This is a paper about Sales management. I have attached all the files needed. You have 1,000 MIUCS (university currency) to work on your sales management paper.

You have to create around 5 customer portfolios as instructed in the paper I attached. These will be related to the paper you will write.

Research about Costa Del Sol, it’s in the South of Spain, usually a holiday destination for many people because of the amazing climate there.

On the assessment guidelines ignore the last two paragraphs about in-class exercises.

Also, make sure you read the marking grid I attached. This is a FOURTH-year paper so make the wording a little top quality.

ASSESSMENT GUIDELINES
EXECUTIVE SALES MANAGEMENT
Ba-Y4-IBM-MAA002-C
Fall Semester, 2019/20
Assessment 1: EXECUTIVE SALES PLAN
Weighting: 100%
Date and method of submission: week 15 via Blackboard.
Word count or equivalent: 3500 words (+/-10%)
Formative Assessment 1: (week 6) In-class exercise
Formative Assessment 2: (week 11) In-class exercise
Assessment 1: EXECUTIVE SALES PLAN (100 % of final mark)
This assessment aims to assess students’ understanding of sales management
and how the business environment and technology affect the sales plan. In this
assessment, students will have to propose a Sales Plan for a Real Estate agency
with valid arguments and reasoning by applying the key knowledge and concepts
acquired within the module. In the executive sales plan, students must provide
the company’s manager in the scenario with
recommendations/solutions/arguments to:
● Improve the sales organisation
● Sort out the problems related to the sales process, selling techniques and
negotiation
● Manage the Sales team properly and provide actions for the issues
mentioned in the scenario
● Provide customer portfolio management and loyalty planning
● Provide a forecast and budget discussion
● Discuss how you would include technology in your proposal
● Offer some recommendations about law, ethics and international selling
perspective
An Executive Sales Plan should follow the following structure:
Section 1: Business environment analysis
● Analysis of the environment and investigating the determining factors that
contribute to an effective sales management
● Determining the key factors that affect the sales effectiveness in the given
ASSESSMENT GUIDELINES
scenario.
Section 2: Sales process steps proposal
● The sales process should be proposed for the given scenario
Section 3: Strategy proposals for enhancing sales effectiveness
● Presentation techniques to be used
● The type of negotiation proposed and tactics suggested
● Organisation proposed and team management suggested for sales
effectiveness
● Customer management approach
● Usage of technology
● Considerations for regulations
● Reflections on international implementation and the sale forecast taking
into account the budget management techniques
Scenario for the Executive Sales Plan:
Your company, a Real Estate agency (SUNNYHOMES) with 3 existing offices in
the Costa and 1 new opening in the forecast, is struggling with its existing sales
and sales staff and, as a result, the competition is gaining market share at your
expense.
You, as a Sales Director assistant, after a face-to-face meeting with your Director,
gather the following information regarding the current sales situation:
● The company is struggling with the low income of the business in the coast of
Spain (Costa del Sol, Spain)
● The company has 3 offices (Marbella, Puerto Banús and Estepona) with 1
sales director per office plus at least 6 salespeople per office (3 for asset
acquisition and 3 for sales) pus a secretary.
● The new marketing manager is generating leads but the salespeople at the
offices are not managing the leads correctly
● The staff is always complaining about the low quality of the leads provided by
the Marketing department
● The staff is struggling to handle clients’ objections
● The staff is struggling with managing their client portfolio
● The staff members do not get on well. One of them is a natural seller but his
ASSESSMENT GUIDELINES
careless image and absence of protocol and indications does not contribute
positively to the sales environment. The others know a lot of theories about.
sales but they have often found themselves in embarrassing situations
because of misunderstandings with customers during the selling process.
● All members of the staff are demotivated because of the low incentives
● There are other competitors in the coast with a higher success rate.
● The sales team does not see a value of sales training. They think they are
“natural born salespeople”
● The sales team is not able to follow appropriate negotiation guidelines perfectly
due to their lack of confidence in themselves and their products
● The sales team does not see the value of the loyalty aspects because they
think everybody is in transit in the coast.
● The customers’ profiles have been never analysed and they have no idea
about how to relate the unknown profiles with the sales process for every
phase of selling.
● Many clients often do not know what they really want and the salespeople think
that their effort is wasted since they do not know how to approach customers
and present the product.
● The CRM is not properly updated and they are struggling with customer
services and giving their clients the proper follow ups.
Marking Criteria:
This assessment will be marked according to the following criteria:
o Knowledge and understanding (20%): The students should demonstrate
an understanding of how different factors, both endogenous and exogenous
ones, contribute to sales effectiveness. Student should also identify the main
challenges for the company in the given scenario. They are expected to
summarise relevant information about the product and scenario given.
o Cognitive Skills (30%): Students will need to apply theories and concepts
addressing the main challenges by investigating and analysing the
organisation structure, team management, customer management and
retention and usage of technology in an international selling process.
o Practical and professional skills (30%): Students are expected to propose
negotiating strategy (techniques and tactics proposed for specific customers
plus the organisation management pillars) and other relevant sales
ASSESSMENT GUIDELINES
techniques taking into account the budget management. They must provide
reasoning for their decisions and recommendations. Finally, they will have to
reflect on the implementation of the plan and sales forecasting.
o Transferable and key skills (20%): Students will need to present the key
points and data of their plan in a written report in a concise and consistent
manner.
Formative Assessment 1: In-class exercise
At the end of week 6, given a company scenario in the consumer goods market,
you will have to present a short, written report (exercise in class) consisting in
400-500 words covering the elements for the following areas:
o Sales Preparation
o Sales Process
o Negotiation framework
With this exercise you will have the chance to familiarise yourself with the final
assessment preparation.
Formative Assessment 2: In-class exercise 2
At the end of week 11, given a company scenario in the consumer goods market,
you will have to present a written report (exercise in class) consisting in 400-500
words covering the elements for the following areas:
o Sales organisation proposed
o Sales management suggested
o Team management approach
o Customer and loyalty management
With this exercise the you will have the chance to familiarize yourself with the
final assessment preparation.


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