Assignment Front Sheet

BTEC Level 5 HND in Business

Unit 20: Sales Planning and Operations

Ms. Maria Sumbul

23rd September 2016

27th November 2016

Assignment Type

Summative Report

Assignment Title

The role and objectives of sales management to plan sales activity

for a product or service

Learning
AC
Outcome
No.
and Statement
LO1

Understand the
role of personal
selling
within
the
overall
marketing
strategy

In this assessment, you will have the Task

opportunity to present evidence that No.
shows you are able to:

1.1

Page
No.
3

Explain how personal selling supports the promotion

mix

1.2
Compare buyer behavior and the decision-making

PEARSON BTEC - Semester 03 - Unit No. 20 Sales Planning and Operations

process in different situations

1.3
Analyze the role of sales teams within marketing
strategy

LO2

LO3

Be
able
to
apply
the
principles
of
the
selling
process to a
product
or
service

Understand the
role
and
objectives
of
sales
management

2.1
Prepare a sales presentation for a product or service

2.2

Carry out sales presentations for a product or

service

3.1

Explain how sales strategies are developed in line

with corporate objectives

3.2

Explain the importance of recruitment and selection

procedures

3.3

Evaluate the role of motivation, remuneration and

training in sales management

3.4

Explain how sales management

activity and control sales output

3.5

Explain the use of database in effective sales

management

organize

LO4

sales

4.1
Be able to plan
sales
activity
for a product
or service

Develop a sales plan for a product or service

4.2

PEARSON BTEC - Semester 03 - Unit No. 20 Sales Planning and Operations

Investigate opportunities for selling internationally

4.3

Investigate opportunities for using exhibitions or

trade fairs

I certify the work submitted for this assignment is my own and research sources are fully acknowledged.

Learners Signature:

Date:

PEARSON BTEC - Semester 03 - Unit No. 20 Sales Planning and Operations

Assignment Brief

Pearson BTEC Level 5 HND in Business

Unit 20: Sales Planning and Operations

Ms. Maria Sumbul

23rd September 2016

Assignment Type

27th November 2016

Summative Report

PEARSON BTEC - Semester 03 - Unit No. 20 Sales Planning and Operations

Unit Aim:

This assignment will enhance the conceptual and practical skills of the students. The
assessment is aiming to provide students with a real-world opportunity for presenting
a companys product/ service and then selling it practically to the customer/ client.
Moreover, this assignment will introduce learners to the theory of selling and sales
planning, and give them the opportunity to put their personal selling skills into
practice.

Additionally, they will also explain different topics like motivation, training & remuneration. After
completion of the assignment, they will get to know how to design recruitment & selection process, the
role of motivation, training & remuneration in better sales management. Furthermore, developing a
sales plan for product or service will help them to know the technicality in making a sales plan.

Scenario

You work in Strategic Consulting Firm as a Consultant; a client organisation requires

consultancy service. As a consultant, you are required to advise the organisation
about the importance of personal selling and the role of sales team in an organisation.
In addition, you are required to prepare a marketing strategy report for the
management of the organisation and train their sales force on the delivery aspect of
the sales pitch.

Also, present a sales plan for a product/ service and investigate the opportunities for selling
internationally and for using exhibitions or trade fair as their marketing tool. Moreover, you also need to
discuss the importance of recruitment, motivation and training of sales team and use of database for the
effective organisation growth.

Task 1- Understand the role of personal selling within the overall marketing strategy
(AC 1.1, 1.2, 1.3)

1.1)

Explain how personal selling supports the promotion mix

Define promotion mix and its elements (Advertising, Sales promotion, Personal selling,
Direct selling, Public Relations)

PEARSON BTEC - Semester 03 - Unit No. 20 Sales Planning and Operations

Assignment Feedback
Formative Feedback: Assessor to Learner

Summative Feedback: Assessor to Learner

IV Feedback: Internal Verifier Feedback to Assessor

PEARSON BTEC - Semester 03 - Unit No. 20 Sales Planning and Operations

SV Feedback: Standard Verifier Feedback to Assessor

Assessor Name

Internal
Name

Verifier

Assessor
Signature

Internal

Verifier

PEARSON BTEC - Semester 03 - Unit No. 20 Sales Planning and Operations

signature

WITNESS STATEMENT

Student name:

Qualification: Pearson BTEC Level 5 Diploma in Business

Unit number & title: Unit 20: Sales Planning and Operations

Description of activity undertaken (please be as specific as possible)

Quality of Power Point Presentation

Delivery of Presentation

Confidence Level

Understanding of the topic & concepts

Assessment & grading criteria for which the activity provides evidence

Task 2 Prepare and Present a Sales Presentation

2.1)

Prepare a PowerPoint presentation for the newly appointed sales team and the sales manager
of the firm. Objective is to train organisation sales force on the delivery aspect of the sales
pitch.

2.2)

(Suggested 6-8 slides plus explanatory notes) Present a sales presentation through which
you can illustrate the principles & best practice of the selling process to demonstrate to the
newly appointed sales team how to sell the product of your selected organisation.

(LO2.1, 2.2) You would need to consider the principles & best practice of the selling process in
preparing this, such issues as negotiating, handling & pre-empting objections, closing the sale
and building customer relation. (The presentation should include product/ service
features, benefits, targeted consumers, competitors, pricing, offers and promotional
activities)

PEARSON BTEC - Semester 03 - Unit No. 20 Sales Planning and Operations

How the activity meets the requirements of the assessment criteria, including how and
where the activity took place

Activity has been taken place through PowerPoint presentation in Cromwell UK international
Education, Ajman, UAE.

Witness name: Mr. Farhan

Job role:

Witness signature:

Date:

Assessor name: Ms. Maria Sumbul

Assessor signature:

Date:

PEARSON BTEC - Semester 03 - Unit No. 20 Sales Planning and Operations