GB533
Sales
Force Management
Case
Analysis
Case
5-2: Computer Services Corporation: Improving the Recruiting Process, Page
156
During
each week, you will be required to examine a case in the textbook applicable to
the learning for concepts applied during the unit.
Case Study
Introduction:
Case
studies cross many disciplines within the organization and are a snapshot of
one’s ability to apply concepts and theories to real-life situations.
Utilization of outside resources is expected, and appropriate application of
concepts is expected throughout the body of the analysis. This case analysis is
not simply your opinion; it is based upon solid concepts and theories. You
should integrate sales force management concepts, applicable theories from the
textbook, and outside resources into your analysis. Sales force management
principles should be the foundation of your analysis. It is not acceptable
simply to state an opinion; it is critical that your opinion be supported by
theories and concepts and that the body of your work provides substantial
citations and references to those theories.
Cases should be no less
than 5 pages plus a cover page and reference page. Appropriate application of
APA formatting is required. Cases develop a managers skills because the
results are quantitative and qualitative in nature and offer a tool to support
understanding. Case studies are also beneficial in helping you learn how to
interpret information. Case studies place you in a hypothetical consultant
position. As the consultant, you are to remain objective and refrain from
making subjective claims. Opinions should be supported by applying concepts and
terms from your textbook and other research. When you use outside research, always
include appropriate citations and provide that source as a reference at the end
of the paper.
A
case study will have three common traits:1) A
case study deals with real companies andsituations, 2) seldom has a
solution, and 3) contains ample data. Your task as a consultant will be to
examine the respective information and data, interpret the relevant
information, arrange it in a practical and sequential order, and investigate
possible solutions. You must remain objective throughout this process. Since
this is a formal analysis, you are to write in a style that reflects formal,
collegiate-level work. This will include an objective perspective, 3rd person
voice, and lack of contractions/slang expressions. Any references should
contain appropriate citations applying the APA format.
There are many ways to look at a
single case study. First, look for questions that need to be answered. Look for
issues, constraints, potential problems, and produce a summary of what needs to
be changed in order to strengthen the company, create growth, or increase
profits.
.gif”>.gif”>
1
.gif”>Kaplan
University School of Business
.jpg”>
GB533
Sales
Force Management
There
are numerous ways to organize and write a case study. Use the following outline
to complete the Case Analysis Assignments in our class.
Use the following
outline for this Assignment.
1.Interpret
the Problem(s):Interpret the problem that exists within
the case studyComputer Services Corporation: Improving the Recruiting
Process on page 156 of our textbook. There may be multiple problems. Always
keep your audience (a Board of Directors who may have hired you) in mind when
choosing the problem statement; they may have opposing views on the situation.
2.Examine
the Facts:Examine the facts presented in the case.
These may include pertinenthistory or background information, industry
trends, or other relevant data.
3.Application:
Apply sales force management concepts,
applicable theories from thetextbook, and use outside resources in
order to apply sales force management principles to this practical real-life
case study situation.
4.Conclusion:
This
section is for any concluding remarks.
Resources
for proper use of APA Style:
http://www.apastyle.org/
http://dianahacker.com/pocket
Case Study
Grading
The
case studies that have been selected are varied and comprise almost 30% of your
total grade. The cases will be graded on the format information presented:
Statement of the problem and summary of
facts20%
Analysis30%
Recommendations and rationale20%
Conclusions10%
Answers to any significant
questions incorporated within the study, writing quality, and flow including
grammar, structure, APA formatting, clarity of expression, and outcome logic
along with persuasiveness20%.
.gif”>.gif”>
2
.gif”>Kaplan
University School of Business
.jpg”>
GB533
Sales
Force Management
.gif”>.gif”>
3
.gif”>Kaplan
University School of Business.jpg”>GB533Sales
Force ManagementCase
AnalysisCase
5-2: Computer Services Corporation: Improving the Recruiting Process, Page
156During
each week, you will be required to examine a case in the textbook applicable to
the learning for concepts applied during the unit.Case Study
Introduction:Case
studies cross many disciplines within the organization and are a snapshot of
one’s ability to apply concepts and theories to real-life situations.
Utilization of outside resources is expected, and appropriate application of
concepts is expected throughout the body of the analysis. This case analysis is
not simply your opinion; it is based upon solid concepts and theories. You
should integrate sales force management concepts, applicable theories from the
textbook, and outside resources into your analysis. Sales force management
principles should be the foundation of your analysis. It is not acceptable
simply to state an opinion; it is critical that your opinion be supported by
theories and concepts and that the body of your work provides substantial
citations and references to those theories.Cases should be no less
than 5 pages plus a cover page and reference page. Appropriate application of
APA formatting is required. Cases develop a managers skills because the
results are quantitative and qualitative in nature and offer a tool to support
understanding. Case studies are also beneficial in helping you learn how to
interpret information. Case studies place you in a hypothetical consultant
position. As the consultant, you are to remain objective and refrain from
making subjective claims. Opinions should be supported by applying concepts and
terms from your textbook and other research. When you use outside research, always
include appropriate citations and provide that source as a reference at the end
of the paper.A
case study will have three common traits:1) A
case study deals with real companies andsituations, 2) seldom has a
solution, and 3) contains ample data. Your task as a consultant will be to
examine the respective information and data, interpret the relevant
information, arrange it in a practical and sequential order, and investigate
possible solutions. You must remain objective throughout this process. Since
this is a formal analysis, you are to write in a style that reflects formal,
collegiate-level work. This will include an objective perspective, 3rd person
voice, and lack of contractions/slang expressions. Any references should
contain appropriate citations applying the APA format.There are many ways to look at a
single case study. First, look for questions that need to be answered. Look for
issues, constraints, potential problems, and produce a summary of what needs to
be changed in order to strengthen the company, create growth, or increase
profits..gif”>.gif”>1.gif”>Kaplan
University School of Business.jpg”>GB533Sales
Force ManagementThere
are numerous ways to organize and write a case study. Use the following outline
to complete the Case Analysis Assignments in our class.Use the following
outline for this Assignment.1.Interpret
the Problem(s):Interpret the problem that exists within
the case studyComputer Services Corporation: Improving the Recruiting
Process on page 156 of our textbook. There may be multiple problems. Always
keep your audience (a Board of Directors who may have hired you) in mind when
choosing the problem statement; they may have opposing views on the situation. 2.Examine
the Facts:Examine the facts presented in the case.
These may include pertinenthistory or background information, industry
trends, or other relevant data. 3.Application:
Apply sales force management concepts,
applicable theories from thetextbook, and use outside resources in
order to apply sales force management principles to this practical real-life
case study situation. 4.Conclusion:
This
section is for any concluding remarks.Resources
for proper use of APA Style:http://www.apastyle.org/http://dianahacker.com/pocketCase Study
GradingThe
case studies that have been selected are varied and comprise almost 30% of your
total grade. The cases will be graded on the format information presented:
Statement of the problem and summary of
facts20%
Analysis30%
Recommendations and rationale20%
Conclusions10% Answers to any significant
questions incorporated within the study, writing quality, and flow including
grammar, structure, APA formatting, clarity of expression, and outcome logic
along with persuasiveness20%..gif”>.gif”>2.gif”>Kaplan
University School of Business.jpg”>GB533Sales
Force Management.gif”>.gif”>3
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