Short Paper Business & Finance homework help

Assume that you are the new sales manager for SNHU Conference Services. The department works closely with the SNHU Culinary School in hosting banquets, conferences, sales meetings, and other events for Manchester-area businesses and nonprofit organizations. All events are held on-site, either within the dining area of the Culinary School or in other SNHU meeting facilities. Your basic task as sales manager is to sell the department’s services and develop a full schedule of business events during the coming year.

Part One:
Buying Process in Organizations

This first portion of your report will examine a unique business buying/selling situation using the eight-step buying process. You need to select the buying company, and the selling company is your department, SNHU Conference Services. Assume it is a new task buying situation.
Identify the following:

  1. The buying company
  2. The selling company
  3. The problem or opportunity
  4. How the seller plans to influence the buyer during each of the eight steps
  5. Who is involved in the purchase decision within the buyer’s “buying center”
  6. What criteria the buyer will use to evaluate sellers (use the text as a guide)
  7. What individual needs must be met of the buying center members (use the text as a guide)
  8. What, if anything, would change if this were a modified or straight rebuy

Part Two:
Prospecting and Qualifying Sales Leads

Respond to the following:

  1. Describe the lead generating and prospecting strategies you will use. Which prospecting sources did you find most useful?
  2. Describe the business characteristics you will use to qualify your prospective leads.
  3. Identify and briefly profile two real companies that you believe represent strong prospects for SNHU Conference Services. Explain why they would make strong prospects.

Short Paper/Case Study Rubric (Undergraduate)

Guidelines for Submission: Short papers should use double spacing, 12-point Times New Roman font, and one-inch margins. Sources should be cited according
to a discipline-appropriate citation method. Page-length requirements: minimum of 2 pages.

Critical Elements Exemplary (100%) Proficient (85%) Needs Improvement (55%) Not Evident (0%) Value

Main Elements Includes all of the main
elements and requirements
and cites multiple examples to
illustrate each element

Includes most of the main
elements and requirements
and cites many examples to
illustrate each element

Includes some of the main
elements and requirements

Does not include any of the
main elements and
requirements

25

Inquiry and Analysis Provides in-depth analysis that
demonstrates complete
understanding of multiple
concepts

Provides in-depth analysis that
demonstrates complete
understanding of some
concepts

Provides in-depth analysis that
demonstrates complete
understanding of minimal
concepts

Does not provide in-depth
analysis

20

Integration and
Application

All of the course concepts are
correctly applied

Most of the course concepts
are correctly applied

Some of the course concepts
are correctly applied

Does not correctly apply any of
the course concepts

10

Critical Thinking Draws insightful conclusions
that are thoroughly defended
with evidence and examples

Draws informed conclusions
that are justified with evidence

Draws logical conclusions, but
does not defend with evidence

Does not draw logical
conclusions

20

Research Incorporates many scholarly
resources effectively that
reflect depth and breadth of
research

Incorporates some scholarly
resources effectively that
reflect depth and breadth of
research

Incorporates very few scholarly
resources that reflect depth
and breadth of research

Does not incorporate scholarly
resources that reflect depth
and breadth of research

15

Writing
(Mechanics/Citations)

No errors related to
organization, grammar and
style, and citations

Minor errors related to
organization, grammar and
style, and citations

Some errors related to
organization, grammar and
style, and citations

Major errors related to
organization, grammar and
style, and citations

10

Total 100%

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