Outcomes and assessment requirements

Outcomes Assessment requirements

On successful
completion of To achieve each outcome a learner must
this unit a learner demonstrate the ability to:
will:

1.1.Explain how personal selling supports the

LO1.Understand the promotion mix
role of
1.2 Compare buyer behaviour and the decision
personal selling making process in different situations
within the overall
marketing strategy 1.3 Analyse the role of sales teams within marketing
strategy

LO2.Be able to 2.1 Prepare a sales presentation for a product or

apply the principles service.
of the selling
process to a 2.2 Carry out sales presentation for a product or
product/service service.

3.1 Explain how sales strategies are developed in

line with corporate objectives.

3.2 Explain the role of recruitments and selection

LO3. procedure.

3.3. Evaluate the role of motivation, remuneration

Understand the role
and training in sales management.
and objectives of
sales management 3.4 Explain how sales management organise sales
activity and control of output.

3.5 Explain the use of database in effective sales

management.

4.1 Develop a sales plan for a product or a service.

LO4
4.2 Investigate opportunities for selling
Be able to plan a internationally
sales activity for a
product or service. 4.3 Investigate opportunities for using exhibitions or
trade fairs.
Task 1
LO1. Understand the role of personal selling within the overall marketing
strategy
1.1 Explain how personal selling supports the promotion mix
1.2 Compare buyer behaviour and the decision making process in different
situations
1.3 Analyse the role of sales teams within marketing strategy
In addition to the above PASS criteria, this assignment gives you
the opportunity to submit evidence in order to achieve the following
MERIT and DISTINCTION grades

Indicative
Grade Descriptor Contextualisation
characteristic/s

An effective approach
to study and research
has been applied to
show how the
elements of the
Promotional Mix can
M1 Identify and
help or can be made
apply strategies · an effective approach
more effective by the
to find to study and research has
inclusion and by the
appropriate been applied
integration of personal
solutions
selling into the mix
and how these fits
within the company
overall marketing
strategy of Johnson
Brothers Ltd.

Learner has used a

range of sources of
information and
M2 Select / a p p r o p r i a t e
design and apply · a range of sources of techniques to compare
appropriate information has been individual buyer
methods / used behaviour and
techniques organisational buyer
behaviour relating it
to the selected
company.
 An appropriate
structure that is
coherent and logical
M3 Present and · coherent, logical
has been used to
communicate development of
analyse, present and
appropriate principles/concepts for
communicate the role
findings the intended audience
of sales teams in the
overall marketing
strategy.

A sound conclusion of
D1 Use critical
· conclusions have been the role of personal
reflection to
arrived at through selling has been made
evaluate own
synthesis of ideas and and justified and
work and justify
have been justified produced which are
valid conclusions
practical.

D2 Take
Demonstrate the
responsibility for
· activities have been ability conducting
managing and
managed independent research
organising
is evident
activities

Ideas have been

generated and
D3 Demonstrate d ec i s i o ns t aken t o
· ideas have been
convergent / support significant
generated and decisions
lateral / creative points in favour of the
taken
thinking role of personal selling
at Johnson Brothers
Ltd.

TASK 2
LO2. Be able to apply the principles of the selling process to a product/service
2.1 Prepare a sales presentation for a product or service.
2.2 Carry out sales presentation for a product or service.
In addition to the above PASS criteria, this assignment gives you
the opportunity to submit evidence in order to achieve the following
MERIT and DISTINCTION grades
 Indicative
Grade Descriptor Contextualisation
characteristic/s

An effective approach
to the preparation of
M1 Identify and the sales presentation
apply strategies · an effective approach has been
to find to study and research has demonstrated
appropriate been applied respecting in class
solutions instructions regarding
time limits and
deadlines.

Appropriate methods
and techniques have
M2 Select /
been applied in your
design and apply · appropriate learning
sales presentation
appropriate methods/techniques have
taking into
methods / been applied
consideration the
techniques
concepts such as the
AIDA model.

An appropriate
structure and
approach (including
· the appropriate p r o f e s s i o n a l
structure and approach demonstration/dress
has been used code, style) has been
displayed and
e f f e c t i v e l y
communicated.

Coherent, logical
M3 Present and
development of
communicate · coherent, logical
principles and
appropriate development of principles/
concepts of the selling
findings concepts for the intended
process have been
audience
displayed for the
intended audience

A range of methods
· a range of methods of and tool have been
presentation have been applied (e.g.
used and technical Po w e r Po i n t S l i d e s ,
language has been Videos, samples, etc.)
accurately used as part of your
demonstration
 D1 Use critical
· conclusions have been
reflection to Creatively, effectively
arrived at through
evaluate own and convincingly
synthesis of ideas and
work and justify closed the sale.
have been justified
valid conclusions

D e m o n s t r a t e
· autonomy/ autonomy in planning,
D2 Take independence has been managing and
responsibility for demonstrated organising of Sales
managing and Presentation.
organising
activities Objections have been
· the unforeseen has
appropriately
been accommodated
handled.

Show innovative and

creative skills and
D3 Demonstrate
thoughts in your sales
convergent / · innovation and creative
p r e s e n t a t i o n
lateral / creative thought have been applied
D e m o n s t r a t e
thinking
originality in the
entire task.

TASK 3
LO3. Understand the role and objectives of sales management
3.1 Explain how sales strategies are developed in line with corporate
objectives.
3.2 Explain the role of recruitments and selection procedure.
3.3 Evaluate the role of motivation, remuneration and training in sales
management.
3.4 Explain how sales management organise sales activity and control of
output.
3.5 Explain the use of database in effective sales management.
In addition to the above PASS criteria, this assignment gives you
the opportunity to submit evidence in order to achieve the following
MERIT and DISTINCTION grades
 Indicative
Grade Descriptor Contextualisation
characteristic/s

An effective approach
M1 Identify and
to research has been
apply strategies · an effective approach
applied to explain
to find to study and research has
how sales strategies
appropriate been applied
are aligned with
solutions
corporate objectives.

Relevant theories and

a range of sources of
information have
been applied to
explain the role and
· relevant theories and objectives of sales
t e c h n i q u e s h ave b e e n management.
applied
Learner has
M2 Select / effecti vel y appl i ed
design and apply various theoretical
appropriate concepts to the
methods / selected organisation.
techniques
Answers has been
constructed based on
a clear structure and
has used variety of
· a range of sources of
sources to gather
information has been used
relevant information
to support the key
points which are
explained logically.

The appropriate
structure and
approach has been
used to explain the
role and objectives of
· the appropriate
sales management.
structure and approach
has been used
Concepts and
M3 Present and
principles have been
communicate
developed logically
appropriate
and in a coherent
findings
manner
 Clear and practical
· coherent, logical recommendations
development of principles/ that are coherent and
concepts for the intended logical has been made
audience using appropriate
structures or formats.

Provide conclusions
that have been
D1 Use critical arrived at through
· conclusions have been
reflection to synthesis of
arrived at through
evaluate own appropriate ideas and
synthesis of ideas and
work and justify have been justified to
have been justified
valid conclusions emphasis the role and
objectives of sales
management.

Autonomy and
D2 Take independence has
responsibility for · autonomy/ been demonstrated to
managing and independence has been arrive at a conclusion
organising demonstrated of the role and
activities objectives of sales
management.

Evidence of
innovation and
creative ideas and
thoughts that go
beyond established
D3 Demonstrate theories has been
convergent / · innovation and creative applied.
lateral / creative thought have been applied
thinking Fresh and new ideas
have been applied in
an attempt to
expound on the role
and objectives of
sales management.
TASK 4
LO4 Be able to plan a sales activity for a product or service.
4.1 Develop a sales plan for a product or a service.
4.2 Investigate opportunities for selling internationally
4.3 Investigate opportunities for using exhibitions or trade fairs.
In addition to the above PASS criteria, this assignment gives you
the opportunity to submit evidence in order to achieve the following
MERIT and DISTINCTION grades

Indicative
Grade Descriptor Contextualisation
characteristic/s

Learner has identified

M1 Identify and various alternatives to
· complex problems
apply strategies a problem presented.
with more than one
to find Solutions suggested
variable have been
appropriate by learner have been
explored
solutions backed up with logical
arguments.

Selection of methods
and techniques and
sources used in the
planning of sales
activity has been
· the selection of justified
methods and techniques/
M2 Select / sources has been justified Learner has used an
design and apply appropriate and
appropriate logical structure in
methods / developing the
techniques answer which covers
all important points.

· complex information/
data has been synthesised
and processed
Complex information
and data has been
synthesised and
processed to be able
to plan tasks.

An appropriate
M3 Present and structure and
· the appropriate
communicate approach has been
structure and approach
appropriate used in a coherent
has been used
findings and logical manner to
plan a sales activity.
 The student has made
recommendations
D1 Use critical
· conclusions have been after thorough
reflection to
arrived at through investigations which is
evaluate own
synthesis of ideas and relevant to the
work and justify
have been justified context of the
valid conclusions
organisation under
consideration.

Autonomy and
D2 Take
independence have
responsibility for · autonomy/
been demonstrated in
managing and independence has been
the planning of sales
organising demonstrated
activities at Toys ‘R’
activities
Us

Original ideas have

been applied to the
planning of a sales
D3 Demonstrate
activity that go
convergent / · innovation and creative
beyond established
lateral / creative thought have been applied
theories with some
thinking
effective thoughts
given on solving
problems.

Assignment title Sales Planning and Operations

Purpose of this assignment

Selling is a key part of any successful business, and most people will find
that they need to use sales skills at some point in their working life – if only
to persuade or win an argument. For anyone who is interested in sales as a
professional career it pays to understand the basics of selling, to practice,
and plan. This unit will introduce learners to the theory of selling and sales
planning, and give them the opportunity to put their personal selling skills
into practice.
The unit starts with an overview of how personal selling fits within the
overall marketing strategy for a business. Learners will be taken through
the main stages of the selling process, and be expected to put them to use.
Once they are confident about the selling process, learners will investigate
the role and objectives of sales management. This is knowledge that can be
applied to a wide range of organisations.
Finally, learners will be able to start planning sales activity for a product or
service of their own choice – this is another valuable skill that is
transferable to many different situations learners may find themselves in as
they move into employment or higher education.