraw Hill
It’s Not Rocket Science, Mitchell Goozé, IMI
Relationship Selling, Jim Cathcart, Perigee

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