Sales Management BUSMGT301 Assessment

Sales Management

Mini-project Assignment (Total Marks 40)

This assignment assesses your understanding of concepts, frameworks and skills discussed in the course. This is an application-based assignment. You are required to submit a document about your organisation (or an organisation of your choice). Ensure that the product/service the organisation offers can be sold using personal sales. Please ensure that you read the instructions provided at the end of this document.
Introduction (10 marks)
1. Identify and detail one or more products and services this organisation offers that can be sold using personal sales.
2. Detail the organisations sales model (channels/personal sales) for your chosen product or service. Compare and contrast the sales models of different products and services. You can compare and contrast with the products/services of the closest competitor as well.
Sales Process (20 marks)
3. Identify the selling orientation used (transactional/consultative/enterprise) and assess the suitability of this orientation.
4. Amongst the selling techniques covered in class (adaptive, stimulus-response, etc. ), which method is used and why? Would you recommend a different selling technique? If so, which one? Please justify your choice.
5. Who are the critical decision makers when buying the above product or service? Draw up a prospect profile of the ideal customers and justify the same. Formulate a strategic prospecting plan with justification.
6. For any one product or service from those described above, craft an opening statement that will be part of your approach using any of the methods discussed in class. Justify your opening statement.
7. Develop a set of questions for one product or service from those described above to complete the needs identification process. (Open ended questions)
Analysis (10 marks)
8. Clearly outline the sales process currently used by the salespeople. Based on all of the above, do a critical assessment of the current sales strategy, model, process and tactics. If you have recommendations to improve any of the above, then please suggest the same with justification.

Important Instructions

Restrict your submission to a maximum of 3000 words.
Your submission will also be assessed on the following points. It should be structured well, with the arguments well laid out and a clear logical flow. Descriptions should be clear. Frameworks from the course should be applied. Options (if applicable) should be detailed. Recommendations should be made with compelling justification (usually drawing upon frameworks or a clear argument).
Please stick to the point and do not ramble in your submission. Also, do not regurgitate theory in the submission.
The assignment tests your understanding of the concepts taught in class. Using AI tools or plagiarising is prohibited, and transgressions will invite disciplinary action.