This is a solution of Sales Planning And Operations that describes about Developing businessa

This is a solution of Sales Planning And Operations that describes about Developing businessa

Sales Planning And Operations

As part of the formal assessment for the HNC/D programme you are required to submit an assignment for each module. Please refer to your Student Handbook for full details of the programme assessment scheme and general information on preparing and submitting assignments.

After completing the module you should be able to:

LO1 Understand the role of personal selling within the overall business strategy LO2 Be able to apply the principles of the selling process to a product or service LO3 Understand the role and objectives of sales management

LO4 Be able to plan sales activity for a product or service.

Assignment Task

Please either conduct the assignment below based on an organisation of your choosing (which must be agreed by the tutor in advance through sending your tutor an email with your proposed organisational outline) or on the scenario below.

Scenario

Green2U are a small UK-based electrical engineering firm who specialise in climate control in the home, selling environmentally friendly, efficient electronic devices to ensure maximum efficiency to the home user. They have a range of devices which, for example, control the heating & lighting of the home remotely & room management systems which control the temperature of each room from a central unit adjustable by the homeowner. They have expert fitters, who are uniquely, both skilled as plumbers & electricians & so can ensure, for example, when fitting new heating & lighting systems that all efficiency measures are taken care of at the same time as installation – a one stop shop. They are unique in this sense & have patents pending on some of the technology they employ. Additionally, no one else in the market offers such a wide range of home-controldevices domestically. The firm are now keen to expand into the business market selling their systems & services into public & private sector organisations & are also keen to explore the possibilities of starting to operate their services across the European Union. Taking the role as a small business adviser to this growing small business you are asked to prepare a paper to advise them on how to expand their business from a inventory sales management point of view.

PART ONE (Briefing Paper)

Task One

Explain the 'AIDA' concept & how the sales team can help support other elements of the promotional mix in moving potential clients through this process. (1.1)

Task Two

Compare the differences between buyer behaviour in the B2B market and the consumer market in terms of customer decision making units & decision making processes highlighting any key differences for the sales team to be aware of when selling a product such as this to different audiences. (1.2)

Task Three

Explain the role of a sales force in the success of the business, including an analysis of the sales team's contribution to the overall marketing and sales strategy in line with the corporate objectives of the firm. Within your response you must state two corporate objectives in order to explain the potential contribution made by an effective sales force. (1.3/3.1)

PART TWO (Presentation)

Please prepare a PowerPoint presentation for the newly appointed sales team and the sales manager of the firm.

Section One (suggested 5-7 slides plus explanatory notes) - Construct a sales presentation through which you can illustrate the principles & best practice of the selling process to demonstrate to the newly appointed sales team how to sell the product (LO2.1, 2.2)

Section Two (suggested 4-6 slides plus explanatory notes) - you must explain the methods of organising and controlling a sales force in line with corporate objectives. (LO3.1, 3.4)

AND explain the role customer database management has to play in effective sales management and in the meeting of corporate objectives. (LO.3.1, 3.5)

Please Note: Once you have prepared your PowerPoint Presentation copy & paste each slide into your assignment or please go to the ‘File’ menu , click ‘Save as Pictures…’, this will save each slide as a separate JPEG or TIFF file. These can then be copy and pasted into the report. Each slide will need to be copied in individually as I cannot open a presentation from Turnitin

PART THREE (Briefing Paper)

In terms of recruiting the right people to the sales team, explain the importance of recruitment and selection procedures and provide an evaluation of how, following appointment, an individual might be motivated through monetary reward & other methods to achieve target whilst working for the organisation (including the role of training in this respect). (3.2/3.3)

PART FOUR (Briefing Paper)

Task One

The firm wants to work on selling abroad. Develop a sales plan for the firm in entering foreign markets. What sales channels would you recommend here? Included in this, you must investigate some of the opportunities and limitations for selling abroad via the use of foreign-based sales agents or the establishment of aforeign-based sales team ran by the firm from the UK. (4.1, 4.2)

Task Two

Finally, investigate the opportunities presented by exhibitions & trade fairs for the firm as part of its promotional strategy in moving operations into the international market. (4.3)

Formative Task

Please produce an outline / plan by making some brief notes/bullet points (or amind-map/diagram if you prefer) under each task heading as to what you intend to include & discuss. Please submit it me via email no later than 4 weeks prior to the submission deadline.

Student Guidelines

1.You should write this assignment using headings & subheadings but not as a formal report - you are submitting a briefing paper giving detail on the issues.

2.You must ensure that the submitted assignment is all your own work and that all sources used are correctly attributed. Penalties apply to assignments which show evidence of academic unfair practice. (See the Student Handbook which is in the Induction Area). Please also refer to the ‘Guide to Unfair Practice in Assessment’ on the module page on ilearn.

3.You MUST underpin your analysis and evaluation of the key issues with appropriate and wide ranging academic research and ensure this is referenced using the Harvard system. The ‘My Study Skills’ area contains the following useful resources; Study Skills Guide (containing a Harvard Referencing section) and a Harvard Referencing Interactive Tutorial. You must use the Harvard Referencing method in your assignment.

4.You should use diagrams and tables of figures where appropriate ensuring to reference their source using the Harvard Referencing method.

5.You are required to write your assignment within 4,000 words in order for your research and summarising skills to be developed, and for effective time management. You are required to ensure that the assignment addresses all of the assessment tasks. In the interests of good academic practice, an assignment submitted with excessive word counts (i.e. more than 10% in excess of the limit) will be returned to you. You will be given a maximum of 48 hours to edit the work to reduce the word count to the permitted maximum. In the event that the submission is still regarded as excessively long then, in line with advice received from Pearson, we will be unable to accept it for marking and you will receive a Refer grade for Non-Submission.

The word count excludes the title page, reference list and appendices. Where assessment questions have been reprinted from the assessment brief these will also be excluded from the word count. ALL other printed words ARE included in the word count. Printed words include those contained within charts and tables.

6. Your assignment should be submitted as a single document. For more information please see the “Guide to Submitting an Assignment” document available on the module page on iLearn.

PLEASE ENSURE THAT YOU CHECK YOUR FINAL WORK AGAINST THE ASSESSMENT CRITERIA ON THE NEXT PAGE FOR COMPLETENESS - YOU MUST HAVE ADDRESSED EACH OF THE PASS ASSESSMENT CRITERIA TO ACHIEVE THE MODULE

Recommended Additional Resources

(This module is not covered by the core text)

EBSCO

Online E-Book recommended for this course – Hart, S, & Baker, M 2008, The Marketing Book, Amsterdam: Elsevier / Butterworth-Heinemann, eBook Collection (EBSCOhost).

(EBSCO host - available via ilearn)

Online E-Book recommended for this course – Jobber, D. and Lancaster, G. 2012, Selling and Sales Management, 9th edition. FT/Prentice Hall (MyiLibrary - available via ilearn)

Online E-Book recommended for this course – Kotler, P. and Armstrong, G.. 2013., Principles of Marketing, Global Edition. [online]. Pearson (MyiLibrary - available via ilearn)

Online E-Book recommended for this course – Nicholson, F, Sherratt, A, Meek, R, & Chartered Institute of, M 2009, CIM Coursebook, Oxford, UK:Butterworth-Heinemann, eBook Collection (EBSCO host - available via ilearn)

Other Textbooks:

Johns T (1999) Perfect Customer Care: All You Need to Get It Right. Random House

Miller W (2009) ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game , Amacom.

Useful Definitions

Analysis - an investigation of the component parts of a whole and their relations in making up the whole

Evaluation - an appraisal of the value of something

			Assessment Criteria for Pass		Learning		Criteria Met
					Outcomes/
		To achieve a pass you must meet all of the assessment criteria as stated					(you may wish
		below. Failure to cover all of the assessment criteria will result in a referral			Assessment		to use this in
		grade and you be required to re-submit your assignment.			Criteria		your preparation
							for your
		Further guidance on completion of your assignment can be found in the					assignment
		guidance notes which are posted on the group learning space by your					submission)
		module tutor. For additional support please post questions onto the group
		learning space, or email sheaton@rdi.co.uk
		Descriptive content will dominate at this level but attempts should be made
		at analysis
		LO 1: Understand the role of personal selling within the overall marketing
		strategy
		1.1 explain how personal selling supports the promotion mix			Part One - T2
		1.2 compare buyer behaviour and the decision making process in different			Part One- T1
		situations
		1.3 analyse the role of sales teams within marketing strategy			Part One - T3
		LO 2: Be able to apply the principle in the selling process to a product or
		service
		2.1 prepare a sales presentation for a product or service			Part Two - S1
		2.2 carry out sales presentations for a product or service			Part Two - S1
		LO 3: Understand the role and objectives of sales management
		3.1 explain how sales strategies are developed in line with corporate objectives			Part One - T3
		3.2 explain the importance of recruitment and selection procedures			Part Three
		3.3 evaluate the role of motivation, remuneration and training in sales			Part Three
		management
		3.4 explain how sales management organise sales activity and control sales			Part Two - S2
		output
		3.5 explain the use of databases in effective sales management			Part Two - S2
		LO 4: Be able to plan sales activity for a product or service. click here
		4.1 develop a sales plan for a product or service			Part Four - T1
		4.2 investigate opportunities for selling internationally			Part Four - T1
		4.3 investigate opportunities for using exhibitions or trade			Part Four - T2
		fairs.
Tutor: Simon Heaton

		Assessment Criteria for Merit
	To achieve a Merit all of the Pass criteria need to be met, then the tutor
	will assess whether you have met the Merit Criteria. Each of the Merit
	criteria must have been met at least once within the assignment.
	The following statements are examples of how a merit may be achieved, if
	you do meet the Merit Criteria by showing you have reached this level in
	other ways then credit will be awarded for this. You will need to meet M1,
	M2, M3 at least once.
	Application & analysis will be evident at this level
	M1 - Identify and apply strategies to find appropriate solutions						M1
	∙ relevant theories have been applied & are evident throughout the work
		such as an understanding & application buyer behaviour models in Task
		1
	∙ An appropriate balance of theory & practice is evident throughout
		demonstrating strong analysis. This should include the use of real-
		life examples where possible.
	M2 – Select design and apply appropriate methods/techniques						M2
	∙	a range of sources of information used in addition to that provided on
		the RDI learning materials site such as appropriate websites & texts
	∙ complex information has been synthesised and analysed such as the
		relevance of the identified such as the role of the sales force in differing
		situations - you should use ilearn to work through the study skills lesson
		critical analysis
	M3 – Present and Communicate Findings						M3
	∙ an appropriate style has been adopted which is free from major
		grammatical error
	∙ logical and coherent arguments have been presented such the roles of
		motivation & training, databases, etc & these demonstrate good
		understanding
	∙	technical sales & marketing terminology & language has been
		accurately used, demonstrating understanding
	∙ Comprehensive referencing of sources is evident in the work using the
		Harvard format
		Assessment Criteria for Distinction
	To achieve a Distinction you have met all of the Pass and the Merit
	criteria. Each of the Distinction criteria must be met at least once within
	the assignment.
	The following statements are examples of how a Distinction may be
	achieved, if you do meet the Distinction Criteria by showing you have
	reached this level in other ways then credit will be awarded for this. You
	will need to meet D1,D2,D3 at least once.
	Analysis, evaluation & synthesis will be evident at this level
	D1 - Use critical reflection to evaluate own work and justify valid						D1
	conclusions
	∙ realistic suggestions have been proposed for example in terms of how
		to motivate a sales force through training or organise a sales team with
		an acknowledgement of how motivation might vary between individuals
	D2 - Take responsibility for managing and organising activities						D2
	∙ autonomy/independence demonstrated for example in your research into

	different sales strategies - aim to use a good balance of theory to practice
	with reference to academic sources
∙ Assignment is completed fully to deadline
D3 - Demonstrate convergent/lateral/creative thinking		D3
∙	Ideas are evaluated for their validity & realism in the context of the
	organisation including any recommendations you have made for example
	in recruitment & selection
∙ capacity for innovation and creative thought has been used for
	example in generating new ideas to improve the sales process &
	motivating employees & in the PowerPoint presentation slides.
	Additionally you will provide a logical rationale as to the strategy for
	entering foreign markets

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