Objective: Research and supplement your and the class’s learning on the topic of sales management. This is an individual assignment, although you will be presenting on the same day as other students.
Assignment Details:
Choose at least one article on your assigned topic list. There are two parts to this assignment:
1. Write a two page analysis (double-spaced, 1 inch margins, 11 pt. font) of your article(s) following the guidelines below. *Note: Do not choose an article that has been chosen by another student.
Your written analysis should include the following components:
· Initial identification of the article in APA format
· Brief summary (4-6 sentences) of the main idea of the article(s)
· Discussion of 2-3 key issues raised in the article(s) and how they apply to your learning in this course. *Note: Be specific about relating these issues/ideas and what we are learning.
· Final evaluation of the overall contribution that the article has made to your understanding of the topic and sales management.
· Additional questions you have about this topic. If you were writing a follow up to this article, what aspects would you address further?
· Conclusion
CHOOSE ONE ARTICLE OUT OF THIS LIST
· The Art of Balancing Autonomy and Control, Lifshitz-Assaf, Hila; Lebovitz, Sarah; Zalmanson, Lior.MIT Sloan Management Review; Cambridge Vol. 60, Iss. 2, (Winter 2019): 1-6.
· How to Lead Your Fellow Rainmakers, Empson, Laura. Harvard Business Review Mar/Apr2019, Vol. 97 Issue 2, p114-123. 10p
· THE ELEMENTS of GOOD JUDGMENT, Likierman, Sir Andrew. Harvard Business Review. Jan/Feb2020, Vol. 98 Issue 1, p102-111. 10p.
· HOW TO HELP (WITHOUT MICROMANAGING), Fisher, Colin M.; Amabile, Teresa M.; Pillemer, Julianna. Harvard Business Review. Jan/Feb2021, Vol. 99 Issue 1, p123-127. 5p
· Want a better decision? Plan a better meeting, De Smet, Aaron; Jost, Gregor; Weiss, Leigh. McKinsey Quarterly. 2019, Issue 2, p1-7. 7