Fund of Marketing and Sales
· Overview
Create a sales plan for your chosen product and company, including goals and the means to motivate your team.
Sales activities and processes vary by organization and individual but generally include prospecting, using a pre-approach, using an approach, making the sales presentation, overcoming objections, closing the sale, and having postsales follow-up.
Much of the process is information gathering to allow a salesperson to make the right pitch to the consumer that will match the consumer needs with the product or service benefits and features.
By successfully completing this assessment, you will demonstrate your proficiency in the following course competencies and assessment criteria:
· Competency 1: Examine the basic marketing models for a business or organization.
1. Describe who represents the product.
1. Address assessment purpose in a well-organized text, incorporating appropriate evidence and tone in grammatically sound sentences.
. Competency 2: Relate the importance of an integrated marketing program to the economic impact of a business.
2. Discuss the implications of an integrated marketing program to business economic success.
. Competency 4: Apply effective marketing planning and implementation.
3. Discuss the effectiveness of the promotion strategy and the impact on the marketing mix.
3. Accurately describe the company's communication strategy (communication channels or media).
. Competency 6: Evaluate management implications of marketing and sales plans.
4. Discuss the sales process or techniques and how it impacts marketing and sales plans.
Competency Map
CHECK YOUR PROGRESS Use this online tool to track your performance and progress through your course.
Questions to Consider
As you prepare to complete this assessment, you may want to think about other related issues to deepen your understanding or broaden your viewpoint. Consider the items below and discuss them with a fellow learner, a work associate, an interested friend, or a member of your professional community. Note that these questions are for your own development and exploration and do not need to be completed or submitted as part of your assessment.
After reading the materials presented this week, explore the selling process and relate it to various types of businesses. Using the same industries from the earlier discussion (you may use the same company used in that discussion or choose a new one), explain how sales is approached at your chosen company and research and explain their sales processes.
Resources
Personal Selling
To be successful at sales, various traits and skills will equate to greater success. The readings and resources will be helpful to maximize your sales success:
. Lamb, C. W., Hair, J. F., & McDaniel, C. (2019). MKTG 12 (12th ed.). Cengage Learning. Available in the courseroom via the VitalSource Bookshelf link.
1. Chapter 17.
. Plaksij, Z. (2020). Sales process: A roadmap to better sales performance [Blog]. SuperOffice. https://www.superoffice.com/blog/sales-process/
. MacDonald, S. (2020). 21 powerful sales techniques (backed by scientific research) [Blog]. SuperOffice. https://www.superoffice.com/blog/science-based-selling/
. Patel, S. (2017). 6 ways to motivate your sales team. https://www.inc.com/sujan-patel/6-ways-to-motivate-your-sales-team.html
You may find the following information helpful as you prepare for your assessment:
. Assessment 4 Context [PDF] .
Take an opportunity to review your learning thus far in this course with this brief, ungraded assessment:
. Sales and Marketing Review .
· Assessment Instructions
Note: Assessments 1–3 in this course require you to complete a marketing analysis, and this assessment requires you to complete a sales plan. Because those all build on each other, it is recommended but not required that you complete them in sequence.
Instructions
Using the company and product you used for Assessments 1–3, create a sales plan in which you do the following:
. Define and analyze a set of sales goals for the business (being sure they are measureable), and justify why those goals were chosen.
. Analyze viable sales strategies and at least two tactics that are suited to the target market, and explain why they are suitable and were selected.
. Create methods or actions to motivate and manage your sales team, including why the methods or actions can be successful.
. Create a well-supported evaluation plan with plausible and thoughtful rationales.
. Analyze an integrated marketing plan, including how it will impact the sales plan and business.
. Cite any sources you use.
ADDITIONAL REQUIREMENTS
. Written communication: Communication should be clear and well organized, and support a central idea, with no technical writing errors, as expected of a business professional.
. References: References and citations are formatted in a consistent style, with a preference for using APA style and formatting .
. Number of resources: Use a minimum of three scholarly resources related to the content of the assessment.
. Length of paper: Approximately 5–6 typed, double-spaced pages, in addition to the title and references pages.
. Font and font size: Times New Roman, 12 point.