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Qualification - BTEC Higher National Diploma (HND) in Business (RQF)
Unit Name - Sales Management
Unit Number - Unit 39
Unit code - R/508/0598
Unit Credit - 15
Unit Level - Level 5
Assignment - Sales Management Assignment
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Learning Outcome 1: Demonstrate an understanding of the principles of sales management
Learning Outcome 2: Evaluate the relative merits of how sales structures are organised, and recognise the importance of 'selling through others'
Learning Outcome 3: Analyse and apply principles of successful selling
Learning Outcome 4: Demonstrate an understanding of the finance of selling
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Scenario and Activity.
You are a sales manager of your chosen company (options provided below but not restricted to) and an opportunity to be promoted to senior management has arisen. There is competition for this prestigious post so the directors have requested each applicant to produce a report that provides a coherent, fully justified critical evaluation based upon a comprehensive understanding of sales management, sales structure and selling techniques within a organisational context.
Within the report you must explain the key principles of sales management, especially in relation to the significance of sales planning, methods of selling, and sales reporting. It is important that the chosen company has B2C and B2B elements.Futhermore, provide an evaluation of how theseprinciples of sales management will vary in response toconsumer and business buying behaviour.
Next is to consider the sales structure of the chosen company explaining with examples of direct sales and selling through others, how they reach their market which must include a critical evaluation of implementation of the sales structures such as by product, market and geography. Moreover, make sure that you have highlighted the importance and advantages of "selling through others".
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In todays competitive sales environment it is critical for B2C & B2B sectors to build and manage customer relationships. By examining your company and the competition in that sector, critically analyse the application of successful selling principles and techniques for effective selling. With the support of examples, analyse how such techniques and principles facilitate building and managing customer relationships.
Finally to get the promotion critically evaluate and make recommendations on how sales structures and approaches can improve financial viability of your chosen organisation. Within this incorporate the importance of developing sales strategies, account management, core finance principles and portfolio management.
You will need to choose a company the has a B2B department to complete this module. You can choose from one of the following industries. You must get your lecturer's approval first.
1. A mobile phone provider - EE, Vodafone, Virgin
2. An airline - BA, Lufthansa, Emirates
3. A car manufacturer - Ford, Vauxhall, VW
4. A bank - Lloyds, Barclay's, HSBC
5. An office equipment company- Xerox, Dell, Ryman's
6. Delivery companies such as DHL and UPS
7. Fitness companies such as David Lloyd and Fitness First
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Pass
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Merit
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Distinction
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LO1 Demonstrate an understanding of the principles of sales management
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LO1, 2 & 3
D1 Produce a coherent, fully justified critical evaluation based upon a comprehensive understanding of sales management, structure and selling techniques within an organisational context.
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P1 Explain the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting.
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M1 Evaluate how principles of sales management will be different in response to consumer and business buying behaviour.
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LO2 Evaluate the relative merits of how sales structures are organised, and recognise the importance of 'selling through others'
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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.
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M2 Critically evaluate the implementation of different types of sales structures using specific organisational examples (e.g. geographic, marketing, product sales).
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LO3 Analyse and apply principles of successful selling
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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.
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M3 Critically analyse the application of successful selling principles and techniques in application to specific organisational examples.
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LO4 Demonstrate an understanding of the finance of selling
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P5 Explain the importance of developing sales strategies that yield highest profitability and incorporating account management within sales structures.
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M4 Evaluate how core finance principles and successful portfolio management can lead to increased profitability and a competitive edge.
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D2 Critically evaluate and make recommendations on how sales structures and approaches can improve financial viability.
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