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Unit 39 Sales management City college

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HND Assignment Brief Session: September 2020
Programme titlePearson BTEC HND in Business (RQF)
Unit number and title39Sales Management
Assignment number & title1 of 1Sales Training
Unit Level5Credit Value: 15
Assessor(s)Pronab Mondal / Mehul Halari
Issue Date20 February 2021
Final assignment submission deadline02 July 2021
Submission instructionsOn completion, assessments should be uploaded before the submission deadline, through Turnit In, located through the Unit introduction page on Canvas. You will receive a receipt to acknowledge your submission of evidence. This ensures that there is a clear audit trail for submission of assignments. Any extension or deferral requests must be submitted in advance of the assessment deadline and agreed, in writing with the unit leader. Where a submission is submitted later than the agreed deadline without an application for an extension or deferral being approved that submission will be capped at a ‘Pass’
Resubmission deadlineTBA
   General GuidelinesThe work you submit must be in your own words. If you use a quote or an illustration from somewhere you must give the source.Include a list of references at the end of your document. You must give all your sources of information.Make sure your work is clearly presented and that you use readily understandable English.Wherever possible use a word processor and its “spell-checker”.The work you submit must be in your own words. Include a list of references at the end of your document. You must give all your sources of information (this must be in accordance with the Harvard referencing system).Make sure your work is clearly presented in chronological order and has a logical flow. English presented within the body of your assignment must show academic proficiency and comply with academic requirements.  If an individual has additional learning needs these should be appropriately assessed and met.
 FeedbackIn-class feedback will be available from draft submissions on a task-by-task basis in the form of formative feedback and also for initial submission (formative feedback will not include any indication of final grades, the process will focus upon supporting development). Summative feedback will be provided within 3-4 weeks of the assignment submission however; final grades will be released in accordance with organisational policies and procedures. Please note you will be required to authenticate receiving your summative feedback.
 Internal verifierAdeel Sarim
 Signature (IV of the brief) Date20.02.2021

Aim

This unit introduces students to the discipline of sales management for the 21st century. Changing dynamics between buyers and sellers, driven by the fast-paced evolution of e-commerce and globalisation, has led organisations to review and adapt their sales management approach in response to a customer driven culture. 

This unit gives a comprehensive overview of sales management and equips students with the tools and knowledge they need to succeed in today’s increasingly complex and fast-paced sales environment. 

Learning outcomes and criteria covered by this assignment:

Edexcel Grading Criteria

This assignment/portfolio will be assessed according to the following grading criteria:

*NB: It is not accepted practice to submit assignments that present the grades, pass, merit and distinction as separate entities.  A holistic integrated approach must be used whereby the criterion appears seamless within the body of the text.

Plagiarism and collusion

Any act of plagiarism and collusion will be seriously dealt with according to the City College Limited regulations. In this context the definition and scope of plagiarism are presented below:

  • Using the work of others without acknowledging the source of information or inspiration. Even if the words are changed or sentences are put in a different order, the result is still plagiarism (Cortell 2003).
  • Collusion is described as the submission of work produced as a result of the collaboration between two or more parties. Additionally, collaboration entails the sharing of one person‘s work with others who submit either all or part of their coursework ―as their own.
  • Contract Cheating – the Use of Third-Party Services and Essay Mills The purchasing of essays from a third party and passing them off as a student’s original work is taken very seriously by both the College, by De Montfort University, and by Pearson Edexcel. The teaching practices, delivery methods and generally smaller class sizes within the College allow our staff to become more familiar with a student’s academic style and capabilities making them more able to detect fraudulent submissions that may nor otherwise be detected through Turnitin software. 
Learning Outcomes and Assessment Criteria 
PassMeritDistinction
LO1 Demonstrate an understanding of the principles of sales management.   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. 
P1 Examine the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting.   M1 Evaluate how principles of sales management will be different in response to consumer and business buying behaviour. 
LO2 Evaluate the relative merits of how sales structures are organised and recognise the importance of ’selling through others’. 
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. M2 Critically evaluate the implementation of different types of sales structures using specific organisational examples (e.g. geographic, marketing, product sales). 
LO3 Analyse and apply principles of successful selling 
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. M3 Critically analyse  he application of successful selling principles and techniques in application to specific organisational examples. 
LO4 Demonstrate an understanding of the finance of selling. D2 Critically evaluate and make recommendations on how sales structures and approaches can improve financial viability 
P5 Explain the importance of developing sales strategies that yield highest profitability and incorporating account management within sales structures. M4 Evaluate how core finance principles and successful portfolio management can lead to increased profitability and a competitive edge. 

In order to achieve all learning outcomes within this unit, you will be required to complete all the given tasks. Your work can be presented in a range of formats, either a type written report, a hand written report or a recorded, formal verbal report. Whichever option you choose, you should remain within the designated word count and give all due consideration to form and structure. The format chosen will not impact on your final grade. 

Assignment Brief and Guidance 
Scenario
 You are working as a Trainee Sales Manager for “Appliances 4 U” which sells and delivers used appliances e.g. fridges, dishwashers etc. graded according to their energy efficiency and used condition. The company is using the Brick and Mortar business model and has recently started to sell its products online using Facebook Marketplace only. Since the consumer buying power has affected due to current economic condition, the business is getting a huge response within Birmingham, therefore, considering the business expansion prospects, the directors of the business have decided to expand its business operations nationwide by adapting various approaches to sales management and selling techniques. To increase business sales using different sales channels, using appropriate sales structures and methods of selling, you have been asked by your line manager to produce a coherent, fully justified critical evaluation-based report which provides justified recommendations on how the company can expand its business operations to yield high profits. To write a coherent and purposeful report, you are required to complete the following tasks: 
Unit Learning Outcomes
LO1 Demonstrate an understanding of the principles of sales management. LO2 Evaluate the relative merits of how sales structures are organised and recognise the importance of ’selling through others’. LO3 Analyse and apply principles of successful selling
Tasks and Guidance
Task 1 (2500 words) Provide a critical evaluation of the key principles of sales management and how the different consumer and business buying behaviour can be analysed using new forms of technology in sales planning, methods of selling, strategies for measuring and monitoring sales and sales reporting to increase sales.   Critically evaluate the relative merits of:   How sales structures are organised. Recognise the importance of ’selling through others’.  (N.B. Identify and evaluate the implementation of different sales structures (e.g. geographic, marketing, product sales) based on their merits and how they are organised. Your evaluation must be supported by using specific organisational examples.)   Critically analyse the application of the key principles and techniques for successful selling and andlyse their impact on building and managing relationships with organisational customers. Your analysis should be supported with relevant business examples.    
Unit Learning Outcomes
LO4 Demonstrate an understanding of the finance of selling.
Tasks and Guidance
Task 2 (1000 words) 2.1 Critically evaluate how sales structures and approaches can improve financial viability of an organisation and make recommendations for improvements.    N.B. In your critique, discuss the importance of developing sales strategies and incorporating account management (core finance principles and successful portfolio management) within different sales structures. Discuss how they can lead to increased profitability and contribute in gaining competitive edge. Make recommendations on how sales structures and approaches can improve the financial viability of the given organisation.   
Submission Format
The submission is in the form of an individual written report. This should be written in a concise, formal business style using single spacing and font size 12. You are required to make use of headings, paragraphs and subsections as appropriate and all work must be supported with research and referenced using the Harvard referencing system. Please also provide a bibliography using the Harvard referencing system where applicable. The recommended word limit is 3,500 to 4,000 words, although you will not be penalised for exceeding the total word limit. 

Please Access HN Global for additional resources, support and reading for this unit. For further guidance and support on writing please refer to the Study Skills Unit on HN Global.

Glossary

Analyse: Break an issue or topic into smaller parts by looking in depth at each part. Support each part with arguments and evidence for and against (Pros and Cons)

Critically Evaluate/Analyse:  When you critically evaluate you look at the arguments for and against an issue. You look at the strengths and weaknesses of the arguments.   This could be from an article you read in a journal or from a textbook. Then you look at the reason why it is important (for) then you look at the reason why it is important (against)

Discuss: When you discuss you look at both sides of a discussion. You look at both sides of the arguments. Then you look at the reason why it is important (for) then you look at the reason why it is important (against).

Explain: When you explain you must say why it is important or not important.

Evaluate: When you evaluate you look at the arguments for and against an issue.

Identify: When you identify you look at the most important points.

Student Guidelines;

You should include a bibliography using the Harvard referencing system.

Each unit will be graded as a Pass, Merit or Distinction. A Pass is awarded for the achievement of all outcomes against the specified assessment criteria based mostly on DESCRIPTIVE content. Merit and Distinction grades are awarded for higher-level achievement which includes degrees of CRITICAL THINKING, ANALYSIS & EVALUATION – these are higher level skills that you should work on over the period of your programme.

If your submission fails to meet all Pass criteria, it will be referred. The second attempt will then be capped at a Pass, as per the Pearson Edexcel regulations.

Please access HN Global for additional resources support and reading for this unit. For further guidance and support on report writing please refer to the Study Skills Unit on HN Global.

Submission Instructions

Please submit your work soft copy digitally on Box/Canvas and send a copy via email to your course tutor on the set dates and notify via email to info@city-college.co.uk. Request a receiving receipt in the form of a reply email which you should keep safe.

All marked expected to be returned to students within 4 weeks of submission.

Textbooks

HAIR, J., ANDERSON, R., MEHTA, R. and BABIN, B. (2008) Sales Management: Building

Customer Relationships and Partnerships. 1st Ed. Cengage Learning.

JOBBER, D. and LANCASTER, G. (2015) Selling and Sales Management. Harlow: Pearson

TANNER, J., HONEYCUTT, E. and ERFFMEYER, R. (2013) Sales Management.

Harlow: Pearson.

WEINBERG, M. (2015) Sales Management. Simplified: The Straight Truth About Getting

Exceptional Results from Your Sales. New York: Amacom.

Links

This unit links to the following related units:

Unit 5: Management Accounting

Unit 24: Digital Marketing

Unit 37: Consumer Behaviour and Insight

Unit 44: Pitching and Negotiation Skills

Wider reading is available via our CANVAS/BOX website with guidance given within the Unit 12 folder. Links are also available giving remote access to the e-library resources including e-books, journals & databases. You are encouraged to use these to develop your assignment. Let your college administrator know if you need any help with ATHENS login.

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