Unit 20 Sales Planning and Operations
| Qualification: Pearson BTEC Level 5 HND Diploma Business (Management) | Unit Number and Title Unit 20: Sales Planning and Operations | ||
Assessment Deadline:
1st Formative submission date: 13/06/14
2nd Formative submission date: 18/07/14
Final submission date: 29/07/14
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| Assessor Name | Date issued: 12/05/2014 | ||
Rules and regulations:
| Plagiarism is presenting somebody else’s work as your own. It includes: copying information directly from the Web or books without referencing the material; submitting joint coursework as an individual effort; copying another student’s coursework; stealing coursework from another student and submitting it as your own work. Suspected plagiarism will be investigated and if found to have occurred will be dealt with according to the procedures set down by the College. Please see your student handbook for further details of what is / isn’t plagiarism. |
Coursework Regulations
- Submission of coursework must be undertaken according to the relevant procedure. Lecturers will give information as to which procedure must be followed, and details of submission procedures and penalty fees can be obtained from Academic Administration or the general student handbook.
- Late coursework will be accepted by Academic Admin Office and marked according to the guidelines given in your Student Handbook for this year.
- If you need an extension (even for one day) for a valid reason, you must request one. Collect a coursework extension request form from the Academic Admin Office. Then take the form to your lecturer, along with evidence to back up your request. The completed form must be accompanied by evidence such as a medical certificate in the event of you being sick. The completed form must then be returned to Academic Admin for processing. This is the only way to get an extension.
Outcomes and assessment requirements
| Outcomes | Assessment requirements |
| On successful completion of this unit a learner will: | To achieve each outcome a learner must demonstrate the ability to: |
LO1.Understand the role of
personal selling within the overall marketing strategy
| 1.1.Explain how personal selling supports the promotion mix |
| 1.2 Compare buyer behaviour and the decision making process in different situations | |
| 1.3 Analyse the role of sales teams within marketing strategy | |
| LO2.Be able to apply the principles of the selling process to a product/service | 2.1 Prepare a sales presentation for a product or service. |
| 2.2 Carry out sales presentation for a product or service. | |
LO3.
Understand the role and objectives of sales management
| 3.1 Explain how sales strategies are developed in line with corporate objectives. |
| 3.2 Explain the role of recruitments and selection procedure. | |
| 3.3. Evaluate the role of motivation, remuneration and training in sales management. | |
| 3.4 Explain how sales management organise sales activity and control of output. | |
| 3.5 Explain the use of database in effective sales management. | |
LO4
Be able to plan a sales activity for a product or service.
| 4.1 Develop a sales plan for a product or a service. |
| 4.2 Investigate opportunities for selling internationally | |
| 4.3 Investigate opportunities for using exhibitions or trade fairs. |
Task 1
LO1. Understand the role of personal selling within the overall marketing strategy
1.1 Explain how personal selling supports the promotion mix
1.2 Compare buyer behaviour and the decision making process in different situations
1.3 Analyse the role of sales teams within marketing strategy
In addition to the above PASS criteria, this assignment gives you the opportunity to submit evidence in order to achieve the following MERIT and DISTINCTION grades
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Grade Descriptor
|
Indicative characteristic/s
|
Contextualisation
|
M1 Identify and apply strategies to find appropriate solutions
| · an effective approach to study and research has been applied | An effective approach to study and research has been applied to show how the elements of the Promotional Mix can help or can be made more effective by the inclusion and by the integration of personal selling into the mix and how these fits within the company overall marketing strategy of Johnson Brothers Ltd. |
| M2 Select / design and apply appropriate methods / techniques | · a range of sources of information has been used | Learner has used a range of sources of information and appropriate techniques to compare individual buyer behaviour and organisational buyer behaviour relating it to the selected company. |
| M3 Present and communicate appropriate findings | · coherent, logical development of principles/concepts for the intended audience | An appropriate structure that is coherent and logical has been used to analyse, present and communicate the role of sales teams in the overall marketing strategy. |
| D1 Use critical reflection to evaluate own work and justify valid conclusions | · conclusions have been arrived at through synthesis of ideas and have been justified | A sound conclusion of the role of personal selling has been made and justified and produced which are practical. |
| D2 Take responsibility for managing and organising activities | · activities have been managed | Demonstrate the ability conducting independent research is evident |
| D3 Demonstrate convergent /lateral / creative thinking | · ideas have been generated and decisions taken | Ideas have been generated and decisions taken to support significant points in favour of the role of personal selling at Johnson Brothers Ltd. |
TASK 2
LO2. Be able to apply the principles of the selling process to a product/service
2.1 Prepare a sales presentation for a product or service.
2.2 Carry out sales presentation for a product or service.
In addition to the above PASS criteria, this assignment gives you the opportunity to submit evidence in order to achieve the following MERIT and DISTINCTION grades
| ||
| Grade Descriptor | Indicative characteristic/s | Contextualisation |
| M1 Identify and apply strategies to find appropriate solutions | · an effective approach to study and research has been applied | An effective approach to the preparation of the sales presentation has been demonstrated respecting in class instructions regarding time limits and deadlines. |
| M2 Select / design and apply appropriate methods / techniques | · appropriate learning methods/techniques have been applied | Appropriate methods and techniques have been applied in your sales presentation taking into consideration the concepts such as the AIDA model. |
| M3 Present and communicate appropriate findings | · the appropriate structure and approach has been used | An appropriate structure and approach (including professional demonstration/dress code, style) has been displayed and effectively communicated. |
| · coherent, logical development of principles/concepts for the intended audience | Coherent, logical development of principles and concepts of the selling process have been displayed for the intended audience | |
| · a range of methods of presentation have been used and technical language has been accurately used | A range of methods and tool have been applied (e.g. PowerPoint Slides, Videos, samples, etc.) as part of your demonstration | |
| D1 Use critical reflection to evaluate own work and justify valid conclusions | · conclusions have been arrived at through synthesis of ideas and have been justified | Creatively, effectively and convincingly closed the sale. |
| D2 Take responsibility for managing and organising activities | · autonomy/independence has been demonstrated | Demonstrate autonomy in planning, managing and organising of Sales Presentation. |
| · the unforeseen has been accommodated | Objections have been appropriately handled. | |
| D3 Demonstrate convergent /lateral / creative thinking | · innovation and creative thought have been applied |
Show innovative and creative skills and thoughts in your sales presentation Demonstrate originality in the entire task.
|
TASK 3
LO3. Understand the role and objectives of sales management
3.1 Explain how sales strategies are developed in line with corporate objectives.
3.2 Explain the role of recruitments and selection procedure.
3.3 Evaluate the role of motivation, remuneration and training in sales management.
3.4 Explain how sales management organise sales activity and control of output.
3.5 Explain the use of database in effective sales management.
| In addition to the above PASS criteria, this assignment gives you the opportunity to submit evidence in order to achieve the following MERIT and DISTINCTION grades | ||
Grade Descriptor
|
Indicative characteristic/s
|
Contextualisation
|
| M1 Identify and apply strategies to find appropriate solutions | · an effective approach to study and research has been applied |
An effective approach to research has been applied to explain how sales strategies are aligned with corporate objectives.
|
| M2 Select / design and apply appropriate methods / techniques | · relevant theories and techniques have been applied |
Relevant theories and a range of sources of information have been applied to explain the role and objectives of sales management.
Learner has effectively applied various theoretical concepts to the selected organisation.
|
| · a range of sources of information has been used | Answers has been constructed based on a clear structure and has used variety of sources to gather relevant information to support the key points which are explained logically. | |
| M3 Present and communicate appropriate findings | · the appropriate structure and approach has been used |
The appropriate structure and approach has been used to explain the role and objectives of sales management.
Concepts and principles have been developed logically and in a coherent manner
|
| · coherent, logical development of principles/concepts for the intended audience | Clear and practical recommendations that are coherent and logical has been made using appropriate structures or formats. | |
| D1 Use critical reflection to evaluate own work and justify valid conclusions | · conclusions have been arrived at through synthesis of ideas and have been justified | Provide conclusions that have been arrived at through synthesis of appropriate ideas and have been justified to emphasis the role and objectives of sales management. |
| D2 Take responsibility for managing and organising activities | · autonomy/independence has been demonstrated | Autonomy and independence has been demonstrated to arrive at a conclusion of the role and objectives of sales management. |
| D3 Demonstrate convergent /lateral / creative thinking | · innovation and creative thought have been applied |
Evidence of innovation and creative ideas and thoughts that go beyond established theories has been applied.
Fresh and new ideas have been applied in an attempt to expound on the role and objectives of sales management.
|
TASK 4
LO4 Be able to plan a sales activity for a product or service.
4.1 Develop a sales plan for a product or a service.
4.2 Investigate opportunities for selling internationally
4.3 Investigate opportunities for using exhibitions or trade fairs.
| In addition to the above PASS criteria, this assignment gives you the opportunity to submit evidence in order to achieve the following MERIT and DISTINCTION grades | ||
| Grade Descriptor | Indicative characteristic/s | Contextualisation |
| M1 Identify and apply strategies to find appropriate solutions | · complex problems with more than one variable have been explored | Learner has identified various alternatives to a problem presented. Solutions suggested by learner have been backed up with logical arguments. |
| M2 Select / design and apply appropriate methods / techniques | · the selection of methods and techniques/sources has been justified |
Selection of methods and techniques and sources used in the planning of sales activity has been justified
Learner has used an appropriate and logical structure in developing the answer which covers all important points.
|
| · complex information/data has been synthesised and processed | Complex information and data has been synthesised and processed to be able to plan tasks. | |
| M3 Present and communicate appropriate findings | · the appropriate structure and approach has been used | An appropriate structure and approach has been used in a coherent and logical manner to plan a sales activity. |
| D1 Use critical reflection to evaluate own work and justify valid conclusions | · conclusions have been arrived at through synthesis of ideas and have been justified | The student has made recommendations after thorough investigations which is relevant to the context of the organisation under consideration. |
| D2 Take responsibility for managing and organising activities | · autonomy/independence has been demonstrated | Autonomy and independence have been demonstrated in the planning of sales activities at Toys ‘R’ Us |
| D3 Demonstrate convergent /lateral / creative thinking | · innovation and creative thought have been applied | Original ideas have been applied to the planning of a sales activity that go beyond established theories with some effective thoughts given on solving problems. |
| Assignment title | Sales Planning and Operations | ||
Purpose of this assignment
Selling is a key part of any successful business, and most people will find that they need to use sales skills at some point in their working life – if only to persuade or win an argument. For anyone who is interested in sales as a professional career it pays to understand the basics of selling, to practice, and plan. This unit will introduce learners to the theory of selling and sales planning, and give them the opportunity to put their personal selling skills into practice.
The unit starts with an overview of how personal selling fits within the overall marketing strategy for a business. Learners will be taken through the main stages of the selling process, and be expected to put them to use. Once they are confident about the selling process, learners will investigate the role and objectives of sales management. This is knowledge that can be applied to a wide range of organisations.
Finally, learners will be able to start planning sales activity for a product or service of their own choice – this is another valuable skill that is transferable to many different situations learners may find themselves in as they move into employment or higher education.
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Task 1
Scenario - Johnson Brothers Ltd
Allan Johnson and his brother Thomas run a successful car dealership (Johnson Brothers Ltd) in London. They have a garage with a showroom and workshop for servicing and maintenance of customer vehicles in every Borough of London. Recently, sales of new and second-hand cars have been down. Although the brothers understand that this may be due to the economic recession they are also concerned as many experienced sales staff have left and the current sales force is made up of very inexperienced staff. The brothers want to focus their sales force again on selling to personal customers and also to businesses who wish to buy fleets of vehicles.
Task 1 You work for Strategic Consulting Corporation as a consultant and you have been called in to advise Johnson Brothers Ltd business by preparing a marketing strategy report which will look at the role of personal selling by the sales force. Your report needs to consider the following: 1. Explain how personal selling supports other promotional activities AC1.1 2. Compare how buyer behaviour of Individuals differs from Organisations. AC1.2 3. Analyse the role of the sales teams in the overall marketing strategy for the Johnson Brothers Ltd. AC1.3 Your report should be written in a suitable business style and should link any academic theories/studies to the business including appropriate research on personal and business to business selling (B2B) as it relates to the case scenario. | |||
Task 2
Scenario - Individual Presentation
You have been invited for a job interview for the position of a Sales Executive with a multinational organisation. As part of your interview you have been asked to prepare a 10 minutes sales presentation of not more than 6 slides for a product or service of your choice.
Your presentation should address Criteria 2.1 and 2.2
You should dress formally as you would when attending an interview for the post of a Sales Executive.
Presentation Date - Week beginning 09/06/14
Edexcel expects Learners to meet the requirements for all Assessment Criteria,
therefore Learners who refuse to take part in the presentation (task 2)
will be referred.
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Task 3
Task 3
Using the above case and any other similar research, answer the following:
3. Evaluate the role of motivation, remuneration and training in sales management. AC3.3
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Task 4
Scenario - Toys R Us Ltd (UK)
As Sales Manager for Toys R Us Ltd (UK), you are considering improving brand development and distribution and considering emerging markets.
Task 4
1. To begin with you are to develop a sales plan for one of your products AC4.1
2. Next you are to investigate opportunities for selling internationally AC4.2
3. Finally at the end of this task you are to investigate opportunities for using exhibitions or trade fairs. AC 4.3
Answer need to be practical, workable and appropriate to a company such as Toys R Us Ltd (UK)
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| Evidence checklist | Summary of evidence required by student |
| Task 1 | A report on the role of personal selling within the overall marketing strategy |
| Task 2 | A sales presentation for a product or a service of your choice |
| Task 3 | An assignment that addresses the role and objectives of sales management |
| Task 4 | An assignment that demonstrate your ability to plan a sales activity for a product for an organisation. |
Support materials
Textbooks
There are a range of general textbooks relating to this unit, including the following:
Indicative resource materials
Textbooks
Allen M and Adair J – The Concise Time Management and Personal Development (Thorogood, 2003) ISBN 1854182234
Gold J, Thorpe R and Mumford A – Leadership and Management Development (CIPD, 2010) ISBN 1843982447
Megginson D and Whitaker V – Continuing Professional Development (CIPD, 2007) ISBN 1843981661
Owen J – How to Lead, 2nd Edition (Prentice Hall, 2009) ISBN 027372150X
Pedler M, Burgoyne J and Boydell T – A Manager’s Guide to Self Development (McGraw-Hill Professional, 2006) ISBN 0077114701
Jobber.D and Chadwick F.E (2013), Principles and Practice of Marketing. New York: McGraw Hill.
Kotler.P, Armstrong.G, and Harris.L, (2013),Principles and Practice of Marketing. New York: McGraw Hill.
Jobber D and Lancaster G (2011), Selling and Sales Management. Harlow: Publisher Prentice Hall
Recommended Readings
Adcock, D. (2001), Marketing Principles and Practice. Harlow: Pitman.
Blythe. J, (2009), Principles and Practice of Marketing, Harlow: Prentice Hall.
Brassington, F. Pettitt, S. (2003), Principles of Marketing. Harlow: Prentice Hall.
Dibb, Simkin, Pride, Ferrell. (2005), Marketing: Concepts and Strategies. Boston: Houghton Mifflin.
Kotler, P. (2001), Principles of Marketing. European Edition. Harlow: Prentice Hall.
Journals
Management Today (Haymarket Business Media)
People Management (Chartered Institute of Personnel and Development)
Professional Manager (Chartered Management Institute)
Training Journal (www.trainingjournal.com)
Marketing Business-Chartered Institute of Marketing.
Marketing Week-Centaur.
Websites
www.businesslink.gov.uk Interactive tools for creating a personal development plan through assessment of management and leadership skills
www.cipd.co.uk Chartered Institute of Personnel and Development
www.managementhelp.org Articles on leadership development planning and self-assessments for personal and professional development
www.management-standards.org.uk Chartered Management Institute
www.mindtools.com Time-management tools and activity logs
www.cim.co.uk
www.acnielsen.co.uk
www.bized.com
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