Peer Review

Developing Sales Professionals

Material Detail page

Reviewed:: Jan 6, 2021 by Business

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Ratings

Overall Rating:

Content Quality:

Effectiveness:

Ease of Use:

Overview:

This is a term project that develops sales professionals by analyzing and evaluating the sales management of a particular company. The goal is to evaluate the professional selling and sales management effectiveness of an organization and provide the company with specific, actionable recommendations. Suggestions for readings are provided as well as a rubric. A sample write-up is provided for guidance.

Type of Material:

Assignment

Recommended Uses:

Team project for 3-4 students followed with an in-class presentation.

Technical Requirements:

Chrome

Identify Major Learning Goals:

Evaluate the sales and sales management of an organization.
Develop oral and written communication skills.
Experience working on a team

Target Student Population:

Upper level marketing or management course

Prerequisite Knowledge or Skills:

Prior readings for this course included - Contemporary Selling: Building Relationships, Creating Value, Greg Marshall and Mark W. Johnston; Selling 101: What every successful sales professional needs to know, Zig Ziglar; The One Minute Sales Person, Spenser Johnson, 1984; Blink, Malcolm Gladwell; The Top Ten Best Selling Tips of all Time, John Westman, 2013. Additionally, students completed a sales simulation (shootingformars.com) and signed up for a free tip of the day on professional selling (http://www.makingthenumbers/index.html).

Content Quality

Rating:

Strengths:

Well designed activity for a group or team to complete.
It emphasizes the analysis of professional selling and sales management within an organization.
It prompts students to make recommendations for improvement.
Rubric is provided
Sample written paper is provided

Concerns:

This site only provides a description of how the project is designed
Some implementation recommendations.
Links to outside readings could be provided

Potential Effectiveness as a Teaching Tool

Rating:

Strengths:

This material is clear and concise.
The sample product attached for others to view is quite nice in quality.
The information presented should provide an instructor with sufficient background and support, for customization of application and use.
This assignment overview provides a rubric for both the executive summary and presentation required.
This level of transparency allows the student to know what content to focus on in their analysis and helps them to identify key concepts.

Concerns:

There is minimal information, and most of the rubric items are rather general.
However, this does make it adaptable for individual instructors to provide additional insights and foundation.

Ease of Use for Both Students and Faculty

Rating:

Strengths:

The site is self-contained
Very easy to review and use.
Clear instructions for students to follow.
Includes an example to help students visualize what they need to do to earn high marks.

Concerns:

None

Other Issues and Comments:: This is a well designed assignment for a group to complete. It can easily be modified for an online class. This assignment has multiple prior readings students would have completed before working on their analysis. These readings could be assigned or some of the instructions modified as needed.
Creative Commons: