MKT6044: For this assessment, you will be assuming a role as a salesperson for an identified company and have secured an initial meeting with an identified prospect: Business Development (MAIN), Assignment, BCU

Assessment Brief

Scenario

For this assessment, you will be assuming a role as a salesperson for an identified company and have secured an initial meeting with an identified prospect.

In preparation, you will undertake some background research.  Marks will be provided for evidence of preparation in your sales meeting and in your proposal.

As part of the sales meeting, you will also be delivering a brief (approx. 6 min) credentials presentation – which will be done via a pre-recorded audio PPT – to introduce yourself and your company.

Required tasks

Task One (50%) – Sales meeting preparation

You have secured a meeting with the prospect and now need to prepare for this meeting with the objective of gaining agreement to submit a proposal for selling your products / services to the company.

For this task, you must provide:

A 6-minute, pre-recorded credentials presentation using the audio recording facility on PowerPoint, which introduces yourself, your company and its products/services, serving as a brief introduction to you and your organisation.
A completed sales meeting pro forma, to be added as an appendix to your Business Proposal.

Task Two – Business Proposal (50%)

As a result of your second meeting and an assessment of the prospects needs, prepare a basic proposal to your target company detailing why they should do business with you and presenting a product or service that would be suitable for then, based upon their identified needs.

The proposal should follow the format below.

Background – On the prospect’s organisation and on your organisation
Identified Needs – Summary of the problem you wish to solve
Solution – Summary of your solution to the problem, introducing the product or service you wish to sell and its features and benefits, based upon the findings from your meeting.
Costs and timings – Summary of timeline and costs involved
Account Management – How the account will be managed if you are successful
Appendix – Sales pro forma from task one

Learning outcomes and assessment criteria specific to this assignment:

On completion of this assignment, students should be able to demonstrate their ability to:

LO1: Utilise and apply professional and academic skills to effectively create and justify a compelling and comprehensive business development proposal and pitch for a product, service or project proposition

Transferable skills

This assessment will assist in development of the following transferable skills:

Commercial awareness
Communication skills
Negotiation skills
Preparing proposals
Preparing presentations
Selling skills
Personal presentation
Networking
Account management
Research skills

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