Sales and Distribution Management

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Question:
Vaughn Manufacturing Company
Based on information provided in this case study and application of relevant course concepts covered in Sales and Distribution Management:
Weeks 1-6
(Personal Selling Process, Sales management, integrated marketing strategies, selling process, marketing communication, understanding buyer behavior and customer needs, channel management and importance of relationships transaction and relationship selling)
Answer the following six questions in . Provide detailed reasoning to support your views.
a) What type of selling approach is appropriate for Vaughn Manufacturing? (Weighting: 15 marks)
b) Does Raul Sajak appear to be a suitable salesperson for Vaughn Manufacturing? (Weighting: 15 marks)
c) Analyse the salesperson hiring practices (including recruitment, selection and induction) at Vaughn Manufacturing. (Weighting: 15 marks)
d) Analyse the performance of Keith Horton (a district sales manager at the firm). (Weighting: 20 marks)
e) Explain why Raul Sajak is having difficulties in his role. (Weighting: 15 marks)
f) If you were the national sales manager of the firm, what advice would you provide Keith Horton? Your answer should not just focus on what Horton should do about Sajak. (Weighting: 20 marks)
• Your assignment should be in informal essay format, without any summary section (since summary material adds no value to case study analyses). Dot points may be incorporated within the body of the text.
• You should provide a strong emphasis on analysis or explanation. Do not summarize case facts or concepts from the course, since this adds no value to your analysis and doesn’t demonstrate depth of understanding. You should apply relevant concepts. Your discussion should demonstrate understanding of a wide range of concepts covered in prior lectures and required reading, and an ability to apply those concepts to a specific situation.
• You should adopt the Harvard style of referencing for your assignment.
Criteria for assignment
You should be able to:
Body of knowledge: Demonstrates creativity and insight in applying specialized concepts to solve problems.
Lifelong Learning: Provides evidence of substantial learning from prior cases covered in the course, and of sound understanding of foundation concepts covered in prior courses.
Problem solving: Identifies key issues, analyses those issues using evidence and argument, and makes appropriate recommendations.
Work alone and in teams: Provides substantial evidence of reflection and/or of dialogue with others.
Ethics: Provides appropriate acknowledgement of sources and substantial evidence of consideration of ethical dimensions of the case situation.
Effective communication: Is clearly written, with virtually no limitations.
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