ASSIGNMENT 3 BRIEF

Qualification BTEC Level 5 HND Diploma in Business

Unit number and

Unit 20: Sales Planning and Operation
title

Assignment issued 3rd slot Assignment due 37th slot

Assessor name Duc, Phan Minh

Hanoitourist Travel Company – Selling Vietnam image to the world

Scenario:
Hanoitourist Corporation is one of the top ten leading tourist companies in
Vietnam and the largest in the North of Vietnam, comprising Hanoitourist
Travel Company.
“Hanoitourist specializes in inbound, outbound and domestic tourism and
successfully organizes special kinds of Indochina tours, providing all
kinds of packaged tours for groups and individuals like business tours,
Assignment title technical visits and M.I.C.E services. Hanoitourist also offers private
tours upon request and supplemental services such as hotel reservations,
tour guide services, business interpretation services, international and
domestic air ticket booking services, airport transferals, car rentals and
other services related to the tourism field.”
The company is selling its inbound and outbound tours to different types
of customers to and from Vietnam. Those are classic tours to the main
cities and provinces in Vietnam (Hanoi, Ho Chi Minh city, Hue, Da Nang,
Ha Long, etc.), trekking tours to the Northern mountainous areas (Sapa),
cruises, golf tours, Indochina tours, and even low-budget tours.

This assignment satisfies the following learning outcome:

LO 4. Be able to plan sales activity for a product or service
Aim of the
4.1. Develop a sales plan for a product or service
assignment
4.2. Investigate opportunities for selling internationally
4.3. Investigate opportunities for using exhibitions or trade fairs.

FRM03_Assignment brief_29.11.2012 Page 1

 - Task 4: Planning sales activity for a product or service
In a recent meeting, the Board of Management has assigned you a new
task of developing a ‘heart-catching’ service, namely Trekking tours, to
serve a massive group of foreign customers (travelling companies) who
are eager to discover Vietnam. At their given deadline, you should come
up with an individual report on the followings:
- Task 4.1: A sales plan for Trekking tours
o Statement of objectives
o Determining the sales and market potentials
o Generating strategy
o Budgeting
o Action plan
o Controlling methods
Task 4.1 produces evidence for assessment criterion 4.1.
Specific
requirements - Task 4.2: The opportunities for selling it internationally to the
(see Appendix for Russian market
assessment criteria o Cultural factors needed to be considered
and grade o Company’s organisational structure for international
descriptors) selling
o Suitable pricing strategy
o Judgements on the opportunities, regarding Russian market
Task 4.2 produces evidence for assessment criterion 4.2.

- Task 4.3: The opportunities for using exhibitions or trade fairs to

promote it, such as the Vietnam Exhibition Fair Centre (VEFC)
with the annual Vietnam International Travel Mart (VITM)
o Judging the VEFC as the exhibition organiser on range of
products, number of competitors, location, exibition hall
facilities, proximity to target customers, etc.
o Judging the company as the exhibitor on range of products,
staffs, marketing literature, stand area, etc.
o Judgements on the opportunities
Task 4.3 produces evidence for assessment criterion 4.3.
GL 1. All of the report should be written in reporting style, though formal
Student guidelines
structure is not mandatory

FRM03_Assignment brief_29.11.2012 Page 2

 GL 2. You should use diagrams and tables of figures where appropriate,
ensuring to reference your sources

GL 3. You should include a list of references to all cited sources using the
Harvard referencing style

GL 4. You should keep your self-captured video to be as short and simple

as you can (around 5-8 minutes)

GL 5. Your report must be approximately 1,500 words (excluding table of

content, Executive Summary, appendices and references). You must use
font Times New Roman sized 13 with 1.5 spacing. Margins should be:
left: 2cm; right: 1.5 cm; top: 1.5 cm and bottom: 1.5cm.

Submission Students are expected to submit a hard copy of training manual and
requirements reports and a soft version of the video clip on the due date.

APPENDIX: ASSESSMENT CRITERIA AND GRADE DESCRIPTORS

Learning outcomes Assessment criteria Grade descriptors Grade descriptors

FRM03_Assignment brief_29.11.2012 Page 3

 for PASS for MERIT for DISTINCTION
To achieve a pass grade To achieve a merit To achieve a
the evidence must show grade the evidence distinction grade, the
that the learner is able must show that, in evidence must show
to addition to the pass that, in addition to the
criteria, the learner is pass and merit
able to achieve at least criteria, the learner is
one/two following able to achieve at
skills: least one/two
following skills:
LO4. Be able to plan P.4.1 Develop a sales M.1 Identify and D.1 Use critical
sales activity for a plan for a product or apply strategies to find reflection to evaluate
product or service service appropriate solutions: own work and justify
P.4.2 Investigate valid conclusions:
- Effective
opportunities for selling judgments have - Your whole
internationally been made. assignment must
P.4.3 Investigate Judgements here prove that your
opportunities for using can be made for conclusions have
exhibitions or trade international been arrived at
fairs sellings through synthesis
opportunities or of ideas and have
using the VEFC as been justified.
- Identify whether a promotion
those essential channel.  P.4.1: ideas
elements have been - Complex problems for the plan
integrated in your should be
with more than one established
selected contracts by variable/factor through the
pointing out exactly have been considerations
those elements. explored. In on customers’,
- Analyze and judging the company’s,
evaluate whether opportunities in colleagues’
those essential P.4.2., students can and individual
elements are being find more ideas. The
designed good interesting relevant chosen one is
enough to protect topics out of what the
your company have been justification of
interests. suggested (cultural all.
factors, suitable
2.1 Apply the law on  P.4.2:
pricing strategy,
terms in different Opportunities
and organizational

FRM03_Assignment brief_29.11.2012 Page 4

 contracts. In structure) to to sell to
particular, you explain in detail. Russian
must: market can be
- In general, the
judged by
- Identify and explain work has applied
Russian
what types of an effective
information
contract have been approach to study
sources,
used. and research. For
Vietnam
instance, in setting
- Evaluate whether information
the plan for
these terms are sources, or the
Trekking tour,
appropriate with the comparison
student can build
subject matter of between
the plan from the
contract and feature Russia and
customers’
of business line. the-like
opinions instead of
2.2 Evaluate the effect market which
basing mainly on
of different terms in has been
the company’s
given contracts. In exploited.
subjective wants.
particular, you  P.4.3: Using
must: trade fairs or
- figure out whether M.2 Select/design and exhibitions to
those contracts apply promote the
appropriate service can be
selected contain
methods/techniques: vast while not
those terms by
quoting them tying to only
- A range of VEFC. The
resources of ideas then can
information has be taken from
been used. In other types of
designing the plan, fairs or
students can prove exhibitions, or
their thorough from
researching base by competitors’
mentioning way of
relevant promotion, or
competitors’ plans learning from
to be considered in the success of
forming the international
company’s own firms, etc.
plan. In
opportunity - Self-criticism of
judgements, approach has
LO2. Be able to students should cite taken place. It is

FRM03_Assignment brief_29.11.2012 Page 5

apply the elements sources of good that the
of a contract in information that students can
business situations they have mention the past
compiled, provided achievements of
that those are the company in
trustworthy the same aspects
sources. to show the pros
and cons of
- The selection and
adopting the new
design of
ones. All acts of
methods/techniques
/sources has been negative judging
should be on
justified through
objective base.
the conclusion
reached at the end
of your work. Any D.2 Take
conclusion in all responsibility for
tasks must be in managing and
line with the organizing activities:
previouly
mentioned - Substantial
theoretical activities, projects
backgrounds/infor or investigations
mation. have been
planned, managed
and organized.
M.3 Present and The research
communicate should follow the
appropriate findings: already planned
schedule of
- The appropriate activities to
structure and support any
approach has been judgments and
used. The smaller conclusions
bullet points that therein, even by
the students choose the acts of
to explain approaching the
themselves should real sites of issues
be logical and which are being
reasonable to help discussed.
illustrate more on - The unforeseen
the general issue has been
that the task

FRM03_Assignment brief_29.11.2012 Page 6

 requires. accommodated.
This can be done
- A range of methods
most effectively in
of presentation
the planning part,
have been used.
while there are
The assignment can
many unexpected
use table in
things that may be
comparison, use
listed after
charts to illustrate
thorough
the trends or
researching of
results, etc.
Eventually, besides students. With
which, the
just texting, the
majority of other
work should use
students’ work
more effective
cannot mention.
ways to attract the
readers.
- Technical English D.3 Demonstrate
has been accurately convergent/lateral/cre
used to address the ative thinking:
issues in sales
management, but - Prove that self-
should go with evaluation has
adequate taken place. These
explanations for the evaluations should
unfamiliar readers be outstanding
to understand fully. from the rest of
students’ work.
They should prove
the student’s
ability to think and
conclude
extraordinarily.
- Show that
convergent,
innovation and
creative thought
and lateral
thinking have been
applied and your
receptiveness to
new ideas is

FRM03_Assignment brief_29.11.2012 Page 7

 evident. New
ideas can be
proposed to the
planning process,
and to the
opportunities
judging process.
However, the new
things here should
be based on firm
explanations to be
logical, feasible,
and budgetable.

This brief has been verified as being fit for purpose

Internal
Signature Date
Verifier 1

Internal
Signature Date
Verifier 2

FRM03_Assignment brief_29.11.2012 Page 8