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This will take the form of a 10-minute equivalent sales pitch to a prospect for the Kick Starter product or service. This must be by way of a role play scripts between yourself as a salesperson and a prospective customer attending the exhibition.

ASSIGNMENT BRIEF AND GUIDANCE

Purpose of this assessment

The aim of the assessment is to provide a comprehensive overview of sales management and equip students with the tools and knowledge they need to succeed in today’s increasingly complex and fast-paced sales environment.

Purpose of this assessment

The aim of the assessment is to provide a comprehensive overview of sales management and equip students with the tools and knowledge they need to succeed in today’s increasingly complex and fast-paced sales environment.

Scenario

You are the Sales Representative for a product or service representing the entrepreneur chosen from the Kick Starter crowdfunding site https://www.kickstarter.com/. You are preparing for an exhibition event that will attract buyers from around the world. It is a 3-day event and consists of numerous meetings, presentations and symposiums. You have been asked to prepare material in the context of your specific product or service for the delegates attending the exhibition event.

Task 1

Sales Script

This will take the form of a 10-minute equivalent sales pitch to a prospect for the Kick Starter product or service. This must be by way of a role play scripts between yourself as a salesperson and a prospective customer attending the exhibition. The role play script should be supported with a brief outline of the following areas:

▪ Definition(s) of sales management contextualised to the product range.

▪ Examine of the key principles of sales management, focusing on planning, selling and reporting with an example of a business to business and business to consumer customer.

You are also expected to provide a 5-10 minute mobile phone video recording of your role play with a colleague to support your work. Task One and the video must be uploaded to the Turnitin link on Moodle created for this purpose. Examples of scripts are available from: https://blog.hubspot.com/sales/sales-scripts-examples This provides evidence for LO1 Word count equivalent of 1000 words

Submission Format

The submission is in the form of a 10 - minutes sales script for the entrepreneur you have identified on the crowd funding site https://www.kickstarter.com/. The sales script and supporting theory should be submitted in MS Word format. In-text citations are not required but please provide a bibliography using the Harvard referencing system.

Task 2

Report

Using the same product or service from Task 1, you have now been asked to write a report that will be given to potential investors or clients attending the exhibition. The report will focus on the principles of successful selling and the importance of developing sales strategies that yield profitability for the organisation for the product or service identified in Task One. You will need to produce a report to be given to all the delegates at the meeting and it must cover the following:

1. Executive summary

2. Table of contents

3. An introduction to product or service range supported by company data and industry trends explaining strategic sales approach

4. Principles and Techniques

a. Describe and explain the key principles and techniques of successful selling relevant to the company

b. Critically Analyse how these principles and techniques contribute to building and managing customer relationships. Use examples from your own organisation as well as from other organisations.

5. Selling through others Describe the concept of ‘selling through others’ and explain the importance and advantages of using this sales technique. Use relevant examples to enhance your answer.

6. Sales Structures

a. Evaluate sales structures relevant to the product range.

b. Critically assess the implementation of different sales structures, illustrating with specific organisational examples.

c. Explain sales strategies maximising profitability as a critical element of corporate account management within a defined sales structure.

d. Evaluate and recommend how an efficient sales structure can improve financial viability and assist a strategic advantage over competitors.

7. Conclusion

a. A set of conclusions and recommendations feeding through to an executive summary. This provides evidence for LO2, LO3 and LO4 - Word count: 2000 –2500 words

The current Assignment Brief covers the following Learning Outcomes Grading Criteria Learning Outcomes Pass Merit Distinction Task No. Evidence

LO1 Demonstrate an understanding of the principles of sales management

P1 Examine the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting.

M1 Evaluate how principles of sales management will be different in response to consumer and business buying behaviour. LO1, LO2 & LO3 D1 Produce a coherent, fully justified critical evaluation based upon a comprehensive understanding of sales management, structure and selling techniques within an organisational context.

Task 1 Sales script and role play

LO2 Evaluate the relative merits of how sales structures are organised, and recognise the importance of ’selling through others’

P2 Evaluate the benefits of sales structures and how they are organised using specific organisational examples.

P3 Explain the importance and the advantages of the concept of ‘selling through’ others.

M2 Critically evaluate the implementation of different types of sales structures using specific organisational examples (e.g. geographic, marketing, product sales).

Task 2 Individual Report 2500 words

LO3 Analyse and apply principles of successful selling

P4 Analyse the key principles and techniques for successful selling and how they contribute to building and managing customer relationships in application to specific organisational examples.

M3 Critically analyse the application of successful selling principles and techniques in application to specific organisational examples.

Task 2 Individual Report 2500 words

LO4 Demonstrate an understanding of the finance of selling

P5 Explain the importance of developing sales strategies that yield highest profitability and incorporating account management within sales structures.

M4 Evaluate how core finance principles and successful portfolio management can lead to increased profitability and a competitive edge.

D2 Critically evaluate and make recommendations on how sales structures and approaches can improve financial viability.


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