International Sales Leadership

Assignment requirements
Summative Assessment (2750 words)
The chosen topic is: Organisational buying behaviour
The chosen Origination: Yokohama

Please find the below points:
Critically analyse the practice of this topic in the organisation ( the assessment is in form of report)
The organisation should have a direct salesforce or business development team and it should have a significant B2b element. By selecting Yokohama, you would need to focus on specific services, which is the B2b division of Yokohama.
The assessment should Express the company’s operation around the globe, to enable to explore the contrasts between different operating units.
An introduction to industrial or organisational buying process
looked in depth at the concept of the ‘buying centre’ , buying roles and some of the psychology around the buying process.
how national culture impacts buying decisions and the implications for sales teams.
how is B2b buying behaviour changing; the impact of Millenials and technology on the buying process.
conclusions/recommendations Should be at the end of the report.
The assessment will be checked on Turnitin

You will need to apply relevant theories:
1- Buying Behaviour: Howard Sheth Model:
The Psychological World (The Buying Centre)
The Buying Conditions or Situation
The Joint Decision-Making Process.
2- Buying Centre – (decision-makers and buying decision, critically analyse the roles buying centre)
3- implications of Buying Centre on sales
4- People involvement (Makes challenges for both sells and marketing functions)
5- Buying Situations: –
New Task Purchases
Modified Repurchases
Straight Repurchase
6- Organization buying model (Key Elements).
7- Culture Perspectives: –
National Cultures
Communities of Meaning
Corporate Culture
Professional Culture
8- Impact of culture on sales strategy, Impact of national culture and impacts of negotiation on culture.
9- Current perspectives on B2b buying behaviour
10- Changing buyer behaviour
11- One of Sales Elements: negotiation
12- Impacts of negotiation on sales process
Reference

Please use the following references (Not more than 4 times) + along with wide range of Journals, 35 references is a must
Cuevas, J. M., Donaldson, B., & Lemmens, R. (2015). Sales management: strategy, process and practice. London: Macmillan International Higher Education.
Sheth, J. N. (1973). A Model of Industrial Buyer Behavior. Journal of marketing, 37(4), 50-56.
Hansen, John D, Singh, Tanuja, Weilbaker, Dan C, & Guesalaga, Rodrigo. (2011). Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future Research. The Journal of Personal Selling & Sales Management, 31(3), 243-254.
Reliable sources might include:
Journal articles (Google scholar).
newspaper articles from: Financial Times, Economist, Harvard Business Review, MIT Sloan Technology Review, New York Times etc.
insight and white papers from consultants; McKinsey, Accenture, Ernst and Young.
insight and reports from the Association of Professional Sales or Institute of Sales Management or equivalent.

The assessment should be presented in a report, structure to include:
terms of reference or report objectives
a short introduction to your chosen organisation
findings
analysis
recommendations/conclusions
sources: references