Assignments

15.
Module Specifications
Summary
Sales management is an essential part of any company’s selling process. This course places
emphasis on major aspects of selling and sales management whilst also covering how the
marketing mix influences sales. Students will be exposed to various factors in creating a good sales
environment and how to manage it effectively. The course will also examine the use of technology
in sales and how it is related to strategic sales thinking.
Learning Outcomes
The specific objectives include:
1. To comprehend the fundamentals of sales force management and its relationship towards
strategic organizational goals.
2. To identify and apply leadership qualities in sales management in order to create high
performing sales teams.
3. To relate the use of the customer relationship management process in the context of sales
management and customer satisfaction.
4. To identify the use of CRM technologies and leveraging of information technology to
streamline operational efficiency.
5. To design, organize and understand the sales force and how to recruit, train and develop
an effective sales force.
6. To understand how cultures affects the internal sales processes and discuss the
implications on the company’s customer satisfaction levels.
7. To learn how to manage sales performance and customer knowledge management to
ensure customer retention and improved company performance.
16. STUDY RESOURCES

Core Text Book
● Tanner, Honey and Erffmeyer (2009) Sales Management – Shaping Future Dales Manager.
International Edition. Prentice Hall.
Additional Readings
● Cron & DeCarlo (2009) Sales Management: Concepts and Cases. 10th Ed. Wiley.
● Jobber & Lancaster (2015) Selling & Sales management. 10th Ed. Pearson.
● Kotler, Armstrong, Ang, Leong, Tan & Tse (2005) Principles of Marketing – An
Asian Perspective. Prentice Hall.
● The McKinsey Quarterly. http://www.mckinsey.com/search.aspx?q=sales+force+effectiveness
17. Assessment Dates

1
Assessment Item Assessment Rubric
20% - Sales Pitch (group assignment component
1. Competency-Based Assessment
– oral presentation)
Due:
2. Individual Assessment 30% - Report format, 2000 – 2200 words,

excluding table of contents, executive summary,
Written Assignment references and appendices.
Due:
30% - Report format, 2200-2500 words,
3. Group Assessment
excluding table of contents, executive summary,
references and appendices.
a) Written Assignment
- Power point presentation. Every member of
Due:
the group is required to present. Maximum 20
minutes for each group presentation.
b) Oral Presentation
Formal attire / dress code.
Due:
Continuous Assessment 20%

Total 100%
18. INDIVIDUAL ASSIGNMENT (30%) IN WEEK 6

Leadership qualities of a Sales Leader
Students will produce a written report on the following task:
You are the Sales Leader of a company. Write a structured report on what you see in a great sales
leader – what qualities do sales leaders have – how they behave and what they stand for.
Sales leaders possess some values that shape them into the type of leaders they become
eventually – an effective and efficient one. The key to providing inspiration for others lies in
understanding the values and drivers of those they lead.
Having understood the above, explore the values required to be a good sales leader. Conduct a
personal SWOT analysis of yourself and determine if you have these values. Evaluate yourself after
this analysis and provide recommendations on how you would work around your current values in
order to become the preferred sales leader that people would love to work with.
This is an individual written assignment, to be written in a report format, in about 2000-2200

words.
19. Group Assignment (30%) in week 12

2
Improving sales strategies
Students will identify one company whose sales practices need some improvement. To effectively
execute this assignment, students will need to study the chosen company’s existing sales
strategies, analyze and evaluate their effectiveness.
Students will then conclude their findings and provide recommendations for the chosen company
to improve its sales strategies. A list of recommended samples of sales pitches is to be included as
one of the recommendations.
a) Group written report (30%)
This assignment will be submitted in a report format in 2200-2500 words, including a list
of sample recommended sales pitches for the company.
b) Group Oral Presentation (10%)

Groups will present their report in an oral presentation in not more than 20 minutes
(including a Q&A session). The focus of the presentation will be the list of sample
recommended sales pitches (one sales pitch per group member)
20. Competency-Based Assessment (20%) in week 4

Producing a Sales Pitch
Produce a list of sample sales pitches in support of the group written report, as a
recommendation to improve part of the chosen company’s existing sales strategies.
A sales pitch is a salesperson’s attempt to persuade their audience to buy or believe what they
are offering. That offer might be the chance at another meeting, information on your product or
service, or a personal pitch all about you. Whatever the subject matter, it should be quick, to the
point, and attention-grabbing.
The list of sales pitches are to be embedded in the group assignment (in both the written report
and oral presentation).
3
21. Assignment Requirements
For group work, students will be assigned the team members. No changes will be allowed to the
allocation.
All members of a team will receive the same grade for the project. Team members may be given
the opportunities to rate the efforts and participation of all other members, and these evaluations
may result in differing grades being awarded to different members.
Should a team member be highlighted as not performing adequately, and if all members
unanimously agree that he/she is not contributing to the group work, the instructor may remove
the team member from the group after a consultation between the team and the instructor.
A grade mark of zero will be given to the non-contributing team member for this assignment.
Assignments must include a cover page with your names, the title of the course
and the instructor’s name.
All assignments must be typed, proof-read and professional in appearance.
All presentations must be conducted using PowerPoint slides.
REFERENCING:
The use of the Harvard system of referencing is compulsory for all assignments.
PLAGARISM:
Plagiarism is a breach of the Institutions regulations and may result in a mark of zero being
given for the work containing plagiarism. Plagiarism includes, but is not limited to, copying
from another source without acknowledging that source, whether it be the work of another
student, an author or of your own assignment for another unit.
If you are unsure whether what you propose to do constitutes plagiarism, consult the unit
coordinator before proceeding or refer to the student handbook for policies and
procedures for plagiarism.
All individual and group assignments should be uploaded into ‘Turnitin’ software provided by
ERC institute. All hard copies submitted must be printed from ‘Turnitin’. No marks shall be
awarded for non turn-it-in copies of coursework.

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15.

The specific objectives include:

16. STUDY RESOURCES

● The McKinsey Quarterly. http://www.mckinsey.com/search.aspx?q=sales+force+effectiveness

17. Assessment Dates

2. Individual Assessment 30% - Report format, 2000 – 2200 words,

Continuous Assessment 20%

18. INDIVIDUAL ASSIGNMENT (30%) IN WEEK 6

Students will produce a written report on the following task:

This is an individual written assignment, to be written in a report format, in about 2000-2200

19. Group Assignment (30%) in week 12

b) Group Oral Presentation (10%)

20. Competency-Based Assessment (20%) in week 4

All assignments must be typed, proof-read and professional in appearance.

All presentations must be conducted using PowerPoint slides.

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