1 London School of Business & Management BTEC Level 5- HND Unit Outcomes Covered: LO1. Understand the role of personal selling within the overall marketing 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 GRADING OPPORTUNITIES AVAILABLE Outcomes/ Grade Descriptors AC1.1 AC1.2 AC1.3 AC2.1 AC2.2 AC3.1 AC3.2 AC3.3 AC3.4 AC3.5 √ √ √ √ √ √ √ √ √ √ Outcomes/ Grade Descriptors AC4.1 AC4.2 AC4.3 M1 M2 M3 D1 D2 D3 √ √ √ √ √ √ √ √ √ Assessor: Signature: ______________ Date: ___ /___ /_____ Centre No 79829 Unit No & Unit Title Unit 20: Sales Planning and Operations Course Title HND Business [BTEC Level 5] Assessor’s Name Kuldeep Pradhan Assignment Title & Type SPO - Individual Assignment Date Set 17th January 2017 Due Date 10th April 2017 Academic Year & Semester January 2017 Semester2 Tutor Notes Key Points:  You should answer ALL questions in this assignment.  Your assignment should be handed in by the deadline. This assignment must be your own work and original.  You are expected to apply Harvard referencing system to acknowledge any secondary sources of information used to support your work in the assignment.  You are expected to check spelling mistakes and grammar. There should be clarity of expression in the report.  Your work should be presented using an appropriate report structure that shows e.g Table of Contents, Introduction, Discussion, Conclusions, References and Appendix (if necessary).  Your work should show evidence of factual content and understanding of the subject, critical analysis, justifications, arguments and any relevant academic frameworks and models. Submission Regulations 1. “Assignment Front Cover Sheet” must accompany the assignment [now available from the Moodle]. 2. Assignments must be submitted on or before the due date, via Turnitin. Please refer to the LSBM Moodle for detailed assignment submission instructions.3 Assignment Tasks: Task 1 Scenario – Electro-Cars Ltd Stephen & Liz, in partnership, run successful electric-cars dealerships (Electro-Cars Ltd) in England. They have garages with showrooms and workshops for servicing and maintenance of customer vehicles spread over several counties in England. Recently, sales of new and secondhand cars have been down. Although the business partners understand that this may have been the result of the economic recession, they are also concerned as several experienced sales staff have left and the current sales personnel are mostly inexperienced. Stephen & Liz want to revive their business by reinforcing the idea of „environmentally-friendly‟ & „economically‟ appealing cars delivered through competent sales personnel with excellent customer services. You are the consultant given the task to advise Electro-Cars Ltd on the way forward. You have been asked to specifically advise the company to look at the role of personal selling with a view to improving the effectiveness of the company‟s sales personnel in areas of B2B & B2C. Your report needs to consider the following: 1. Explain with examples, how personal selling can enhance advertising and sales promotions activities at Electro-Cars Ltd. AC1.1 2. Compare the buyer behaviour and the decision making process within B2B and B2C context with reference to Electro-Cars Ltd. AC1.2 3. Analyse the role of the sales-teams in implementation of the overall marketing strategy for the Electro-Cars Ltd. AC1.3 Your answers should be written in a suitable business style and should link any academic theories/studies to the business including appropriate research on business to customer (B2C) and business to business (B2B) selling as these concepts relate to the case scenario. Task 1 covers assessment criteria AC1.1, AC1.2 & AC1.3, D2 Task 2 Scenario – Power-point Presentation You have been invited to prepare and carry-out Sales presentation to a panel of delegates comprised of individuals and representatives of businesses. 2.1 Prepare not more than 6 presentation slides for a sales presentation on a product or service of your choice with a view to closing a sale with prospective customers from the audience. 2.2 Produce planned speaker’s notes for each slide in order to illustrate how you would carryout a sales presentation on your selected product or service. Your presentation slides and speaker’s notes for the presentation should be clearly prepared in order to demonstrate how you have addressed assessment criteria AC2.1 and AC2.2. The slides and speaker’s notes should be submitted together with the rest of your work.4 Task 3 Scenario: Case Study – Acrylic Fabricators Ltd Acrylic Fabricators Ltd is a company that produces and markets polymer cups, teaspoons, knives and forks for the catering industry. The company was established in 1974 in response to the changes taking place in the catering industry. The growth of the fast food sector of the market was seen as an opportunity to provide disposable eating utensils, which would save on human resources and allow the speedy provision of utensils for fast customer flow. In addition, Acrylic Fabricators Ltd. has benefited from the growth in supermarkets and sells „consumer packs‟ through four of the large supermarket groups. The expansion of sales and outlets has led Tim Gordon, the sales manager, to recommend to Carol Jones, the general manager that the present salesforce of two regional representatives be increased to four. Gordon believes that the new recruits should have experience of selling fast-moving consumer goods since essentially that is what their products are. Jones believes that the new recruits should be familiar with polymer products since that is what they are selling. She favours recruiting from within the polymer industry, since such people are familiar with the supply, production and properties of polymer and are likely to talk the same language as other people working at the firm. Using the above case example in the scenario and any other relevant research, answer the following questions: 1. Explain with examples, how sales strategies can be aligned with corporate objectives in organisations like Acrylic Fabricators. AC3.1, D3 2. Explain why the recruitment and selection procedures are important for Acrylic Fabricators Ltd. AC3.2 3. Evaluate the role of Motivation at Acrylic Fabricators Ltd. You should also explain how Remuneration and Training can be utilised as tools for motivation within Sales Management. AC3.3, D1 4. Explain how Acrylic Fabricators Ltd. can organise Sales activities in order to control sales output. AC3.4, D3 5. Explain with examples, how effective Sales Management can be supported by the use of databases. AC3.5 Task 3 covers assessment criteria AC3.1, AC3.2, AC3.3, AC3.4 & AC3.5, D1, D3 Task 2 covers assessment criteria AC2.1, AC2.2, M35 Task 4 Scenario – Currys (Dixons Carphone) Currys is a British electrical retailer operating in the UK and Ireland, owned by Dixons Carphone. It specialises in selling home electronics and household appliances, with 295 superstores and 73 high street stores. Smaller stores also trade under the Currys Digital brand in the UK, which was introduced to rebrand all former Dixons stores in 2006. Dixons stores in Ireland followed in August 2008, without the Digital suffix. (Dixons Carphone, 2015) As a Sales Manager of Currys, you are considering expansion into one emerging market. Select an example of an emerging market such as Brazil, Russia, India, China, South Africa, and answer these questions: 1. Investigate opportunities for selling internationally into your chosen emerging market. AC4.2, M1 2. Investigate opportunities for using Exhibitions/Trade-fairs in your chosen emerging market. AC4.3, M1 3. Develop a Sales Plan for a product category of Currys suitable for your chosen emerging market. AC4.1, M2 Task 4 covers assessment criteria AC4.1, AC4.2 & AC4.3, M1, M26 Grading Criteria (Pass, Merit & Distinction) Learning Outcomes Assessment Criteria for Pass LO1. Understand the role of personal selling within the overall marketing strategy AC1.1 Explain how personal selling supports the promotion mix. AC1.2 Compare buyer behaviour and the decision making process in different situations. AC1.3 Analyse the role of sales teams within marketing strategy. LO2. Be able to apply the principles of the selling process to a product/service AC2.1 Prepare a sales presentation for a product or service. AC2.2 Carry out sales presentation for a product or service. LO3. Understand the role and objectives of sales management AC3.1 Explain how sales strategies are developed in line with corporate objectives. AC3.2 Explain the role of recruitments and selection procedure. AC3.3 Evaluate the role of motivation, remuneration and training in sales management. AC3.4 Explain how sales management organise sales activity and control of output. AC3.5 Explain the use of database in effective sales management. LO4. Be able to plan a sales activity for a product or service. AC4.1 Develop a sales plan for a product or a service. AC4.2 Investigate opportunities for selling internationally. AC4.3 Investigate opportunities for using exhibitions or trade fairs.7 Grade Descriptors for MERIT Possible Evidence M1 Identify and apply strategies to find appropriate solutions M1: An effective approach to study and research has been applied to illustrate evidence of investigation in AC4.2 and AC4.3 using Harvard referencing format throughout in both citations and the reference list. M2 Select / design appropriate methods / Techniques M2: Selection of methods, techniques and sources has been justified while illustrating Sales Plan with clearly linked Objectives, Strategies and Tactics - AC4.1 M3 Present and communicate appropriate findings M3: An appropriate structure and approach has been used in presenting and carrying out Sales Presentation - (AC2.1 & AC2.2) Grade Descriptors for DISTINCTION Possible evidence D1 Use critical reflection to evaluate own work and justify valid conclusions D1: Analysis shows critical reflection, evaluation and synthesis of ideas while evaluating role of motivation, remuneration and training in sales management – AC3.3 D2 Take responsibility for managing and organising activities D2: Independence has been demonstrated in planning and organising in explaining the of role of personal selling and / or comparing buyer behaviour – AC 1.1, AC1.2 and AC1.3 using Harvard referencing format competently throughout in both citations and the reference list. D3 Demonstrate convergent/lateral/ creative thinking D3: Problems have been solved demonstrating understanding of academic frameworks and creative thinking in explaining how sales strategies are developed in line with corporate objectives - AC3.1 AND explaining how sales management organise sales activity and control of output – AC3.4 .