Task 1: Individual written assessment 1,500 words (75% of total marks)
Your client company has asked you to write a report that reviews their stales strategy to
submit to the Board of Directors. Your report must include your assessment of the elements
of their sales strategy as directed below, and your fully justified proposed recommendations
for potential relevant improvements.
Task 2: Individual presentation (25% of total marks) end of week 9
The same company has also asked you to give an oral presentation as a sales pitch for a
proposed course on how to develop the sales skills within their organisation. Your pitch must
be no longer that 10 minutes long in duration. (It may be less.)

Task 1.1: The Sales Process (20 marks)
Provide a detailed overview of the sales process for your chosen organization: i.e. what are
their different distribution channels: who do they sell to within each channel, who sells, how
they sell, what intensity of distribution they follow and why. It is suggested that you use a
flow chart to present it within your report. It is essential that you distinguish between what
the sales route looks like for the different B2B and B2C channels within your company, i.e.
you must choose a company that sells to both businesses and consumers as you need to be
able to assessthe different characteristics of the sales process for your company when selling
to businesses.
Review the company’s sales organisation structure, for example, is their sales team organised
along geographic lines or by product specialization; is it customer-based; a mixture; or other?
Suggest and explain with a clear rationale which structure is most appropriate for them, again
distinguishing between B2B and B2C as necessary.
You also need to examine the role ethics plays within the sales process of your company. As
part of your answer you will need to discuss and appraise the impact of any relevant legal or
ethical issues for your company.

Task 1.2: The Importance of Sales to the Organisation’s Success (20 marks)
Based on your research and analysis, identify the importance of sales to the organisational
success of your chosen company.
Extend your answer by identifying and appraising the interaction of the sales team or
department with other key business functions / departments, e.g. marketing, logistics.
Give your assessment of any challenges you discover with how the sales function interacts
internally with other departments, or externally with their customers, and explore how these
challenges are overcome today. Then provide two to three specific and realistic
recommendations as to how they could be better overcome.

Task 1.3: Appropriateness of different tools and techniques in B2B and B2C environments
(30 marks)
Evaluate the appropriateness of different selling tools and techniques in both the B2B and
B2C environments in which your chosen company operates. For this, you will need to discuss
the use or otherwise of:
• a Key Account Management (KAM) structure
• Personal Selling
• Direct Marketing and the extent to which it works effectively with Sales personnel,
• The role of Customer Relationship Management and marketing automation
• The use of the internet
• Other factors relevant to your company
If your company does not use one of the elements mentioned above you must still assess
why not and whether that is or isn’t appropriate for them.
Give your assessment of the success of these tools and techniques for the chosen
organisation, and suggest two specific and realistic recommendations for what the company
might do to improve the tools and techniques they use



Sample Solution

Sample solution

Dante Alighieri played a critical role in the literature world through his poem Divine Comedy that was written in the 14th century. The poem contains Inferno, Purgatorio, and Paradiso. The Inferno is a description of the nine circles of torment that are found on the earth. It depicts the realms of the people that have gone against the spiritual values and who, instead, have chosen bestial appetite, violence, or fraud and malice. The nine circles of hell are limbo, lust, gluttony, greed and wrath. Others are heresy, violence, fraud, and treachery. The purpose of this paper is to examine the Dante’s Inferno in the perspective of its portrayal of God’s image and the justification of hell. 

In this epic poem, God is portrayed as a super being guilty of multiple weaknesses including being egotistic, unjust, and hypocritical. Dante, in this poem, depicts God as being more human than divine by challenging God’s omnipotence. Additionally, the manner in which Dante describes Hell is in full contradiction to the morals of God as written in the Bible. When god arranges Hell to flatter Himself, He commits egotism, a sin that is common among human beings (Cheney, 2016). The weakness is depicted in Limbo and on the Gate of Hell where, for instance, God sends those who do not worship Him to Hell. This implies that failure to worship Him is a sin.

God is also depicted as lacking justice in His actions thus removing the godly image. The injustice is portrayed by the manner in which the sodomites and opportunists are treated. The opportunists are subjected to banner chasing in their lives after death followed by being stung by insects and maggots. They are known to having done neither good nor bad during their lifetimes and, therefore, justice could have demanded that they be granted a neutral punishment having lived a neutral life. The sodomites are also punished unfairly by God when Brunetto Lattini is condemned to hell despite being a good leader (Babor, T. F., McGovern, T., & Robaina, K. (2017). While he commited sodomy, God chooses to ignore all the other good deeds that Brunetto did.

Finally, God is also portrayed as being hypocritical in His actions, a sin that further diminishes His godliness and makes Him more human. A case in point is when God condemns the sin of egotism and goes ahead to commit it repeatedly. Proverbs 29:23 states that “arrogance will bring your downfall, but if you are humble, you will be respected.” When Slattery condemns Dante’s human state as being weak, doubtful, and limited, he is proving God’s hypocrisy because He is also human (Verdicchio, 2015). The actions of God in Hell as portrayed by Dante are inconsistent with the Biblical literature. Both Dante and God are prone to making mistakes, something common among human beings thus making God more human.

To wrap it up, Dante portrays God is more human since He commits the same sins that humans commit: egotism, hypocrisy, and injustice. Hell is justified as being a destination for victims of the mistakes committed by God. The Hell is presented as being a totally different place as compared to what is written about it in the Bible. As a result, reading through the text gives an image of God who is prone to the very mistakes common to humans thus ripping Him off His lofty status of divine and, instead, making Him a mere human. Whether or not Dante did it intentionally is subject to debate but one thing is clear in the poem: the misconstrued notion of God is revealed to future generations.



Babor, T. F., McGovern, T., & Robaina, K. (2017). Dante’s inferno: Seven deadly sins in scientific publishing and how to avoid them. Addiction Science: A Guide for the Perplexed, 267.

Cheney, L. D. G. (2016). Illustrations for Dante’s Inferno: A Comparative Study of Sandro Botticelli, Giovanni Stradano, and Federico Zuccaro. Cultural and Religious Studies4(8), 487.

Verdicchio, M. (2015). Irony and Desire in Dante’s” Inferno” 27. Italica, 285-297.