Sales & Purchasing Management - IKEA

Sales & Purchasing Management

15725 Sales & Purchasing Management Case Study task brief & rubrics

Task and case description.

The assessment is an individual task. The proper completion of the task will demonstrate the knowledge of the student on the topics related to:

• Account Relationship Management

• Strategic Role of Sales Management

To do so, the student is expected to work with the case of IKEA and to show the knowledge on the topic and its application to the specific case.

The case - IKEA

Account Relationship Management (Customer Relationship Management for B2C environments) is one of the concepts that have changed how the sales-management policies and plans are conceived within business organizations. Despite the fact that many companies still struggle with its application, yet we can find companies that have developed an excellent Customer Relationship Management strategy to retain and increase the loyalty of their customers. Among those companies that have succeeded with the proper development and application of the Customer Relationship Management, we can find the very well-known company of IKEA.

For the case:

1. Could you please explain the main stages to set up a proper “Customer/ Account Relationship” approach?

2. What are the tools at your disposal to set up and implement a “Customer / Account Relationship” approach?

3. Based on the previous inputs and your knowledge of the case, could you please identify the main elements that has been used by the Swedish company to set up an outstanding customer relationship?

 

Formalities:

• Wordcount: 2.000 words

• Cover, Table of Contents, References and Appendix are excluded of the total wordcount.

• Font: Arial 12,5 pts.

• Text alignment: Justified.

• The in-text References and the Bibliography have to be in Harvard’s citation style.

 

Submission: Week 10 – Via Moodle (Turnitin). Deadline: 3 of April, 2022, 23:59 hours.

Weight: This task is a 40% of your total grade for this subject.

It assesses the following learning outcomes:

• Understand the sales management function as part of the overall company strategy and the process involved in go -to-market activities.

• Describe the importance of personal selling as part of IMC.

• Assess different sales organization structures and to design them.