ASSIGNMENT BRIEF

QUALIFICATION UNIT NUMBER AND TITLE

PEARSON BTEC HIGHER NATIONAL DIPLOMA IN BUSINESS (RQF) UNIT 39: SALES MANAGEMENT
INTERNAL VERIFIER UNIT TUTOR
MUHAMMAD ALI IQBAL RAJA
DATE ISSUED SUBMISSION DATE RESUBMISSION DATE
TH TH TH
15 APRIL 2019 24 MAY 2019 12 JUNE 2019

ASSIGNMENT TITLE

LEARNING OUTCOME AND ASSESSMENT CRITERIA

PASS MERIT DISTINCTION
LO1 DEMONSTRATE AN UNDERSTANDING OF THE PRINCIPLES OF
SALES MANAGEMENT
P1 EXPLAIN THE KEY M1 EVALUATE HOW
PRINCIPLES OF SALES PRINCIPLES OF SALES
MANAGEMENT IN RELATION TO MANAGEMENT WILL BE
THE IMPORTANCE OF SALES DIFFERENT IN RESPONSE TO
LO1, 2 & 3
PLANNING, METHODS OF CONSUMER AND BUSINESS
D1 PRODUCE A COHERENT,
SELLING AND SALE REPORTING. BUYING BEHAVIOUR.
FULLY JUSTIFIED CRITICAL
LO2 EVALUATE THE RELATIVE MERITS OF HOW SALES
EVALUATION BASED UPON A
STRUCTURES ARE ORGANISED, AND RECOGNISE THE
COMPREHENSIVE
IMPORTANCE OF ’SELLING THROUGH OTHERS’
UNDERSTANDING OF SALES
P2 EVALUATE THE BENEFITS
MANAGEMENT, STRUCTURE
OF SALES STRUCTURES AND
M2 CRITICALLY EVALUATE THE AND SELLING TECHNIQUES
HOW THEY ARE ORGANISED
IMPLEMENTATION OF WITHIN AN ORGANISATIONAL
USING SPECIFIC
DIFFERENT TYPES OF SALES CONTEXT.
ORGANISATIONAL EXAMPLES.
STRUCTURES USING SPECIFIC
P3 EXPLAIN THE IMPORTANCE
ORGANISATIONAL EXAMPLES
AND THE ADVANTAGES OF THE
(E.G. GEOGRAPHIC,
CONCEPT OF ‘SELLING
MARKETING, PRODUCT SALES).
THROUGH’ OTHERS.

LO3 ANALYSE AND APPLY PRINCIPLES OF SUCCESSFUL SELLING

P4 ANALYSE THE KEY
PRINCIPLES AND TECHNIQUES M3 CRITICALLY ANALYSE THE
FOR SUCCESSFUL SELLING AND APPLICATION OF SUCCESSFUL
HOW THEY CONTRIBUTE TO SELLING PRINCIPLES AND
BUILDING AND MANAGING TECHNIQUES IN APPLICATION
CUSTOMER RELATIONSHIPS IN TO SPECIFIC ORGANISATIONAL
APPLICATION TO SPECIFIC EXAMPLES.
ORGANISATIONAL EXAMPLES.
LO4 DEMONSTRATE AN UNDERSTANDING OF THE FINANCE OF
SELLING
P5 EXPLAIN THE IMPORTANCE
M4 EVALUATE HOW CORE
OF DEVELOPING SALES D2 CRITICALLY EVALUATE AND
FINANCE PRINCIPLES AND
STRATEGIES THAT YIELD MAKE RECOMMENDATIONS
SUCCESSFUL PORTFOLIO
HIGHEST PROFITABILITY AND ON HOW SALES STRUCTURES
MANAGEMENT CAN LEAD TO
INCORPORATING ACCOUNT AND APPROACHES CAN
INCREASED PROFITABILITY AND
MANAGEMENT WITHIN SALES IMPROVE FINANCIAL VIABILITY.
A COMPETITIVE EDGE.
STRUCTURES.
SUBMISSION FORMAT

THE SUBMISSION IS IN THE FORM OF A WRITTEN REPORT AND PRESENTATION .

THE REPORT SHOULD BE WRITTEN IN A CONCISE, FORMAL BUSINESS STYLE USING SINGLE SPACING AND FONT STYLE CALIBRI AND SIZE 11. YOU ARE REQUIRED TO
MAKE USE OF HEADINGS, PARAGRAPHS AND SUBSECTIONS AS APPROPRIATE, AND ALL WORK MUST BE SUPPORTED WITH RESEARCH AND REFERENCED USING THE
HARVARD REFERENCING SYSTEM. PLEASE ALSO PROVIDE A BIBLIOGRAPHY USING THE HARVARD REFERENCING SYSTEM. YOUR RESEARCH SHOULD BE
REFERENCED USING THE HARVARD REFERENCING SYSTEM. THE RECOMMENDED WORD LIMIT FOR THE PRESENTATION AND REPORT IS SPECIFIED .

ASSIGNMENT SCENARIO AND GUIDANCE

Assignment Scenario and Guidance

Scenario Task 1

Apple Inc. is the world’s largest information technology company by revenue. For 2018 fiscal year,
Apple totalled $265 billion of revenue. While the company’s success is attributed to its extreme
engineering and incredible design, the sales operations and management is equally praiseworthy.

You are hired in leading IT Company in Pakistan. Your Line manager has given you a case study on Apple
inorder to analyse it and to draw parallels with your organization so as to suggest ways to improve the
business process of your organization.

TASK 1 - (LO1 AND LO2) – GUIDANCE

a) You are being trained as a Sales Manager in a leading IT company in Pakistan. You have been
given a task to prepare an analytical report in which you are required to carry out a SWOTSales
Planning and Modes of Sellingin AppleInc.Give a detailed overview of Consumer Buying
Behavior Process and Business Buying Behavior Process which affect the Sales Cyclein Apple
and give recommendations for improving the business process of your organization while
building customer relations and increasing customer loyalty.

b) Reflect on the importance of designing and organizing the right Sales Structure. Critically
analyze the sales structures of Apple Inc.(geography, product and customer based design).

c) Appraise the importance of Selling through others in Apple Inc. Critically evaluate the use of
different Sales Channels that are employed by Apple and give recommendations for your
organization.

Submission should be in the form of a written report which should be 2000 to 2500 words.
TASK 2 – (LO3 AND LO4) – GUIDANCE

Scenario

The financial sector worldwide is going through a major transition period- especially the banking sector
which continues heavy investment, not only in building infrastructure but also in providing customer
services and building customer loyalty. The investments are reflected in the development of mobile
apps, assimilation of new employees and a rise in Point of Sales (POS) machines and ATM cards
etc. These developments reflect a positive trend in the banking sector and contribute to the evolving
state of the economy in.

Barclays, a renowned British multinational investment bank has revenue of $21 billion and claims an
exemplary opportunity to grow business and generate substantial returns by building meaningful
relationships with 24 million customers. You have been hired in Bank Alfalah, which is a leading bank in
Pakistan. Your Sales manager has asked you to write a report and prepare a presentation in order to :

(a) Analyse the Principles of successful selling applied Barclays. Also suggest that which
Negotiation Techniques and Tactics applied by Barclays which give it an edge in sales.
(b) What strategies are applied by Barclays to recruit and train an efficient Sales Force. What
conclusions and recommendations can you draw for Bank Alfalah by the example set by
Barclays.
(c) Evaluate how effective Portfolio Management has ensured increased profitability and a
competitive edge for Barclays.
(d) What are the techniques employed by Barclays for Building and Managing Relationships, and
Exiting and Terminating Relationships. How these techniques can be useful forBank Alfalah.

Submission should be in the form of a written report and a formal presentation

Report: 2000 to 2500 words

Presentation: 5 minutes

EVIDENCE CHECKLIST SUMMARY OF EVIDENCE REQUIRED BY STUDENT

TASK 1 AND 2 REPORT + PRESEBNTATION