SPO Checklist

Company: LOral
Task One - Essay Format
1.1
You must highlight the following issues & keywords in your answer in essay format--

Define the role of personal selling

List the components of the selling task
Communication
Securing sales
Prospecting
Aftersales care
Gathering information)

Show these points & then discuss briefly in essay format.

Discuss the importance of information that is gathered by sales people in reference to

LOral

Show how personal selling supports the promotional mix( Need example in

reference to LOral)
See sample assignment if any help needed but dont copy a single word.
1.2
You must highlight the following issues & keywords in your answer in essay format-

Identify the stages of the buyer decision making process-- Need recognition, Information

search, Evaluation of alternatives, Purchase, Post-purchase. ( Graph & source is must)

Show corporate decision making stage (8 stage). ( Graph & source is must)

Compare the corporate decision making process stages with consumer buying process.

(compare using graph & table)

Using LOral as an example compare how sales people have an impact on buyer
behaviour in both B to B and B to C( Compare using table)

How sales people at LOral have an

How sales people at LOral have an

impact on buyer behaviour in B to B

impact on buyer behaviour in B to C

1.3
You must highlight the following issues & keywords in your answer in essay format-

Include a list of sales team responsibilities--Key communicating

Closing sales/ meet sales targets
Prospecting
Show good image and expertise
Contributing ideasManage databases
Analyse the role (Above roles) of the sales team within LOral marketing strategy using
table.

Roles of Sales Team

Marketing strategy

See sample assignment to get idea but dont copy a single word

Task Two: Power point Presentation with Speaker Notes

You are the Sales Manager for LOral. Prepare a PowerPoint (PPT) sales
presentation and present in front of a panel on the companys products and services.

NB: Prepare a presentation for your executives regarding the new

cosmetic ranges that LOral is aiming to launch.

Task Three :Report Format

To
The Sales Manager
LOral Paris
Subject: ------Dear Sir,
3.1 Explain the role of sales strategy on corporate objectives & explain how and why sales
strategies are developed in line with corporate objectives using table:
Corporate Objectives

Impact on Sales Strategy

Sales Strategy

Impact on Corporate Objectives

Dont copy a single word from sample only take an Idea

3.2

Define recruitment and selection,

Explain why it is important to have a rigorous recruitment and selection process in place
Use the context of LOral
Use examples to support your answer

See sample assignment to get idea about proper answer.Example in relation to

LOral is a must.

3.3

Define motivation using a reliable source

Evaluate motivation tools (team building, target setting, financial incentives, salary and
commission based remuneration, Maslows Hierarchy of Needs theory and discuss how

they will apply to sales management

Evaluate training initiatives that can be adopted for developing your sales team for
example, training on specific products, on-going training and CPD.

Relate this to

LOral
Review the role of remuneration in sales management
1. Define remuneration
2. Disscuss the role of remuneration considering the components of remuneration-wages/ salary, incentives, fringe benefits, perquisites, commission, company shares
and non-monetary benefits.

3.4

1.
2.
3.
4.
5.
6.

Describe how you will organise sales activities in case of LOral

Nominate key people
Schedules for sales team
Communicating with sales team
Provide targets
Training sessions
Evaluation systems
Explain the various sales control measures (sales budgets, performance standards,
performance against targets

3.5

Explain the importance of database building in sales management

Discuss some of the key issues with using databases (including security and data

protection)
Explain the possible benefits of using databases in sales management for LOral

From
The Sales Manager
LOral Paris
Dated: ---

Task Four: Sales Plan

You are required to develop a sales plan for any chosen sports linesfor example LOral
has joined the sportswear company AIRNESS and has been producing mens deodorant
and perfumes since 2008 in order to make boom in mens fragrances. You can consider any
mens deodorant/ fragrance brand in developing new sales plan.

Executive summary
4.1 Identifying, justifying the lines choice & developing sales plan for new lines

1.
2.
3.
4.
5.
6.
7.
8.

Title: Include appropriate titles and appropriate sales plan headings

Vision statement
Mission Statement
New Service Details
Justification of New Service
Objectives of New Service and Company
Price and availability
New Positioning Strategy
Sales channels
In your sales plan, include the time scale, Gantt chart, budget and human resources
needed, plan review and the mile stones

4.2.
Investigate how you can increase your sales by selling internationally.
4.3
Investigate how you can increase your sales through exhibitions or trade fairs

Recommend prominent trade exhibitions/trade fairs (based in Europe) that would be

worth attending for your new line.
What activities will you need to do in order to prepare for these exhibitions / trade fairs
1. Branding and displays
2. Staff for the stand
3. Accommodation and transport for staff

4. Pre-arranged visits and meeting

Conclusion:

Best of Luck