UNIT 20: Sales Planning and Operations

COLLEGE OF CENTRAL LONDON

BTEC Level 5 Higher National Diploma in Business

UNIT NO:      20                              UNIT TITLE: Sales Planning and Operations

ASSIGNMENT TITLE: Johnson and Partners

Assessment criteria covered

20.1.1 explain how personal selling supports the promotion mix.

20.1.2 compare buyer behaviour and the decision making process in different situations.

20.1.3 analyse the role of sales teams within marketing Strategy.

20.2.1 prepare a sales presentation for a product or service.

20.2.2 carry out sales presentations for a product or service.

20.3.1 explain how sales strategies are developed in line with corporate objectives.

20.3.2 explain the importance of recruitment and selection procedures.

20.3.3 evaluate the role of motivation, remuneration and training in sales management.

20.3.4 explain how sales management organise sales activity and control sales output.

20.3.5 explain the use of databases in effective sales Management.

20.4.1 develop a sales plan for a product or service.

20.4.2 investigate opportunities for selling internationally.

20.4.3 investigate opportunities for using exhibitions or trade fairs.

 

LEARNER ID No:                                            LEARNER NAME :

DATE SET:   28th April 2015

Assessment schedule (submission dates)

Learning outcomesTasks Submission date
20.1 (20.1.1), 20.3, 20.4 (20.4.2, 20. 4.3)129 May 2015
20.1 (1.2,1.3), 20.2, 20.4 (4.1)216 June 2015

GRADING OPPORTUNITIES AVAILABLE

Outcomes/ Grade DescriptorsP20.1P20.2P20.3P20.4M1M2M3D1D2D3
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OUTCOMES/GRADE DESCRIPTORS ACHIEVED (please tick)

Outcomes/ Grade DescriptorsP20.1P20.2P20.3P20.4M1M2M3D1D2D3
           

Declaration of Authenticity

Hand-in policy:

You must present this assessment on or before the specified date. If you experience difficulties you must inform your unit tutor.

 

Late work policy: Due consideration will be given to students who have good reason for late submission due to illness or other causes. The unit tutor has the right to examine students assignments by viva voce in addition to the assessments specified.
Plagiarism: The college takes a very serious view of the use of unfair means to enhance performance. All sources used must be properly referenced in the text and listed in the bibliography.

You must declare that this assessment is your own work when you submit by signing the statement below:

“I declare that this assignment is my own work. I am aware that plagiarism is a serious offence and the penalties severe.”

Learner’s name and signature:………………………….

 

Date:…………………

 

 

 

 

Tutor Notes

 

 

 

 

 

 

 

 

 

 

 

 

 

 

v  Your assignment should be handed in by the deadline.

v  This assignment must be your own work and original.

 

v  Plagiarism of other people’s work will be detected by the anti-plagiarism software

 

v  The assessor reserves the right not to mark your assignment if there is ground of suspected unfair practice on your behalf

v  All sources of reference must be included using the Harvard Referencing System

v  You must check spelling mistakes and grammar.

 

v  Check unit specifications for content

 

 

Assignment Brief

 

The following tasks have been designed to guide your work and provide you with opportunities to prepare evidence to show that you have understood the learning outcomes and achieved the criteria identified for this assignment. Ensure that you give full credit to other people’s work.

 

Johnson and Partners.

 

Johnson and Partners make quality floor and wall tiles. The company has an annual turnover of £3.5m. They want to improve their knowledge of Sales Planning and Operations.

 

A Sales and Marketing manager and an assistant Sales manager have been appointed.

 

The company is beginning to expand and is finding a need to develop a its sales effort. They need your advice on how to develop and use its expanded sales force.

 

 
This assignment covers learning outcomes 20.1, 20.2, 20.3 and 20.4

 

Task 1.

 

Johnson and Partners want you to explore how it can increase the use of personal selling within its overall marketing effort.

 

They would like you to produce a 1,500 word report that:

 

  1. a) Describe the main types of personal selling suitable for Johnson and Partners. (20.1.1)
  2. b) Identify and give examples of sales tasks that Johnson and partners may face as they expand their business especially when using email shots and databases. (3.5)
  3. c) Explain the role of sales staff operating in an international environment. (20.4.2)
  4. d) Explain the purpose of trade fairs and evaluate the contribution they could make to Johnson and Partners’ sales. (20.4.3)
  5. e) Suggest appropriate recruitment and selection procedures for Johnson and Partners to use to expand its sales force. (20.3.2)
  6. f) Evaluate the role of motivation, remuneration, and training in enhancing their sales performance. (20.3.3)
  7. g) Explain how sales strategies should be revised in line with the company’s objectives. (20.3.1)
  8. h) Describe two techniques Johnson and Partners could use to co-ordinate and control their sales output. (20.3.4)

 

 

Task 2

 

Johnson and Partners are please with your first report and want you to give a talk to their sales force on a range of related topics. Prepare a 1,500 word brief for your talk. It should include the following topics:

 

  1. a) Develop a sales plan for Johnson and Partners (20.4.1)
  2. b) Prepare an outline sales presentation for Johnson and Partners. (20.2.1)
  3. c) Analyse the stages in the personal selling process. (20.1.3)

 

You should use the following to assist in the presentation:

An introduction to marketing and the communications mix. You should provide two examples of objectives from different elements in the communication mix and explain their roles and the relationship between them. (20.2.2)

Discuss and explain buyer behaviour and how an understanding of buyer behaviour can be used by Johnson and Partners to improve their personal selling techniques. (20.1.2)

 

 

Outcomes and Assessment Requirements

Learning outcomesAssessment criteria
20.1 Understand the role of personal selling within the overall marketing strategy.20.1.1 explain how personal selling supports the promotion mix.

Task 1

20.1.2 compare buyer behaviour and the decision making process in different situations.

Task 2

20.1.3 analyse the role of sales teams within marketing Strategy.

Task 2

20.2 Be able to apply the principles of the selling process to a product or service.20.2.1 prepare a sales presentation for a product or service.

Task 2

20.2.2 carry out sales presentations for a product or service.

Task 2

 

20.3 Understand the role and objectives of sales management.

20.3.1 explain how sales strategies are developed in line with corporate objectives.

Task 1

20.3.2 explain the importance of recruitment and selection procedures.

Task 1

20.3.3 evaluate the role of motivation, remuneration and training in sales management.

Task 1

20.3.4 explain how sales management organise sales activity and control sales output.

Task 1

20.3.5 explain the use of databases in effective sales Management.

Task 1

20.4 Be able to plan sales activity for a product or service.20.4.1 develop a sales plan for a product or service.

Task 2

20.4.2 investigate opportunities for selling internationally.

Task 1

20.4.3 investigate opportunities for using exhibitions or trade fairs.

Task 1

To achieve a merit grade the evidence must show that, in addition to the pass criteria, you are able to:

 

Grading descriptors for MeritSuggested evidence
Identify and apply appropriate techniques.M1 Research into a range of promotional techniques has occurred.

Relevant techniques have been applied when assessing the data collection methodologies which are relevant to the needs of the chosen country/region.

 

Effective judgments have been made on the use of these methodologies and how these link to the country/regions objectives.  A range of different techniques have been identified – PR, sponsorship etc and have been explained correctly.

Make realistic selections and assessments.M2 Selection of promotional techniques has taken place using specific examples.

A range of sources of information have been used to access information– including websites and local organisations with whom the learner is familiar.

 

Complex data about business has been effectively synthesised and processed to provide a detailed analysis of the the chosen country/region.

 

Assessments have been made.

Recent and relevant information has been used.

Identify and apply promotional and Marketing processes to a given context.M3 – Information of the chosen country/region is presented in a clear and coherent manner.

 

An appropriate structure and approach has been used with tables, illustrations and screenshots to illustrate the report.  This includes well produced graphs with accompanying notes and well-presented report.

 

Appropriate technical language/advertising terminology has been used in the promotional campaign and report.

Processes have been identified accurately explained, have been applied to illustrate the personal selling processes.

Grading descriptors for Distinction  Suggested evidence
Demonstrate creative thinking.D1 Information including clear illustrations and examples that leads to accurate conclusions.

 

The validity of the strategies used have been checked/judged to ensure that they present an accurate picture to meet overall needs.

 

An evaluation/analysis of the international environment has taken place. Justifications of various decisions have been made in suitable sections of the report with evidence of ‘recommending’ what Johnson and partners should do.

Creative thinking can be seen in examples and illustrations, photos to the sales strategies.

A synthesis of information from a variety of sources.

New ideas have been demonstrated and well-presented and enticing sales presentation for Johnson and partners.

 

D2 Demonstrate an ability to apply knowledge of advertising and promotional strategies to a particular business situation.Autonomy and independence has been demonstrated by the learner throughout.  Minimal tutor guidance and advice has been sought when accessing relevant information so that the appropriate knowledge is evidenced.

A substantial range of activities and investigative work involved in the analysis of the selling process has been applied in the context of the task.

Convergent thinking has been applied to produce effective answers.

 

 

D3 Evaluate best solutions and justify valid recommendationsA range of information has been used and synthesised to produce accurate explanations of buyer behaviour, marketing mix and communication mix in relation to Johnson and Partners.

Information has been assessed to produce valid recommendations which have been justified.

Up to date and relevant information using examples from current data and Suitable recommendations have been made throughout the report.

 

The learner also demonstrates creativity in project by producing professional advertising and promotional campaigns. Conclusions drawn on how these might impact on the country/region of choice is up to date and relevant.

 

HND Assignment help is pioneer in the Assignment help services and we offer coursework help with 100% unique content, quality content by adopting required theories & concepts. Our experts have PhD in various fields so that the students can get their assignment with quality work for attain A++ grades in their work. We are having 7 years of experience for offering assignment help for marketing assignment help, management assignment helpeconomics assignment helpfinance assignment helpAccounting assignment help, operation assignment help and others. For assignment help you can contact us at [email protected]

HND Assignment help is leading and most trusted assignment help service providing range of services for the different subjects but the major area of focus for the organization is HND Assignments. HND in the higher national diploma being offered by the various universities across the world and highest number of students pursue their HND from United Kingdom. HND Assignment help is working with the students in UK since last 7 years for helping them in their HND assignments. We provide help for various HND subjects like HND in business management, HND in travel & tourism management, HND in hospitality management, HND in accounting management, HND in human resource management, HND in law and HND in health and social care etc. Our experts have long experience in writing HND Assignments and they themselves are HND holder from the top notch Universities in United Kingdom. So, we are the best place to get your HND assignments. Contact us at [email protected].

HND in business management offered by the HND Assignment Help offers high quality work for the mandatory as well as optional units such as the work based experience (WBE), employability skills, business ethics, European Business, operation management in business, small business enterprise, Quality management in business, internet marketing, human resource development, managing human resource, human resource management, advertising and promotion in business, Managing communication, knowledge and information (MCKI), Managing business activities to achieve results (MBAAR), Working with and leading people (WWLP), Personal and professional development (PPD), Research project (RP), Business strategy, Business decision making, marketing principle, Organization and behavior, Managing financial resources and decisions (MFRD) and Business environment.  

HND Assignment help offered for the Health and social care would include 100% unique content and high quality content based on the given specific case study for the healthcare context. Every unit of the health and social care would consider specific case scenario which would be answered keeping in mind the HND requirements. HND in health and social care help offered by HND assignment help would include help on various mandatory and optional units such as PPD in health and social care, Health & safety in HSC, Communication in HSC, Understanding specific needs in HSC, The role of public health in HSC, Empowering users in HSC and Research project in HSC etc.

 

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