Report on some key issues of Concord and Associates
Please read the Case Study on Concord and Associates.
Emily Murray, Regional Sales Manager for Concord has asked you to prepare a report for her addressing some key issues she faces:
- There is little doubt that there are negative trends in the performance of one member of her sales team, Jose. Analyse the data in the case study to uncover the specific behaviours that contributed to his level of performance.
- Based on the information in the case, what strategy or approach does Jose appear to be taking when meeting with his customers?
- What reasons might Jose offer to dispute a negative annual performance appraisal? How might Emily respond to his comments?
- From the evidence in the case study, are any other salespeople who work for Emily having potential problems in performance areas? If so, what are they?
- Analyse several ratios discussed in the evaluation chapter to help you compare and contrast the six sales people managed by Emily. In what way are these ratios helpful in your evaluation?
- Write a short formal narrative (approximately 500 words) for Emily to give to Jose which evaluates his performance. Remember the importance of being factual and objective.
- What recommendations would you give to Emily for the future training and development of her team? Complete your report with a training plan, developed with priorities and timescales.
Your report should be approximately 3000 words in length. (Appendices, bibliography and executive summary are not part of the word limit and you are allowed +/- 10% on the word count).
All your recommendations should be clearly justified with reference to appropriate theory. It is also essential that you include an appendix containing a breakdown of the current sales force performance and use this to underpin the recommendations.
70 – 100% Full analysis of key issues and set of justified recommendations, including sound theoretical underpinning with use of models and relevant examples, developed into a fully prioritised plan with timescales. A good range of reasoned outcomes in a well presented report. A comprehensive consideration of the personnel specification together with a reasoned identification of key skills.
60 – 69% Analysis of key issues may be limited but recommendations are justified, and there is some theoretical underpinning with use of models and relevant examples, developed into a prioritised plan with timescales. A sound range of reasoned outcomes in a well presented report. Good consideration of the personnel specification together with a reasoned identification of key skills.
50 – 59% Analysis of issues may be limited and recommendations are only partially justified. Some theoretical underpinning with use of models and relevant examples. Some development into a prioritised plan with timescales. A range of reasoned outcomes in a fairly well presented report. Consideration of the personnel specification and identification of key skills may only show partial reasoning.
40 – 49% Analysis of issues may be limited and recommendations will be only partially justified. Theoretical underpinning is basic with little use of models and relevant examples. Some attempt to develop a plan but may lack timescales. Consideration of the personnel specification and identification of key skills is basic and lacks some underpinning. May be an inadequately presented report.
20% to 39% Analysis of the issues is very limited and recommendations lack justification. Theoretical underpinning is minimal with little or no use of models and relevant examples. Poor attempt at developing a plan. Consideration of the personnel specification and identification of key skills is poor with no underpinning. May be a poorly presented report.
0 to 19% Lacks significant analysis or meaningful proposals. Undefined or absent plan. Very little or no support from theory and examples are poor or non-existent. Consideration of the personnel specification and identification of key skills is poor or absent and has no underpinning. Poorly presented and may not be in a report format.