SPO – Individual AssignmentTutor Notes
Key Points:
v You should answer ALL questions in this assignment.
v Your assignment should be handed in by the deadline. This assignment must be your own
work and original.
v You are expected to apply Harvard referencing system to acknowledge any secondary
sources of information used to support your work in the assignment.
v You are expected to check spelling mistakes and grammar. There should be clarity of
expression in the report.
v Your work should be presented using an appropriate report structure that shows e.g Table
of Contents, Introduction, Discussion, Conclusions, References and Appendix (if
necessary).
v Your work should show evidence of factual content and understanding of the subject,
critical analysis, justifications, arguments and any relevant academic frameworks and
models.
Submission Regulations
1. “Assignment Front Cover Sheet” must accompany the assignment [now available from the Moodle].
2. Assignments must be submitted on or before the due date, via Turnitin. Please refer to the
LSBM Moodle for detailed assignment submission instructions.
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Assignment Tasks:
Task 1
Scenario – Enviro-Cars Ltd
Jack & Thomas, in partnership, run successful electric-cars dealerships (Enviro-Cars Ltd) in
England. They have a garage with a showroom and workshop for servicing and maintenance of
customer vehicles spread over several counties in England. Recently, sales of new and secondhand
cars have been down. Although the business partners understand that this may have been
the result of the economic recession, they are also concerned as several experienced sales staff
have left and the current sales personnel are mostly inexperienced. Jack & Thomas want to revive
their business by reinforcing the idea of ‘environmentally-friendly’ & ‘economically’ appealing cars
delivered through competent sales personnel with excellent customer services.
You are the consultant given the task to advise Enviro-Cars Ltd on the way forward. You have been
asked to specifically advise the company to look at the role of personal selling with a view to
improving the effectiveness of the company’s sales personnel in areas of B2B & B2C. Your report
needs to consider the following:
1. Explain how personal selling at Enviro-Cars Ltd supports other promotional activities
AC1.1
2. Compare buyer behaviour and the decision making process in different situations with
special reference to Enviro-Cars Ltd. AC1.2
3. Analyse the role of the sales teams in the overall marketing strategy for the Enviro-Cars
Ltd. AC1.3
Your report should be written in a suitable business style and should link any academic
theories/studies to the business including appropriate research on business to customer (B2C) and
business to business (B2B) selling as these concepts relate to the case scenario.
Task 1 covers assessment criteria AC1.1, AC1.2 & AC1.3, D2
Task 2
Scenario – Powerpoint Presentation
You have been invited to deliver a Sales presentation to a panel of delegates comprising
individuals and representatives of businesses.
2.1 Prepare not more than 6 Powerpoint slides for a sales presentation on a product or service
of your choice with a view to selling to prospective customers from the audience.
2.2 Produce planned speaker’s notes for each slide in order to illustrate how you would carryout
a sales presentation on your selected product or service.
Your Powerpoint slides and speaker’s notes for the presentation should be clearly prepared in
order to demonstrate how you have addressed assessment criteria AC2.1 and AC2.2. The slides
and speaker’s notes should be submitted together with the rest of your work.
Task 2 covers assessment criteria AC2.1, AC2.2, M3
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Task 3
Scenario: Case Study – Plastic Products Ltd
Plastic Products Ltd is a company that produces and markets plastic cups, teaspoons, knives
and forks for the catering industry. The company was established in 1974 in response to the
changes taking place in the catering industry. The growth of the fast food sector of the market
was seen as an opportunity to provide disposable eating utensils, which would save on human
resources and allow the speedy provision of utensils for fast customer flow. In addition, Plastic
Products has benefited from the growth in supermarkets and sells ‘consumer packs’ through
four of the large supermarket groups.
The expansion of sales and outlets has led Jim Spencer, the sales manager, to recommend to
Bill Preedy, the general manager that the present salesforce of two regional representatives be
increased to four.
Spencer believes that the new recruits should have experience of selling fast-moving consumer
goods since essentially that is what his products are.
Preedy believes that the new recruits should be familiar with plastic products since that is what
they are selling. He favours recruiting from within the plastics industry, since such people are
familiar with the supply, production and properties of plastic and are likely to talk the same
language as other people working at the firm.
Using the above case example in the scenario and any other relevant research, answer the
following questions:
1. Explain with examples, how sales strategies can be aligned with corporate objectives in
organisations like Plastic Products. AC3.1, D3
2. Explain why the recruitment and selection procedures are important for Plastic Products
Ltd. AC3.2
3. Evaluate the role of Motivation at Plastic Products Ltd. You should also explain how
Remuneration and Training can be utilised as tools for motivation within Sales
Management. AC3.3, D1
4. Explain how Plastic Products Ltd. can organise Sales activities in order to control of sales
output. AC3.4, D3
5. Explain with examples, how effective Sales Management can be supported by the use of
databases. AC3.5
Task 3 covers assessment criteria AC3.1, AC3.2, AC3.3, AC3.4 & AC3.5, D1, D3
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Task 4
Scenario – Currys (Dixons Carphone)
Currys is a British electrical retailer operating in the UK and Ireland, owned by Dixons Carphone.
It specialises in selling home electronics and household appliances, with 295 superstores and
73 high street stores. Smaller stores also trade under the Currys Digital brand in the UK, which
was introduced to rebrand all former Dixons stores in 2006. Dixons stores in Ireland followed in
August 2008, without the Digital suffix. (Dixons Carphone, 2015)
As a Sales Manager of Currys, you are considering expansion into one emerging market.
Select an example of an emerging market such as Brazil, Russia, India, China, South Africa,
and answer these questions:
1. Investigate opportunities for selling internationally into your chosen emerging market.
AC4.2, M1
2. Investigate opportunities for using Exhibitions/Trade-fairs in your chosen emerging
market. AC4.3, M1
3. Develop a Sales Plan for a product category of Currys suitable for your chosen
emerging market. AC4.1, M2
Task 4 covers assessment criteria AC4.1, AC4.2 & AC4.3, M1, M2
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Grading Criteria (Pass, Merit & Distinction)
Learning Outcomes Assessment Criteria for Pass
LO1. Understand the role of
personal selling within the overall
marketing strategy
AC1.1 Explain how personal selling supports the
promotion mix.
AC1.2 Compare buyer behaviour and the decision
making process in different situations.
AC1.3 Analyse the role of sales teams within
marketing strategy.
LO2. Be able to apply the principles of
the selling process to a product/service
AC2.1 Prepare a sales presentation for a product or
service.
AC2.2 Carry out sales presentation for a product or
service.
LO3. Understand the role and
objectives of sales management
AC3.1 Explain how sales strategies are developed in
line with corporate objectives.
AC3.2 Explain the role of recruitments and selection
procedure.
AC3.3 Evaluate the role of motivation, remuneration
and training in sales management.
AC3.4 Explain how sales management organise
sales activity and control of output.
AC3.5 Explain the use of database in effective sales
management.
LO4. Be able to plan a sales activity for
a product or service.
AC4.1 Develop a sales plan for a product or a
service.
AC4.2 Investigate opportunities for selling
internationally.
AC4.3 Investigate opportunities for using exhibitions
or trade fairs.
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Grade Descriptors for MERIT Possible Evidence
M1 Identify and apply strategies to
find appropriate solutions
M1 An effective approach to study and research
has been applied to illustrate evidence of
investigation in AC4.2 and AC4.3 using Harvard
referencing format throughout in both citations and
the reference list.
M2 Select / design appropriate
methods / Techniques
M2 Selection of methods, techniques and sources
has been justified while illustrating Sales Plan with
clearly linked Objectives, Strategies and Tactics –
AC4.1
M3 Present and communicate
appropriate findings
M3 An appropriate structure and approach has
been used in preparing Sales Presentation and
speaker notes – (AC2.1 & AC2.2)
Grade Descriptors for
DISTINCTION Possible evidence
D1 Use critical reflection to evaluate
own work and justify valid
conclusions
D1 Analysis shows critical reflection, evaluation and
synthesis of ideas while evaluating role of
motivation, remuneration and training in sales
management – AC3.3
D2 Take responsibility for managing
and organising activities
D2 Independence has been demonstrated in
planning and organising in explaining the of role of
personal selling and / or comparing buyer behaviour
– AC 1.1, AC1.2 and AC1.3 using Harvard
referencing format competently throughout in both
citations and the reference list.
D3 Demonstrate convergent/lateral/
creative thinking
D3 Problems have been solved demonstrating
understanding of academic frameworks and
creative thinking in explaining how sales strategies
are developed in line with corporate objectives –
AC3.1 AND explaining how sales management
organise sales activity and control of output –
AC3.4