1. Unit and Assessment Details
Course Title: HND Business
Unit Name: Sales Planning and Operations
Assessor: Ayesha Ali
Internal Verifier: Bilal Ahmad
Assessment Title: Field Selling, Assessing the role of Sale Manager
Assessment Method: Assignment
Assessing in: Individual
Number of pages: 12 pages
Outcomes Covered: 2(1 & 2).
Issue Date: 26/04/10
Due Date: 17/05/10
|College No. |Learner Name |Learner Signature |
| | | |
|Learner’s Declaration: I confirm that the work submitted for this assignment is my own. |
|Date | |
|OUTCOME | |
|1 |Explain the role and objectives of field selling. |
|2 |Assess the role of sales manager in enhancing sales performance. |
My sector of learning is manufacturing and I trained staff to achieve operational skills within my organisation. As a teacher/trainer I will first of all go through an initial assessment, which provides the information to decide their starting points. In this way I will be able to measure their achievement and progress. I would also be able to identify my individual student needs and learning ...
NOTE: Attach this page as first page of your report.
Purpose and Aim
Purpose of this assignment is to introduce students to field selling and sales operations. This assignment will provide them with an opportunity to practically learn the selling skills which are necessary for skilled sales force of any organization. It will guide the students how to design the promotional mix and formulate the sales strategy, recruitment policy, motivating the sales staff and related matters.
Another important aim is to develop the common skills that the student will require in his or her practical life. These skills will be observed closely by the respective lecturer.
1. Explain the elements of promotional mix in detail. What is the relationship among different elements in promotion mix more specifically in the field of selling? Select one product from the listed products and explain which element of communication mix will be more appropriate for selling these products (outcome 1.1).
• Products that can be sold through retail outlets, vendors for e.g. bread, beverages, food items (of nominal prices), pen, and ballpoints.
• Shampoo, shoes, perfumes.
• Refrigerator, Generator, Split AC, Cars.
2. Tell us the importance of buying behavior in the field selling. Make your analysis on the buying behavior of your customer. Point out the factors that are affecting his/ her buying decision (outcome 1.2).
3. Explain the different stages in field selling. Discuss the importance of each stage in the selling process? Give your analysis. Take a product and practice all the possible sales stages and close the sale appropriately (outcome 1.3).
4. Discuss the steps of recruitment and selection of sales staff. Study the recruitment process of selected organization from approved list and devise a completely new recruitment procedure for it. Justify your recommendations.
Note: You should provide video evidence for M3. The edited video should not be of more than20min. You should select one product from each category and sell it on one customer. In first category, directly product should be sold on first day. While, in 2nd and 3rd category in first two days student should observe the sales strategy of sales personnel of selected retail outlet and sell on the third day.
?Describe the elements that make up the marketing mix. Marketing mix often called “4Ps” refers to four elements of a firm’s marketing strategy which are designed to meet the needs of customers. The elements include: Product Price Place Promotion To meet consumers’ needs, businesses must produce the right product, at the right price, make it available at the right place, and let consumers know ...
|Outcome 1: Explain the role and objectives |1.1: Explain and provide example of the role |P1: Explain the elements of communication mix. |
|of field selling. |and relationship between objectives of | |
| |different elements in communication mix. | |
| | |M1: Discuss IMC. Briefly, discuss importance of |
| | |communication mix elements in the field selling. |
| | |D1: Explain which element of communication mix will|
| | |be more appropriate for selling the commodities |
| | |listed above. Justify your point. |
| |1.2: Illustrate how an understanding of buyer |P2: Discuss the buying behavior process. |
| |behavior will can be used in field selling. | |
| | |M2: Analyze the buying behavior of your buyer and |
| | |mention the factors that are affecting the buying |
The Essay on Report Identifying The Different Reasons People Communicate And Explain How Communication Affects Relationships In The Work Setting
Communication is basically the giving and receiving of information. It’s the base of everyone does in every life. What we say, how we say it and what we do communicates lots of messages that are given and received consciously and subconsciously by using different communication methods. Generally when people communicate with you it’s because they have something they want you to know or something ...
| | |decision. |
| |Analyze the stages in the sales process. |P3: Describe the stages involved in the sales |
| | |process. |
| | |M3: Take a product and practice all the possible |
| | |sales stages and close the sale. |
|Outcome2: Assess the role of sales manager |2.1: Explain how sales strategies are revised |P4: Discuss the role of sales strategies in |
|in enhancing sales performance. |in line with corporate objectives |achieving organizational goals. |
| | |M4: Analyze the sale strategy of your selected |
| | |organization, and its role in achieving |
| | |organizational objective. |
| |2.2: Devise appropriate recruitment and |P5: Explain the process of recruitment and |
| |selection procedures. |selection for sales personnel. |
| | |M4: Devise a completely new recruitment procedure |
Role of interpersonal skills in healthcare The importance of interpersonal skills in healthcare can hardly be overestimated. In the field of nursing, healthcare workers ability to find a psychological contact with patients accounts like no other factor for their professional success. It has to be remembered at all times that the most of hospital patients are quite psychologically unstable and it ...
| | |(of sales staff) for selected organization. |
| | |D3: Justify your devised procedure with proper |
| | |reasoning. |
| |2.3: Explain the role of motivation, |P6: Briefly, give overview of motivation, types of |
| |remuneration and training in enhancing sales |remuneration and training. |
| |performance. | |
| | |M5: Relate motivation, training and remuneration |
| | |with enhancing sales of your selected performance. |
Common Skills Covered
|Common Skills |Criteria |Evidence |
|Managing and developing self |Manage own roles and responsibilities |Complete the given assignment within the |
| |Manage own time in achieving objectives |specified deadlines reflects individual |
| |Undertake personal and career development |capabilities of students. It will be assessed |
| |Transfer for skills gained to new and changing |by how students manage themselves within the |
| |situations and contexts |time constraint. |
|Managing Tasks and Solving Problems |Use information sources |Capability of students to handle and interpret |
Centuries ago, there lived a couple who never ran out of stories to tell to the whole village. The only time these pair of talkative shut their mouths was during their bedtime. The moment their eyes opened and saw the bright morning sunshine greeting them “a blessed morning,” the husband and his wife would start a loud and scandalous day. It was their pastime to lounge around the plaza to catch ...
| |Deal with a combination of routine and no routine |different kind of information will be assessed.|
| |tasks | |
| |Identify and solve routine and non-routine | |
| |problems | |
|Communication |Receive and respond to a variety of information |The format of the submitted assignment, quality|
| |Present information in a variety of visual forms |of expression and use of technical terms, |
| |Communicate in writing |Presentation of the report. |
| |Participate in oral and non-verbal communication | |
|Applying Technology |Use a range of technological equipment and systems|Usage of Microsoft Office in report writing |
|Applying Design and Creativity |Apply a range of skills and techniques to develop |The new strategies planned and the ways in |
| |a variety of ideas in the creation of new/modified|which it will be implemented and monitored will|
| |products, services or situations |be assessed. |
| |Use a range of thought processes | |
• The copy of this assignment brief should be attached with the assignment as annexure
• Books and online resources can be used of the college library and Central Computer Lab
• Proper referencing should be given in the Harvard Style.
• Visits need to be made to the organizations, meeting the respective manager, the college will provide you with the reference letter for the project and the manager is welcome to contact the administration at the college.
Advancements in information technology have had many great benefits on society. It has revolutionized the phase of business and living around the world. Information Technology has made Local businesses become international due to a simple website. Information technology (IT) is the use of computers and telecommunications equipment to store, retrieve, transmit and manipulate data. The term is ...
• You should provide video evidence for D2. The edited video should not be more than 10min.
• The Video recording for at least one product should be in proper sale environment i.e. market.
Internal Verifier Assessor