MARKETING 362 SALES
COMPETITION PROJECT
Project Overview with Duane Weaver
OUTLINE
•
•
•
•
•
•
•
Dates and Deadlines
Rules
Evaluation and Awards
Logistics
Team Considerations (Strategy)
Figure 4.1 and 4.2 (value strategy)
Solidify Teams
Dates and Deadlines
• First Seminar (Completed by Feb. 3)
– Solidify teams (acquire contact information from each
other and plan coordination efforts)
– Identify Sales Manager and advise instructor
• Second Seminar (Feb. 6)
– Develop Sales Value-Add Strategies (Fig. 4.1 and 4.2)
– Hand in Fig. 4.1 and 4.2 (one per team)
• Sales Competition Day
– Monday Feb. 13 from 1 PM to 2:20pm.
– Sales Manager’s meeting at 12:30 PM B250, R402 (ALL
SALES MANAGERS AND OBSERVERS must attend)
– Acquire product at 12:55 PM
– Distribute product from 13:00 to 14:20PM
– Submit sales results before 14:25PM (cut-off)
(Late penalty: 10% deduction per 5 minutes late up to 15
minutes then 0%)
• Personal Report
– One page due March 3th before the start of class.
Competition Rules
• All product must be sold between 13:00 and
14:20
• All sales must occur “on campus” only.
• Teams may not sell to their own team
members.
• Cut off is at 14:20 PM (all revenues must be
collected and recorded and handed-in by
14:25 PM sharp)
(late penalty: 10% deduction per 5 minutes late up to
15 minutes then 0%)
• University Ethics must be observed at all
times
Evaluation and Awards
• Top Sales Team
– Highest NET sales
(Total revenues less costs)
– Observers confirm all rules are
satisfied
• Best Teamwork
– 1/4 weighting on sales achievement,
1/4 weighting on sales manager
assessment (team) and 1/2
weighting on observer evaluation
Evaluation and Awards
• Project Grade (max. 100%):
– Team Score
• Teamwork Score plus
• Team Sales ranking:
–
–
–
–
–
–
–
–
–
15% for Top Sales
12% for Second
10% for Third
8% for Fourth
6% for Fifth
4% for Fifth
3% for Sixth
2% for Seventh
0% for Eighth +
– Personal Grade
• Your Personal Written Report ( 5%)
• Team Score (75%)
• Weight Factor (20%) based on Peer Evaluation
(10 weights for each team member per team, to be distributed as you
see appropriate to a maximum grade of 110%)
PERSONAL EVALUATION SUMMARY
• The Teamwork Score is graded by the observer, the
team’s assessment of the sales manager , and the
team’s sales achievement with a bonus for position
placement
• Personal score is your Team score plus your weighting
by peer evaluation and your one page personal report:
–
–
–
–
Personal Report
Team score
Weighting
TOTAL
= 5
= 75
= 20
= 100% (possible 110%)
• Example:
– My team comes third in sales,
– We receive a Team Score of 75% with a bonus of
10%....therefore our final team score is 82.5%
– my team mates award me 100/120 weights
– My personal report grade = 80%
My final grade= 82.5*75% plus 83.3*20% plus 80%*5% =
82%
TEAM CONSIDERATIONS - strategy
• PLACE (location)
• PRICE (high profit/value added/lower
volume vs. low price/high
volume…etc.)
• PROMOTION (method of attracting
sales – your strategy)
• PRODUCT – a consumable (all receive
the same volume of the same product
within the same time frame – product to
be announced at the Feb. 1 seminar)
Value Strategy
There are two challenges with
this competition:
1. The use of sales skills to sell a
similar product at similar time
2. The ability to add value to your like
product within a time-limited “one
time” sale
(short term focused selling)
Value Strategy
• Your teams need to develop
Figures 4.1 and 4.2 together and
hand-in next seminar.
SOLIDIFY TEAMS
• Get together in your teams and:
– Obtain contact information from each
other
– Develop coordination plan
– Develop Value Add strategy
– Discuss Logistics
– Discuss the 4Ps and your approach
MARKETING 362 SALES COMPETITION PROJECT
See you next class.
THANK YOU
Have a Great Day!