Experiential Learning: Field Study

Sales Strategy Group Assignment

Finding a Commission Company -

The following assignment is to be completed by the group (4 maximum people in

a group, assigned randomly.
Important details:

Company - Must be commission or bonus based on sales targets based. Only one
company per group. First come first served.

Assignment: Select a large company that sells products/services to customers

that is commission/bonus based on targets based.
Interview the employee(s) of the company (using zoom or other virtual if you can
not respect the physical distancing rules). Essentially you need to discover what
the company’s sales strategy is. Take a picture of your entire group and the
employee and build into your presentation ie a screen shot of everyone on Skype
or Zoom or whatever platform you are using.

Deliverable - Build a 15 minute presentation on your findings.

Presentation: All members of the group must participate in the presentation.

Please note that if your team does not submit a group photo (with the
individual being interviewed), they receive a grade of 0%.
Content: Your presentation should include (but is not limited to) the following:

● Essentially, use as much text book material/theory/terminology/concepts

as possible. The more, the better the grade. All chapters covered. Find out
HOW they sell and COMPARE and CONTRAST to the theory in the textbook.
 ALSO Include:
● A brief overview of what the company does and the company’s history
● *Review of the company’s sales strategy – elaborate/use text
● What actions does the company do to implement their strategy
● How does the company monitor and measure success
● What rewards are in place for sales success
● How does the company rate with respect to their peers
● What tactics does the company use to promote sales
● What training do commission employees receive
● What tactics do commission employees utilize –again, discuss from
concepts you have learned in your course/textbook. Does the company’s
sales strategy align with the material reviewed in class?
● What suggestions does your group have for how the company can improve
its sales strategy
Instructions
-All students must present at the end of semester with their group.
-All students must attend the meeting at the business selected. Details below. A
picture of the group with the employee(s) interviewed is required.

Rubric Sales Strategy Group Presentation Marking Template

Group Member Names

____________________________________________________________
____________________________________________________________

Company ____________________________________________________

Rating scale: 1 –2 no evidence 2 – 4 very little evidence 4-6 some evidence 6-8 good evidence 8-10 excellent evidence

1. Well planned presentation

2. Good description of company
3. Used creativity in presentation and content
4. Good outline of Company’s Sales Strategy
5. Good overview of Company Sales Tactics
6. Good review of sales monitoring
 7. Good comparison to class material
8. Presentation appeared to have been rehearsed
9. Well timed (not too short/long, flow of group)
10. Executive Summary content (matched presentation,
spelling, grammar, layout, length)

Totals _______________________

Comments
___________________________________________________________________
___________________________________________________________________
___________________________________________________________________
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Final Grade: ____________________________________________