School of Business MKTY6.04 SALES PRACTICE ASSIGNMENT 1 SEMESTER 2, 2016 DUE DATE: Thursday, 28 Sept., 1:15 PM Weighting: 40% of final grade Marks: 80 marks total PURPOSE: To enable students to apply the principles and practices of personal selling; the importance of personal selling to organisational performance; personal selling and salespeople in New Zealand; competencies needed to successfully manage the sales function; and the various systems and processes that support it. TASK: Consider your own consumption patterns; how you make an ethical decision in a given situation; how you would manage your territory as a sales person and introduce a product you are selling. INSTRUCTIONS: Answer all of the following questions and follow the structure given. Presentation - The following criteria will be considered to assess the quality of your work: presentation - clear structure and following of instructions; signs of effort given to this assignment; correct referencing; correct language, grammar and spelling. Your assignment should be word processed in 12 point font, single spacing between lines, 3 cm margin on the right side of the page (for marking purposes). Additional supporting information and other relevant material should be included in an appendix at the end of the report. Academic Integrity Correct referencing (including in-text referencing and a reference list at the end of the assignment) is a requirement of all academic work. The APA format of referencing must be used to acknowledge where you have used other people's material in the body of your report. A reference section acknowledging all sources of material and information must also be provided at the end of the report. If referencing is not used correctly, or not used at all for material which is not your own, this will result in zero marks, and/or Academic Misconduct for plagiarism proceedings. There is zero tolerance for plagiarism in this course. The principles of academic integrity are set out on the library website http://www2.eit.ac.nz/library/ls_guides_apareferencing.html. It is expected that you will conform to these requirements. A Plagiarism Declaration is attached to all assessments and must be signed and handed in with your assessments (excluding the Exam). Your assignment will only be marked if a signed declaration is submitted. Please note that your signature confirms that you have read and understood the requirements of referencing and you have referenced your work When submitting electronically please submit in pdf file format. ASSIGNMENT ONE: DUE DATE: 28 September 2016, 1:15 pm WEIGHTING: 40% of final grade MARKS: 80 marks total A. SCENARIO i. We all have our favourite products either for consumption or for business use. Consider three products you have purchased (within a personal selling context i.e. a sales person helped you make your choice) and ii. Describe the products iii. Explain the need it satisfies iv. how it satisfies that need 10 marks v. For one of those products, apply the consumer decision making model (p 42) explain and describe if you wanted your product or needed it, your influences and your actions at each stage of the buying process. 15 marks B. ETHICS i. Create a code of ethics that a wine growing, bottling and retailing business may have in place for its employees and sales people and explain why each element of the code is included. 15 marks ii. An organic wine producer has been compromised by the use of a non-organic insecticide for the harvest two years ago. You are the only sales person for this producer and you discover this information by accident and realise that it affects the wine you are currently selling with the organic accreditation clearly labelled on the bottles. Describe your actions at each stage of the framework for making an ethical decision. 10 marks C. TERRITORY MANAGEMENT You are the newly appointed sales person for the Stillwater Winery on Auckland's North Shore. Your territory covers the greater Auckland area, you have been employed to sell their latest wine variety, Moscato, to independent hotels, restaurants and bars. Stillwater Moscato has not been made available to buy anywhere in New Zealand other than the cellar door at the winery. i. Divide your territory up into areas stating how many prospects are in each area (you may decide the number of areas within your territory. Provide some examples in each area. 15 marks ii. Select one area and segment the market (using the method of your choice) and explain your rationale for your chosen categories according to the type of customer. There should be at least 10 prospects with at least two different categorisations in your chosen area. 10 marks D. SALES CHARCTERISTICS i. Describe the social style, characteristics and skills of a sales person who may work for Stillwater wines as they look to expand their sales nationally and internationally. 5 marks SUBMIT YOUR WRITTEN WORK TO YOUR LECTURER IN A HARD COPY AT OR BEFORE THE TIME DUE. ALSO SUBMIT A FILE IN PDF FORMAT FOR SUBMISSION TO TURNITIN AT OR BEFORE THE TIME DUE. iii. Prepare a 5-7 minute introductory sales presentation (to an independent restaurant owner*) that you would use as a sales person for Stillwater Wines. Use the following marking schedule as a guide, You may use power point and the built in notes feature or an alternative of your choice. Attach the slides and your accompanying notes to this assignment. INTRODUCTION – (Fictional) Background of the business and product 1 mark TECHNICAL CONTENT Product specifications Relevance of product to the prospect Product benefits for the prospect Reasons for the prospect to consider this product for their business 1 mark 3 marks 3 marks 3 marks PRESENTATION Appearance [manner & confidence, eye contact] Clarity [of communication & fluency] Cohesion [of information, organisation & time management] Use of notes and aides 1 mark 4 marks 4 marks 0.5 mark CONCLUSION Quality & effectiveness of the sales pitch Why should I buy this product? 2 marks 2 marks QUESTION TIME - Information, competence, confidence and manner 0.5 mark Total = 25 marks SCHOOL OF BUSINESS PLAGIARISM DECLARATION Please copy and attach to your Assignment Course Assignment No. Plagiarism is a breach of EIT academic regulations. Penalties range from a warning to suspension or expulsion as identified in Clause 11.6 of the Student Handbook. In signing this declaration you acknowledge that you understand: • what constitutes plagiarism • that all work submitted for assessment may be screened for plagiarism • that any allegations of plagiarism will be handled according to the School of Business Procedure for Lecturer Allegation of Plagiarism. I declare that the work submitted is my own work. Name: ID: (please print) Programme: Signed: Date: