BMZ ACADEMY
THE BMZ ACADEMY
@061 262 1185/068 053 8213
BMZ ACADEMY 061 262 1185/068 053 8213
, BMZ ACADEMY
Table of Contents
Question 1: Sales Training Programme for Eco-Conscious Consumers .................... 3
1.1 Conduct a detailed training needs assessment and describe the expected
knowledge, proficiencies and skill requirements needed by Send a Surprise’s sales
team to be able to sell eco-friendly and sustainable products (3 marks). ................... 3
1.2 Based on the needs assessment discussed in question 1.1, develop three clear
and specific objectives for the proposed sales training programme (3 marks). .......... 4
Question 2: Compensation and Rewards Strategy for Online Sales Team ................ 6
2.1 Propose a financial compensation structure for Send a Surprise’s online sales
team. Justify your recommendation(s) considering the nature of online sales and the
specifics of the case study (4 marks). ........................................................................ 6
2.2 Develop a non-financial incentive programme that rewards sales team members
for achieving specific targets. Illustrate how any four types of incentives/rewards could
be used by the management team of Send a Surprise to motivate the sales team. Give
specific examples of how the reward could be implemented by the company (8 marks).
................................................................................................................................... 7
Question 3: Apply McClelland’s theory of needs to propose motivational strategies
aimed at enhancing the performance of the sales team at Send a Surprise. Your
discussion should focus on the three fundamental needs identified in the theory to
propose relevant ways in which the sales team can be motivated. Ensure your
proposals are supported by examples and insights from the case study. .................. 8
Conclusion ................................................................................................................. 9
References ................................................................................................................. 9
BMZ ACADEMY 061 262 1185/068 053 8213
THE BMZ ACADEMY
@061 262 1185/068 053 8213
BMZ ACADEMY 061 262 1185/068 053 8213
, BMZ ACADEMY
Table of Contents
Question 1: Sales Training Programme for Eco-Conscious Consumers .................... 3
1.1 Conduct a detailed training needs assessment and describe the expected
knowledge, proficiencies and skill requirements needed by Send a Surprise’s sales
team to be able to sell eco-friendly and sustainable products (3 marks). ................... 3
1.2 Based on the needs assessment discussed in question 1.1, develop three clear
and specific objectives for the proposed sales training programme (3 marks). .......... 4
Question 2: Compensation and Rewards Strategy for Online Sales Team ................ 6
2.1 Propose a financial compensation structure for Send a Surprise’s online sales
team. Justify your recommendation(s) considering the nature of online sales and the
specifics of the case study (4 marks). ........................................................................ 6
2.2 Develop a non-financial incentive programme that rewards sales team members
for achieving specific targets. Illustrate how any four types of incentives/rewards could
be used by the management team of Send a Surprise to motivate the sales team. Give
specific examples of how the reward could be implemented by the company (8 marks).
................................................................................................................................... 7
Question 3: Apply McClelland’s theory of needs to propose motivational strategies
aimed at enhancing the performance of the sales team at Send a Surprise. Your
discussion should focus on the three fundamental needs identified in the theory to
propose relevant ways in which the sales team can be motivated. Ensure your
proposals are supported by examples and insights from the case study. .................. 8
Conclusion ................................................................................................................. 9
References ................................................................................................................. 9
BMZ ACADEMY 061 262 1185/068 053 8213
