BUS5013 Sales Management
Sales and Negotiation Proposal
Date for Submission: Please refer to the timetable on ilearn
(The submission portal on ilearn will close at 14:00 UK time on the date of submission)
Assignment Brief
As part of the formal assessment for the programme you are required to submit a Sales Management assignment. Please refer to your Student Handbook for full details of the programme assessment scheme and general information on preparing and submitting assignments.
Learning Outcomes:
After completing the module, you should be able to:
- Model prospective and existing customers for a given product or service.
- Appraise appropriate sales management techniques for a given scenario.
- Develop a sales management plan.
- Professional skills: demonstrate transferable skills that are essential to a career in business, developing the core skills of complex problem-solving, critical thinking and analysis, as well as leadership and social influence.
Guidance
Your assignment should include: a title page containing your student number, the module name, the submission deadline and the exact word count of your submitted document; the appendices if relevant; and a reference list in AU Harvard system(s). You should address all the elements of the assignment task listed below. Please note that tutors will use the assessment criteria set out below in assessing your work.
You must not include your name in your submission because Arden University operates anonymous marking, which means that markers should not be aware of the identity of the student. However, please do not forget to include your STU number.
Maximum word count: 4000 words
Please refer to the full word count policy which can be found in the Student Policies section here: Arden University | Regulatory Framework
Please note the following:
Students are required to indicate the exact word count on the title page of the assessment.
The word count includes everything in the main body of the assessment (including in text citations and references). The word count excludes numerical data in tables, figures, diagrams, footnotes, reference list and appendices. ALL other printed words ARE included in the word count.
Please note that exceeding the word count by over 10% will result in a 10-percentage point deduction
Assignment Task The Scenario
The national and international environment in which businesses operate constantly changes, the Covid-19 pandemic has clearly highlighted this. Each organisation needs to keep an eye this movement as well as the possibility of new competitors entering the marketplace.
Primark, the retail clothing chain, do not currently sell their products online and there have been questions raised as to why this has not happened as well as reasons provided by the organisation. There have been significant advances in online shopping in recent years with consumers moving away from the high street. A trial at the company has now been agreed and items in one department will be made available to buy online.
You currently work for the organisation within one of the following departments; womenswear, menswear or childrenswear. You need to create a sales proposal stating why your department (choose one) should be chosen for the trial, the items to be focused upon and identify which country you wish to trial this in and why.
Your proposal will need to include, but not limited to, the following;
- Careful consideration of the target market including consumer behaviour and country analysis.
- Sales techniques to be used and why
- Critical competitor analysis within the current market and the need to differentiate.
- Motivating techniques for the sales workforce Total marks for this section – (60 Marks)
The organisation though, has set out some terms and conditions. You should prepare a section at the end of the sales proposal to negotiate with the company providing authentic and valid justifications within your negotiations which should be backed up with scholarly based evidence.
The terms and conditions are:
- All sales profits will be kept by the organisation and not reinvested.
- If the trial is successful, then directors and managers will gain a 10% bonus and the sales workforce will get a letter of thanks.
- Overtime will not be given. Workers will be expected to deal with orders before the end of their shift otherwise disciplinary action will be taken
- The current workforce/salesforce will deal with the trial, no new staff will be employed.
- The logistics company to be used to fulfil any orders received will be a small local organisation.
Total marks for this section – (40 Marks)
All students will need to ensure that a full report format is used which includes a title page, contents page, introduction, main body to include subheadings, a conclusion and references which should be in the correct AU Harvard style as required by the University. (4,000 words) (100 marks) (LOs: 1, 2, 3 & 4)
End of questions
Formative Feedback
You have the opportunity to submit a MS Word or PDF document to receive formative feedback.
The feedback is designed to help you develop areas of your work and it helps you develop your skills as an independent learner. Model prospective and existing customers for a given product or service.
If you are a distance learning student, you should submit your work, by email, to your tutor, no later than 2 weeks before the actual submission deadline. If you are a blended learning student, your tutor will give you a deadline for formative feedback and further details.
Formative feedback will not be given to work submitted after the above date or the date specified by your tutor – if a blended learning student.
Referencing Guidance
You MUST underpin your analysis and evaluation of the key issues with appropriate and wide ranging academic research and ensure this is referenced using the AU Harvard system(s).
Follow this link to find the referencing guides for your subject: Arden Library
Submission Guidance
Assignments submitted late will not be accepted and will be marked as a 0% fail.
Your assessment can be submitted as a single Word (MS Word) or PDF file, or, as multiple files.
If you chose to submit multiple files, you must name each document as the question/part you are answering along with your student number ie Q1 Section A STUXXXX. If you wish to overwrite your submission or one of your submissions, you must ensure that your new submission is named exactly the same as the previous in order for the system to overwrite it.
You must ensure that the submitted assignment is all your own work and that all sources used are correctly attributed. Penalties apply to assignments which show evidence of academic unfair practice. (See the Student Handbook which is available on the A-Z key information on iLearn