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Unit 39 Sales Management Mont rose college


Unit 39 Sales Management

Programme   BTEC Higher National Diploma (HND) in Business (RQF).
  Unit Title and Number:   Sales Management  (Unit 39)
  Unit QCF level/Code   05/ (R/508/0598)   Module Tutor Name /Email Dr Chika Ugoji
Credit Value   15   Assignment Code   NSAB919B39
  Cohort Name   APRIL 2018b   Assignment Date Set    19th December 2019
  Student’s Name     Student’s Registration Number  
  Submission Date 5 April 2020   Distribution Date 20 January 2020
Learner’s statement of authenticity I certify that the work submitted for this assignment is my own. Where the work of others has been used to support my work then credit has been acknowledged. I have identified and acknowledged all sources used in this assignment and have referenced according to the Harvard referencing system. I have read and understood the Plagiarism and Collusion section provided with the assignment brief and understood the consequences of plagiarising.   Signature: ___________________                       Date:  ___/___/_____                

Is this a  First  Submission                        Referral Submission

Word Count                         

Complete and copy this page and add it as the front sheet to your online submission

Key Dates
Semester starts 13/01/2020
Semester ends 03/04/2020
Formative assessment Dropbox opens 09/02/2020
Formative assessment Dropbox closes ( i.e.Deadline for formative submission  by students ) 08/03/2020
Final SUBMISSION dropbox opens on 27/03/2020
Final SUBMISSION dropbox closes on (i.e.Deadline for final submission by students ) 05/04/2020
Teacher’s result submission deadline 19/04/2020
Referral Dropbox will open from 06/04/2020
Referral Dropbox closes on (i.e.Deadline for Referral submission by students ) 17/05/2020
Referral result deadline for teachers 31/05/2020


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. HND Assignments

Learning Outcomes  By the end of this unit a student will be able to:

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

LO4 Demonstrate an understanding of the finance of selling

Submission Format
This submission will be in the form of an individual report. The recommended length of this submission is 4000–5000 words, although you will not be penalised for exceeding mentioned recommendation on word limit. Where appropriate, learning theory and additional research must be used, and referenced according to the Harvard Referencing system. The work must include a bibliography for all referenced work using the Harvard referencing system.              
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   LO4 Demonstrate an understanding of the finance of selling  
Assignment Brief and Guidance
Scenario and Activity. You are a sales manager of your chosen company 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 to demonstrate their knowledge and understanding of the important areas as mentioned below.   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 these principles of sales management will vary in response to consumer 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”.     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 key principles and techniques used for effective selling and repeat business. With the support of examples, explain how such techniques facilitate customer relationship management.     Of course all successful sales organisations have a sales strategy. To appease the directors and improve your chance of  being promoted, you must explain how you will make the company more profitable, show the importance of developing sales strategies, incorporating account management, and how this fits in within the sales structures.   Some organisations use their methods of finance to build a successful customer portfolio. By evaluating these for your company show how these give you a competitive edge and therefore more profit. Finally to get the promotion critically evaluate what you have learned so far and make recommendations to the directors on how the company’s sales structure could be changed to improve the business.   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   Or for other ideas look through the Times 100 top companies on
Pass Merit Distinction
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 Explain 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 the application of successful selling principles and techniques in application to specific organisational examples.  
LO4 Demonstrate an understanding of the finance of selling
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.   D2 Critically evaluate and make recommendations on how sales structures and approaches can improve financial viability.  

Grading Details:

The assessment criteria for a unit are hierarchical and holistic. Forexample, if an M criterion requires the student to show ‘analysis’ and the related P criterion requires the student to ‘explain’, then to satisfy the M criterion a student will need to cover both ‘explain’ and ‘analyse’. The unit assessment grid shows the relationships among the criteria so that assessors can apply all the criteria to the student’s evidence at the same time.

Assessors must show how they have reached their decisions using the criteria in the assessment records. When a student has completed all the assessment for a unit then the assessment team will give a grade for the unit. This is given simply according to the highest level for which the student is judged to have met all the criteria. Therefore:

To achieve a Pass, a student must have satisfied all the Pass criteria for the learning outcomes, showing coverage of the unit content and therefore attainment at Level 4 or 5 of the national framework.

To achieve a Merit, a student must have satisfied all the Merit criteria (and therefore the Pass criteria) through high performance in each learning outcome.

To achieve a Distinction, a student must have satisfied all the Distinction criteria (and therefore the Pass and Merit criteria), and these define outstanding performance across the unit as a whole.

The award of a Pass is a defined level of performance and cannot be given solely on the basis of a student completing assignments. Students who do not satisfy the Pass criteria should be reported as Unclassified.

Recommended Resources


  • Jobber, D. and Lancaster, G. (2015) Selling and Sales Management. Harlow: Pearson
  • Hair, J., Anderson, R., Mehta, R. and Babin, B. (2008) Sales Management: Building Customer Relationships and Partnerships. 1st Ed. Cengage Learning.
  • 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. Essay Typer


  1. Campaign (Haymarket Publishing).
  2. Harvard Business Review (Harvard Business Publishing).
  3. Harvard Business Review
  4. The Financial Times and other daily newspapers which contain a business section and market reports.
  5. Campaign (Haymarket Publishing).
  6. Harvard Business Review (Harvard Business Publishing
  7. The Marketing Review (Westburn Publishers Ltd)
  8. The Marketer (Journal of the Chartered Institute of Marketing Magazine)
  9. Marketing Business (The Chartered Institute of Marketing Magazine)
  10. Marketing Week (Centaur Communications Ltd)
  11. Journal of Marketing
  12. Harvard Business Review
  13. The Financial Times and other daily newspapers which contain a business section and market reports.

Specification of Assessment

  • Present your written work in one business report style which should include table of contents, reference list, foot or end notes and appendices if any
  • Include the reference code of this assignment on your assignment submission front page.
  • Each page must be numbered at the bottom right hand side.
  • Ensure the following information is in the footer on every page:
    • Your name
    • The production date of your submission
    • The code number of your assignment brief
    • The page number
  • Spell-check the document and make sure there are no grammatical errors.
  • Complete all the tasks.
  • Produce clear specific reasoning and arguments in support of your answers.
  • You must include a bibliography at the end to show where your information was sourced.
  • Your sources must be identified using the Harvard referencing system. The words used in your bibliography will not be included in your word count.

As per Pearson policy, you are only allowed two submissions per module. One for final submission and another one for referral. Failure to achieve a grade pass after a second submission will result in you having to repeat the module in the next term.

Any re-submission or late submission (unless authorised due to mitigating circumstances) will be capped at a PASS grade only.

Extension and Late Submission    

If an extension is necessary for a valid reason, requests must me made in writting using a course work extension request form to the head of department. Please note that the lecturers do not have the authority to extend the coursework deadlines and therefore do not ask them to award a coursework extension.

The completed form must be accompanied by evidence such as a medical certificate in the event of you being sick.

Plagiarism and Collusion  

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

‘Plagiarism occurs when a student misrepresents, as his/her own work, the work, written or otherwise, of any other person (including another student) or of any institution. Examples of forms of plagiarism include[1]:

  • the verbatim (word for word) copying of another’s work without appropriate and correctly presented acknowledgement;
  • the close paraphrasing of another’s work by simply changing a few words or altering the order of presentation, without appropriate and correctly presented acknowledgement;
  • unacknowledged quotation of phrases from another’s work;
  • The deliberate and detailed presentation of another’s concept as one’s own.’

All types of work submitted by students are covered by this definition, including, written work, diagrams, designs, engineering drawings and pictures.

‘Collusion occurs when, unless with official approval (e.g. in the case of group projects), two or more students consciously collaborate in the preparation and production of work which is ultimately submitted by each in an identical, or substantially similar, form and/or is represented by each to be the product of his or her individual efforts. Collusion also occurs where there is unauthorised co-operation between a student and another person in the preparation and production of work which is presented as the student’s own.’ (’Carroll, J and Appleton, J. (2001) Plagiarism – A Good Practice Guide.  Oxford Brookes University/JISC, Oxford)

All work for assessment must be submitted with a Turnitin Report on plagiarism. The Maximum Turnitin score admissible is 15% (after deduction of 1% & 2% records). Assignments with more that this 15% score will be automatically referred for reworking and resubmission.

Any student might be called to seat through a viva with the lecturer to confirm any parts of the module through an interview which will then form part of the summative assessment.

To access any feedback (formative/summative) you will have to access Moodle and open your assignment. You will have to click on the blue comment box in the righthand side and the feedback will appear within the text. You might have to click on the blue bubbles to see the feedback.

Summative Feedback on this coursework will be given on

Referral dropbox will open from – 2 Dec 19

Referral submission deadline – 5 Jan 2020

Referral result declared – 19 Jan 20

Assignment Resubmission Policy

A Resubmission is any work handed in for final assessment a second time.

The Final Deadline is the date on which the whole assignment must be completed and submitted (usually in week 12 at the end of the semester)

Work submitted                                         To be Resubmitted

  1. Referred after Final Deadline                      Four weeks after the final deadline
  • Missed Final Deadline                                  End of next semester
  • Missed formative assessment(s) and

         Referred after Final Deadline                       End of next semester