1  Demonstrate an understanding of the principles of sales management.

2  Evaluate the relative merits of how sales structures are organised, and recognise the importance of ’selling through others’.

3  Analyse and apply principles of successful selling.

4  Demonstrate an understanding of the finance of selling.
Assignment Brief and Guidance:
You are the Sales Manager for a large international organisation [choose a company that you can obtain information on easily] and once a year there is an international sales meeting with all the sales representatives from around the world. It is a 3-day event and consists of numerous meetings, presentations and symposiums. This year , you have now been asked by your Sales Director to write a report that will be given out at the annual sales conference. The report will focus on the principles of of sales management, relative merits of how sales structures are organised,  V principles of successful selling  and the importance of developing sales strategies that yield profitability for the organisation.

Task-1 (LO 1&2&3&4)

You will need to produce a report to be given to all the delegates at the meeting and it must cover the following:

An introduction to the organisation as well as the sales figures.

You need to examine the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting .Furthermore, you need to also evaluate how principles of sales management will be different in response to consumer and business buying behaviour.

You need to evaluate the benefits of sales structures and how they are organised using specific organisational examples.You need to also explain the importance and the advantages of the concept of ‘selling through’ others.

Furthermore, you need to also critically evaluate the implementation of different types of sales structures using specific organisational examples (e.g. geographic, marketing, product sales). Make sure you produce a coherent, fully justified critical evaluation based upon a comprehensive understanding of sales management, structure and selling techniques within an organisational context

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.Besides,  critically analyse the application of successful selling principles and techniques in application to specific organisational examples.

Explain the importance of developing sales strategies that yield highest profitability and incorporating account management within sales structures. You need to also evaluate how core finance principles and successful portfolio management can lead to increased profitability and a competitive edge. Critically evaluate and make recommendations on how sales structures and approaches can improve financial viability.

Assignment Guidelines

Submit a soft copy to Turnitin on the submission date. Use Normal script of a proper font size 12.

Attach the front sheet of this assignment brief to your work for assignment submission with signatures on the statement of authenticity.

Assignments submitted after the deadline will not be accepted unless Extenuating Circumstances Form is submitted with third party evidence.

Collusion and Plagiarism must be avoided. (For further details please refer to Academic Misconduct Policy and Procedure; Plagiarism Handbook, all available on Moodle)

Start each answer on a new page and pages should be numbered. Highlight each question clearly. Include a Bibliography at the end of the assignment and use the Harvard referencing system.

All work should be comprehensively referenced and all sources must be fully acknowledged, such as books and journals, websites (include the date of visit), etc.

In order to pass you need to address all the LOs and meet all the PASS (Ps) criterions within the LO.

In order to get a merit you need to address the characteristics of Pass and then M1, M2 ,M3 and M4

In order to get a distinction you need to address the characteristics of Pass, Merit and then D1, D2 and D3.