Welcome To
UNIT 39/45 SALES MANAGEMENT CLASS
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LEARNING OUTCOME 1
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STUDENT SURVEY
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GRADING THE ASSIGNMENTS
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RULES AND RESTRICTIONS
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SUCCESS TEAM
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EXPECTED STUDENT LEARNING OUTCOME
The Student will be able to:
LO1 Demonstrate an understanding of the principles of sales management
The goal of this module is to introduce you to the scope of travel and tourism marketing and sales. You will be exploring the processes involved in promoting and selling a variety of travel services, attractions and holiday packages. You''ll also be examining the changing dynamics between buyers and sellers in the travel and tourism market.
EXPECTED STUDENT LEARNING OUTCOME
The Student will be able to:
LO1 Demonstrate an understanding of the principles of sales management
The goal of this module is to introduce you to the scope of travel and tourism marketing and sales. You will be exploring the processes involved in promoting and selling a variety of travel services, attractions and holiday packages. You''ll also be examining the changing dynamics between buyers and sellers in the travel and tourism market.
ASSESSMENT CRITERIA
- P1 Explain the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting
- M1 Evaluate how principles of sales management will be different in response to consumer and business buying behaviour
LESSON CONTENTS
Introduction and scope of sales management:
- Definition of sales management and the key aspects e.g. planning, selling and reporting
- Strategies for measuring and monitoring e.g. the sales funnel and hit rate metric
- Different modes of selling Business to Business and Business to Consumer (B2B and B2C) and their impact upon buyer and seller roles and dynamics
- Consumer buying behaviour process
- Business buying behaviour process
- Sales promotions and incentives
The impact of new technology on the sales management environment:
- The use of Skype, video conferencing on tablet devices for improved communication, online events and sales training to improve sales skills and productivity, and cloud computing to improve information access
RECOMMENDED TEXTS
Textbooks
HAIR, J., ANDERSON, R., MEHTA, R. and BABIN, B. (2008) Sales Management: Building Customer Relationships and Partnerships. 1st ed. London: Cengage Learning.
JOBBER, D. and LANCASTER, G. (2015) Selling and Sales Management. Harlow: Pearson.
TANNER, J., HONEYCUTT, E. and ERFFMEYER, R. (2013) Sales Management. Harlow: Pearson.
WEINBERG, M. (2015) Sales Management. Simplified: The Straight Truth About Getting Exceptional Results from Your Sales. New York: Amacom.
Textbooks
HAIR, J., ANDERSON, R., MEHTA, R. and BABIN, B. (2008) Sales Management: Building Customer Relationships and Partnerships. 1st ed. London: Cengage Learning.
JOBBER, D. and LANCASTER, G. (2015) Selling and Sales Management. Harlow: Pearson.
TANNER, J., HONEYCUTT, E. and ERFFMEYER, R. (2013) Sales Management. Harlow: Pearson.
WEINBERG, M. (2015) Sales Management. Simplified: The Straight Truth About Getting Exceptional Results from Your Sales. New York: Amacom.
REVIEW THIS SHORT VIDEO
Before we begin the lesson, please review this short video. The video will allow you to examine and appreciate the difference between a traveler and a tourist. You will find the knowledge useful when you get to the lessons, and evaluating consumer and business buying behavior. So, it's a great start understanding the difference between the two.
The lessons and lesson activities for module are in the table below. Before you start working on the assignments, please review the rules and restrictions on the module, be sure to pay attention to the grading scheme, and don't forget your assessment submission due dates.
Let's get started...
Mandatory Survey. Rate your competency against the learning outcomes in this module.
Please complete this Survey before you start the new course. You'll be asked to review your answers later in the course as part of a graded assignment. You'll be instructed to look back (reflect) and assess what you've learned on this course. PLUS! your answers will useful to the Lecturer to determine your prior knowledge in the subject and tailor the lessons and learning activities to better support your needs
Please complete this Survey before you start the new course. You'll be asked to review your answers later in the course as part of a graded assignment. You'll be instructed to look back (reflect) and assess what you've learned on this course. PLUS! your answers will useful to the Lecturer to determine your prior knowledge in the subject and tailor the lessons and learning activities to better support your needs
How familiar are you with the content covered in this module?
Rate your current competency against the learning outcomes for this module on the following scale:
1 = Novice. This subject matter is completely new to me.
2 = Partial understanding or competence. I have a basic understanding of the subject matter but still require support.
3 = Average understanding or competence. I have a fair grasp of the subject matter and its application.
4 = Above average understanding or competence. I have a strong grasp of the subject matter and could easily apply it in a variety of contexts.
5 = Expert. I have mastered this subject area, and I could teach it to others.
Read the questions provided in the Student Survey Form below and check the appropriate answers...
TEACHING AND LEARNING ACTIVITIES IN THIS UNIT
THREE FACTORS WE CONSIDER WHEN SETTING THE ASSIGNMENTS:
How The Tasks In the Assignments Are Constructed And The Grading Criteria
OTHER CONSIDERATIONS:
USING CONSTRUCTIVE AND ACTIONABLE FEEDBACK TO MEET THE GRADING CRITERIA
Your performance on the assessment will indicate if you’re reading, memorizing, paying attention, and taking the right notes. To do well, you’ll need to apply what you’re learning to the situations presented to you in the assignment. Here are ways you can correctly use what you’re learning to improve your grades, become more confident, and contribute effectively to group work:
- We want to make learning fun, and so we’ve included many practical and interactive elements in the program. To increase your learning and engagement, we’re using a wide variety of teaching methods and assessments: traditional lecture, powerpoint, video, audio, field study, abstract models, diagrams, case studies, concept maps and examples to help connect what we’re teaching to make the information and learning experience practical, relevant, relatable and meaningful to the students.
- For assessments and activities, we mix traditional paper methods, mandatory class discussions, short assignments, and online multiple choice quizzes to help you to memorize the vocabulary and concepts that you might be struggling to remember and retain. For the quiz, the use of testing software allow you to take the test and receive the results immediately.
- Direct engagement encourages students to take responsibility for their learning and we have research papers, essays, debates, forums, video and audio assignments, and teamwork so you can work through problems with a partner and support each other in the areas that you’re most challenged.
- We make sure we calculate all your efforts so everything count towards your grades.
THREE FACTORS WE CONSIDER WHEN SETTING THE ASSIGNMENTS:
- Your prior knowledge,
- The contents you’re learning now, and your
- Development of your cognitive abilities to undertake more complex task as you progress in the program.
How The Tasks In the Assignments Are Constructed And The Grading Criteria
- Course-related knowledge (called content knowledge);
- Correct use of the command verb
- Applying and using the content knowledge in a context and constructive way e.g. to solve problem and make decisions in the case situation/context given; solve an accounting problem; create a concept map etc.
OTHER CONSIDERATIONS:
- Competencies in the academic domain e.g. quality and breath of the discussion, use of appropriate language, vocabulary, grammar and sentence construction; comprehension of the assignment and executing the task correctly; Harvard Referencing Standards
- Attention to instructions
- Grade Achievement e.g. Pass, Merit and Distinction
- Attitudes, values, and self-awareness
USING CONSTRUCTIVE AND ACTIONABLE FEEDBACK TO MEET THE GRADING CRITERIA
Your performance on the assessment will indicate if you’re reading, memorizing, paying attention, and taking the right notes. To do well, you’ll need to apply what you’re learning to the situations presented to you in the assignment. Here are ways you can correctly use what you’re learning to improve your grades, become more confident, and contribute effectively to group work:
- The topic is the subject of the assignment. All information available on this topic is content knowledge. For example, what the topic is about, what it does, how it works, the positive and negative influences – how its impacting or being impacted by other issues (pros/benefits or cons/limitations/drawbacks). Learn all the information, so you’re ready to use this content knowledge in different ways..
- You’ll also need to show your assessor and audience the depth of your understanding. To test the level of your knowledge, you’re given specific commands, e.g. to explain, analyze, describe, compare, apply etc. These are the command verbs to tell you how to carry out the assignment correctly. You must also study what each Command Verb requires to use the content knowledge correctly. For example, comparing is not explaining, and explaining is not analyzing, and if you don’t know the difference, you’ll incorrectly execute the assignment.
- The assignments have command verbs, topic, and contexts to demonstrate that you can use content knowledge constructively and in different situations/contexts/settings, e.g. to solve a problem in a case study, accounting formula, or statistical equation, etc.
- Pay attention to further instructions given the assignment and meet academic conventions. Carefully read the instructions and assignment given then identify the critical parts of the task. You must satisfactorily demonstrate three main criteria to pass the course.
- Set up a meeting with your Success Manager to go-over the feedback and plan for the achievement of these competencies.
Module Rules And Restrictions
Learning Outcomes (LO) are called modules. There are four (4) modules to be covered on Unit 45 Sales Management. Each module has graded assignments.
PASS GRADES
Assignments marked as P e.g. P1, are compulsory. You must do all all P tasks on the module. If you achieve the grade, you're award Pass for that assignment.
REFERRED GRADE
If you do not achieve the pass grade, you're awarded the Referred Grade, and can re-sit the assignment. Resit fee is $12.00 per task. You'll only be allowed to resit a module twice. Any unit that has a referred grade is capped at a pass. This means that you cannot earn a higher grade for this unit e.g. if you earn a referred grade on P1 in module 1 of unit 35, you cannot earn a merit or distinction on unit 35.
LATE WORK
Your assignment must be submitted no later than 11:30 PM on the due date. Submitting late work is strongly discouraged. If an unplanned event occurs, you have a maximum of two days to submit with late fee of $5 paid with the late assignment.
EXTENUATING CIRCUMSTANCES
If you have supporting evidence of extenuating circumstances you can apply for further extension for late assignment submission. See the published list of issues considered 'extenuating'. Permission for extenuating circumstances cannot extend beyond the final day of the semester. You'll pay the late penalty of $15, when submitting the assignment on the given date.
FAIL GRADE
If you fail to complete and submit the 'P' tasks on the assignment, your grade is Incomplete (IC/NC), which is a fail grade. If you earn a fail grade on the unit, you must retake the assignments at the full 'per-course rate' that is published in Tuition Schedule.
If you fail to secure a pass grade after resitting twice on a module, you'll be awarded a fail, and will need to take over the class and all the assignments at the full 'per-course rate' published in the Tuition Schedule.
If you plagiarize at any point on this unit, your paper will awarded a fail. Plagiarism can be committed in a number of ways, please see the handbook. If you earn a fail grade, and will need to take over the class and all the assignments at the full 'per-course rate' published in the Tuition Schedule.
HIGHER GRADES
You can earn a merit or distinction grade on this Module when you achieve the criteria for the tasks listed as M and D e.g. M1, D1 etc. While we'll encourage you to attempt all tasks on the assignment, it's not compulsory for you to attempt the tasks for merit and distinction in the assignments. In other words, you don't have to do the tasks listed as M and D. If you miss one M or D task, do not attempt the others, as you'll need to earn the grades for all M tasks, to earn Merit. For the distinction, you'll need to earn the grade for all the Ms and Ds.
MERIT
You can achieve the merit grade only when you earn both the pass (P) and merit (M) grades on the module. If you're undertaking task on the assignment marked 'M' e.g. M1 you're attempting the merit grade. If you do not earn the merit grade, you can only be awarded the pass grade, as long as you satisfied the Pass criteria. You cannot resit a M task after you attempted it once. The grade will be capped at a pass for the unit.
DISTINCTION
You can achieve the distinction grade only when you earn the pass (P), merit (M) and distinction (D) grades on the module. If you're undertaking the task on the assignment marked 'D' e.g. D1, you're attempting the distinction grade. If you do not achieve the grade, you can be awarded the merit grade, as long as you satisfied the criteria for the pass and merit. You cannot resit a D task after you attempted it once. The grade will be capped at a merit for the unit.
No exemplary is available for this module at time, you may check back at a later date.
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Lesson 1 Graded Activities
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Lesson 2 Graded Activities
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Lesson 3 Graded Activities
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SURVEY
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STUDENT EXPECTED LEARNING OUTCOME
The students will be able to:
LO 1: Demonstrate an understanding of the principles of sales management
The students will be able to:
LO 1: Demonstrate an understanding of the principles of sales management
ASSESSMENT CRITERIA
LESSON ONE TOPIC: Key Principles Of Sales Management
COURSE CONTENTS
Introduction and scope of sales management:
LEARNING OBJECTIVE:
Defining selling, reviewing definitions of sales management, and examining the role of sales planning in relations to its function, significance and impact on the other aspects of the sales management process.
PRE-CLASS READING AND IN-CLASS LEARNING ACTIVITIES
- P1 Examine the key principles of sales management in relation to the importance of sales planning, methods of selling, and sale reporting.
LESSON ONE TOPIC: Key Principles Of Sales Management
COURSE CONTENTS
Introduction and scope of sales management:
- Definition of sales management and the key aspects of sales management, including planning, selling and reporting.
- Strategies for measuring and monitoring, including the sales funnel and hit rate metric.
LEARNING OBJECTIVE:
Defining selling, reviewing definitions of sales management, and examining the role of sales planning in relations to its function, significance and impact on the other aspects of the sales management process.
PRE-CLASS READING AND IN-CLASS LEARNING ACTIVITIES
- Role Of Selling
- Explaining and analyzing various definitions of selling and sales management
- Class Activity: Key Principles emerging from these definitions
- Selling as an element of the Marketing Mix
- Discussing The Sales Management Process focusing on the role and importance of sales planning in directing the other phases in the sales management process
- Q & A
- Discussion Of the Assignment
FORMATIVE ASSESSMENTS
Low Stakes Assignments
- P1. Explaining the key principles of sales management in relation to the importance of sales planning, methods of selling, and sale reporting
Graded Activities For Lesson 1
- Problem-based Assessment
- Research exercise and short answers
REQUIRED READING FOR COMPLETION OF LESSON ONE (1)
>Sales Management: Principles, Process and Practice<
>Sales Management: Principles, Process and Practice<
ACTIVITY ONE:
Explaining the structure of the task given in an assignment
Explaining the structure of the task given in an assignment
Problem:
Sally is a new student in the class and was placed in your team to work on an assignment. The assignment is P1. Examine the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting. She seems to be participating well in the class discussions, but isn't showing the same level of participation in the team-work. During team-meetings, when coaxed to explain her progress with her part of the work, she's defining the key principles of sales management, but beyond that seems unable to grasp the entirety of what P1 is directing her to do. You're concerned that her lack of understanding will poorly affect the quality of the work produced by the team, and the grade.
Answer A and B Below:
A) DEVELOPING COMMUNICATION, LEADERSHIP, AND TEAM-BUILDING SKILLS
1) You are the team leader. What are the steps that you'll be taking to address the situation;
2) Why did you choose this set of actions?
3) What are the expected results after you've acted?
B) RESEARCHING, READING AND INTERPRETING ASSIGNMENTS
1) Explain to Sally what the task is asking her to do,
2) Outline to her how task P1 is constructed so she can better understand what is required to carry out the assignment correctly;
3) Help Sarah to coin a research question to find suitable contents to carry out the assignment.
C) INSTRUCTIONS
Due Date: May 5 | This assignment is designed for the forum and will require mandatory in-class participation on May 5. Complete before start of the class.
Sally is a new student in the class and was placed in your team to work on an assignment. The assignment is P1. Examine the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting. She seems to be participating well in the class discussions, but isn't showing the same level of participation in the team-work. During team-meetings, when coaxed to explain her progress with her part of the work, she's defining the key principles of sales management, but beyond that seems unable to grasp the entirety of what P1 is directing her to do. You're concerned that her lack of understanding will poorly affect the quality of the work produced by the team, and the grade.
Answer A and B Below:
A) DEVELOPING COMMUNICATION, LEADERSHIP, AND TEAM-BUILDING SKILLS
1) You are the team leader. What are the steps that you'll be taking to address the situation;
2) Why did you choose this set of actions?
3) What are the expected results after you've acted?
B) RESEARCHING, READING AND INTERPRETING ASSIGNMENTS
1) Explain to Sally what the task is asking her to do,
2) Outline to her how task P1 is constructed so she can better understand what is required to carry out the assignment correctly;
3) Help Sarah to coin a research question to find suitable contents to carry out the assignment.
C) INSTRUCTIONS
- Activity One will require that you read the orientation document Grading The Assignment and go the Class Forum to post your answers. Grading the assignment is a support documents posted in the tabs above. When your post your answers to the Class Forum it will be seen by your Instructors and peers.
- Your answer should be no more than 300 words and completed by May 5 - prior to the start of the class.
- Use your own words, plagiarism is unacceptable. If you plagiarize on any assignment, you'll be awarded a fail grade for the unit. Before starting any assignments on the semester, be sure to read the information provided on what is plagiarism and how to avoid it.
- This assignment is low stakes, but your full participation is encouraged as this assignment will be contributing to your final grade for the unit.
Due Date: May 5 | This assignment is designed for the forum and will require mandatory in-class participation on May 5. Complete before start of the class.
ACTIVITY TWO
In Activity Two you will be recapping the lesson on the key principles of sales management, and developing essential skills such as researching, writing, paraphrasing, referencing, reasoning, and explaining. You will also be improving your sales management vocabulary.
ASSIGNMENT
The marketing mix consists of ____________, and selling is an element of the promotions mix (reference). Sales management is defined by (reference) as the ________________; and _______________ by (reference). After reviewing various esteemed literature on the principles of sales management, it can concluded that these underpinning principles are: _________________ ________________________________________________ (your personal assessment).
(reference) argued that sales management is key to business performance because _____________. This argument found consensus with (insert one citation) who further opined that __________. Sales management is therefore a vital process for every business organisation because ______________, and the sales team must carryout specific responsibilities to ensure the sales management process is effective. According to (reference) the Sales Management Process involves five aspects: _________ (reference) of which, planning is a critical phase. Planning is an important functions of sales management because ________________________________ (reference).
Businesses have value systems and culture that will influence the principles underpinning their sales management process and activities. It is inarguable therefore that sales planning, methods of selling, and the quality and frequency of sales reporting will reflect these principles.
Selecting methods of selling is also a critical part of the principles of management. These methods may include ___________________________(reference). We also cannot overlook the importance of sales reporting which is _______________________ (reference).
INSTRUCTIONS FOR ACTIVITY TWO
Conduct the necessary research, and completely and accurately answer the tasks. Add the sources you're citing and paraphrase the findings. Harvard Referencing is the acceptable referencing style to be used. Key words in the original sentences should not be replaced when paraphrasing, modify the replace the rest of the words e.g. a business.
IMPORTANT!
Due Date: May 11 | The assignment is to be submitted on-time. See the instructions about late submissions and special conditions for extenuating circumstances.
ASSIGNMENT
The marketing mix consists of ____________, and selling is an element of the promotions mix (reference). Sales management is defined by (reference) as the ________________; and _______________ by (reference). After reviewing various esteemed literature on the principles of sales management, it can concluded that these underpinning principles are: _________________ ________________________________________________ (your personal assessment).
(reference) argued that sales management is key to business performance because _____________. This argument found consensus with (insert one citation) who further opined that __________. Sales management is therefore a vital process for every business organisation because ______________, and the sales team must carryout specific responsibilities to ensure the sales management process is effective. According to (reference) the Sales Management Process involves five aspects: _________ (reference) of which, planning is a critical phase. Planning is an important functions of sales management because ________________________________ (reference).
Businesses have value systems and culture that will influence the principles underpinning their sales management process and activities. It is inarguable therefore that sales planning, methods of selling, and the quality and frequency of sales reporting will reflect these principles.
Selecting methods of selling is also a critical part of the principles of management. These methods may include ___________________________(reference). We also cannot overlook the importance of sales reporting which is _______________________ (reference).
INSTRUCTIONS FOR ACTIVITY TWO
Conduct the necessary research, and completely and accurately answer the tasks. Add the sources you're citing and paraphrase the findings. Harvard Referencing is the acceptable referencing style to be used. Key words in the original sentences should not be replaced when paraphrasing, modify the replace the rest of the words e.g. a business.
IMPORTANT!
- Use the form below to submit Activity 2. Use spacing and ensure that the submission is neat.
- Plagiarism is unacceptable, so put the sentences in your own word. If you plagiarize on the assignment, you'll be awarded a fail grade for the unit. Before starting any assignments on the semester, be sure to read the information provided on what plagiarism is and how to avoid it.
Due Date: May 11 | The assignment is to be submitted on-time. See the instructions about late submissions and special conditions for extenuating circumstances.
STUDENT EXPECTED LEARNING OUTCOME
The students will be able to:
LO 1: Demonstrate an understanding of the principles of sales management
The students will be able to:
LO 1: Demonstrate an understanding of the principles of sales management
ASSESSMENT CRITERIA
LESSON TWO TOPIC
Examining how the key principles of sales management are influencing the sales management decisions regarding sales planning, methods of selling, and sales reporting
COURSE CONTENTS AND RESOURCES
Different modes of selling (B2B and B2C) and their impact upon buyer and seller roles and dynamics.
LESSON 2 OBJECTIVES:
Examining the key principles of sales management and the alignment of these values with sales planning, methods of selling, and sales reporting. sales performance; and developing students cognitive abilities to: i) reason through the literature; 2) use the knowledge to create concept map; and 3) apply and demonstrate their understanding to a real framework/construct e.g. an organization.
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CLASS DISCUSSION AND ACTIVITIES
- P1 Examine the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting.
LESSON TWO TOPIC
Examining how the key principles of sales management are influencing the sales management decisions regarding sales planning, methods of selling, and sales reporting
COURSE CONTENTS AND RESOURCES
Different modes of selling (B2B and B2C) and their impact upon buyer and seller roles and dynamics.
- Consumer buying behavior process.
- Business buying behavior process.
- Sales promotions and incentives.
LESSON 2 OBJECTIVES:
Examining the key principles of sales management and the alignment of these values with sales planning, methods of selling, and sales reporting. sales performance; and developing students cognitive abilities to: i) reason through the literature; 2) use the knowledge to create concept map; and 3) apply and demonstrate their understanding to a real framework/construct e.g. an organization.
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CLASS DISCUSSION AND ACTIVITIES
- Reviewing the assignment
- Methods of selling
- Strategies for measuring and monitoring sales performance (including the sales funnel and hit rate metric)
- Importance of sale reporting
- Discussing the assignment - CASE STUDY: How can the key principles of sales management be achieved through sales planning, methods of selling, and sale reporting (evaluating results).
SUMMATIVE ASSESSMENT
High Stakes Assignment
ASSESSMENT TOPIC:
P1 Explain the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting
P1 Explain the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting
Graded Activity For Lesson 2
- Essay Writing (required activity: graded)
REQUIRED READING FOR COMPLETION OF LESSON TWO (2)
>Sales Management: Principles, Process and Practice<
>Sales Management: Principles, Process and Practice<
ACTIVITY THREE
A Sales Manager is responsible for business success. Consider all the information that you learnt through reading, engaging and reasoning through literature and:
(Maximum 450 Words)
A Sales Manager is responsible for business success. Consider all the information that you learnt through reading, engaging and reasoning through literature and:
- Identify the key principles underpinning sales management in the tourism industry. Identify a specific tourism business, and construct a convincing argument for the importance of the key sales management principles in shaping its sales planning, methods of selling, and sales reporting
(Maximum 450 Words)
ABOUT ACTIVITY THREE
This assignment is essay writing and will allow you to demonstrate knowledge and understanding about the key principles of sales management while developing your ability to explain, evaluate and use what you're learning in a constructive way. You are practicing critical thinking which will improve your reasoning, writing and metacognition.
Examine the key principles of sales management and explain how these values can be aligned to strategic and tactical sales activities such as sales planning, methods of selling, and sales performance reporting
INSTRUCTIONS
- You should think about what you have learnt in the lessons and carry out the task thoughtfully and candidly. You will need in-text referencing where the information is obtained from other sources.
- Avoid plagiarizing. While you may revisit your lesson notes and video, you can only use your own words. Plagiarism is a serious offense, and you'll be awarded a fail grade if you cheat.
- The recommended time for this assignment is four (4) hours. The completed work should be 400 - 450 words maximum. Your work should be neatly typed, using Arial Font and font size 11.
- You will submit this assignment twice: 1) First, you'll download the document that is attached below and complete the assignment. Save and upload the file using the upload option below; and 2) Copy and paste the same answer in the box provided below.
- The only acceptable format for the uploaded work is in PDF.
- Read these instructions carefully before you attempt the task.
MAY 13 | Submission Deadline for Activity Two
LESSON THREE TOPIC: Consumer Buying Behavior vs Business Buyer Behavior
ASSESSMENT CRITERIA
LESSON COURSE CONTENTS AND RESOURCES
Different modes of selling (B2B and B2C) and their impact upon buyer and seller roles and dynamics.
LESSON 3 OBJECTIVE:
Understanding the difference in buying behavior between consumers and business; and evaluating how the principles of sales management will be different in selling to consumers vs businesses
CLASS THREE IN-CLASS DISCUSSION
ASSESSMENT CRITERIA
- M1 Evaluate how principles of sales management will be different in response to consumer and business
LESSON COURSE CONTENTS AND RESOURCES
Different modes of selling (B2B and B2C) and their impact upon buyer and seller roles and dynamics.
- Consumer buying behavior process.
- Business buying behavior process.
- Sales promotions and incentives.
LESSON 3 OBJECTIVE:
Understanding the difference in buying behavior between consumers and business; and evaluating how the principles of sales management will be different in selling to consumers vs businesses
CLASS THREE IN-CLASS DISCUSSION
- Understanding the Consumer buying behavior process
- Understanding the Business buying behavior process
- Evaluating how the principles of sales management will be different in response to consumer buying behavior vs business buying behavior.
SUMMATIVE ASSESSMENT
Low Stakes Assignment
SUMMATIVE ASSESSMENT
Low Stakes Assignment
ASSIGNMENT TOPIC:
M1 Evaluate how principles of sales management will be different in response to consumer and business buying behavior
M1 Evaluate how principles of sales management will be different in response to consumer and business buying behavior
Graded Activities For Lesson Three
- Assessment Of Professional Knowledge (activities for higher grade is optional: graded)
- Reflective Essay (required activity: graded)
REQUIRED READING FOR COMPLETION OF LESSON THREE (3)
>Sales Management: Principles, Process and Practice<
>Sales Management: Principles, Process and Practice<
ACTIVITY FOUR
1)Why is it important for salespeople to understand the concepts of organizational buying behavior?
2)How might the consumer and business buying decision process be different?
3)In what ways might the sales behavior of a business development manager pursuing a large contract differ from that of a salesperson’s repeat calling on retailers?
4) How can knowledge of buyer behavior help the salespeople to modify their sales behavior and approach in response to consumer and business buying situations? For example, how might the buyer’s motivation, cognitive structure, personality, learning process, and philosophy influence the sales planning, methods of selling, and salesperson behavior?
(Approximately 120 words each: Total 450-500 words)
1)Why is it important for salespeople to understand the concepts of organizational buying behavior?
2)How might the consumer and business buying decision process be different?
3)In what ways might the sales behavior of a business development manager pursuing a large contract differ from that of a salesperson’s repeat calling on retailers?
4) How can knowledge of buyer behavior help the salespeople to modify their sales behavior and approach in response to consumer and business buying situations? For example, how might the buyer’s motivation, cognitive structure, personality, learning process, and philosophy influence the sales planning, methods of selling, and salesperson behavior?
(Approximately 120 words each: Total 450-500 words)
INSTRUCTIONS
SUBMISSION DATE | MAY 14 Please submit the work on-time. There are specific requirements for late work and special considerations for extenuating circumstances. Please review the instructions on the course home page.
- You should think about what you have learnt in the lessons and carry out the task thoughtfully and candidly. You will need in-text referencing only where the information is obtained from other sources.
- Avoid plagiarizing. While you may revisit your lesson notes and video, you can only use your own words. Plagiarism is a serious offense, and you'll be awarded a fail grade if you cheat.
- The recommended time for this assignment is four (4) hours. The completed work should be 450 - 500 words maximum. Your work should be neatly typed, using Arial Font and font size 11.
- You will submit this assignment twice: 1) First, you'll download the document that is attached below and complete the assignment. Save and upload the file using the upload option below; and 2) Copy and paste the same answer in the box provided below.
- The only acceptable format for the uploaded work is in PDF.
- Read these instructions carefully before you attempt the task.
SUBMISSION DATE | MAY 14 Please submit the work on-time. There are specific requirements for late work and special considerations for extenuating circumstances. Please review the instructions on the course home page.
ACTIVITY FIVE
Has your knowledge increased on this module?
Reflect on your learning against the required learning outcome and assess if you're able to demonstrate an understanding of the principles of sales management:
(Approximately 200 words)
INSTRUCTIONS
SUBMISSION DATE | MAY 16 Please submit the work on-time. There are specific requirements for late work and special considerations for extenuating circumstances. Please review the instructions on the course home page.
Has your knowledge increased on this module?
Reflect on your learning against the required learning outcome and assess if you're able to demonstrate an understanding of the principles of sales management:
- Review your responses to the Competency Survey at start of the semester. Have your knowledge and understanding of the topics increased?
(Approximately 200 words)
INSTRUCTIONS
- You should think about what you have learnt in the lessons and carry out the task thoughtfully and candidly.
- Avoid plagiarizing. While you may revisit your lesson notes and video, you can only use your own words. Plagiarism is a serious offense, and you'll be awarded a fail grade if you cheat.
- The recommended time for this assignment is one (30) minutes. The completed work should be 200 words minimum/maximum. Your work should be neatly typed, using Arial Font and font size 11.
- You will submit this assignment in the box provided below.
- Read these instructions carefully before you attempt the task.
SUBMISSION DATE | MAY 16 Please submit the work on-time. There are specific requirements for late work and special considerations for extenuating circumstances. Please review the instructions on the course home page.