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
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
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
Individuals convey since they are a piece of society. The discourse assumes the principle part in the correspondence, since it can express confused thoughts through critical tone in the utilization of extensive variety of means. However the capacity of discourse isn't just pass on data or messages yet additionally associated with the communication between individuals. This connection expected to be neighborly as behavior of supreme dominant part of culture so individuals can feel good while convey. Because of this, good manners ought to be connected in day by day discussion. Good manners is a marvel that has been drawing a great deal of consideration as of late. As per Huang (2008), everybody sees as normal and comprehended what it implies. As indicated by numerous language specialists, the significance of graciousness procedures lies in keeping up a social request and is viewed as "a precondition of human participation" (Brown and Levinson, 2000, xiii). Lakoff said that the motivation behind pleasantness is to stay away from clashes (Lakoff, 1889. 101). Graciousness systems are found out when your mom instructs you to thank somebody who has, for instance, given you a present for your fifth birthday celebration. It is by all accounts essential to adhere to these traditions, which have created since individual exists. Be that as it may, the amiability hypothesis by Brown and Levinson is generally acknowledged and used as the reason for inquire about by the analysts in the field of sociolinguistics as well as of brain research, business, et cetera (Yuka, 2009). This investigation will concentrating on the utilization of Brown and Levinson graciousness systems among University Tunku Abdul Rahman (UTAR) understudy and measure the recurrence they utilized it. 2.1 Politeness Theory/Principle Respectfulness hypothesis is the hypothesis that records for the changing of the put-down to confront postured by confront undermining acts to addressees. Courteousness hypothesis, got from Goffinan's (1967) comprehension of "facework," proposes that all people hold two essential wants, constructive face (the want to be loved by others) and contrary face (the want to have one's activities unconstrained by others). In our relational associations, we infrequently undermine others' face needs, or wants, by presenting them to reactions which is sure face debilitating acts and demands which called negative face debilitating acts. As indicated by Simpson (1997), Face Threatening Acts (FTAs) is expressions that upset the adjust of face upkeep. In this manner, the way in which we scrutinize or make solicitations of another is affected by the level of respectfulness that we wish to pass on. Goffman's (1967) contended that keeping up confront feels positive attitude demonstrated an enthusiastic connection to the face that we keep up and disturbances of this, or losing face, brings about lost the inner passionate help that is ensuring oneself out of a social circumstance. In addition, keeping up it is the demeanor of the speakers' aim to moderate face dangers conveyed by certain face undermining acts toward another (Mills, 2003, p. 6). Depending on a Grician system, proposed the Politeness Principle (PP) and explained on affableness as a regulative factor in correspondence through an arrangement of adages (Grice, 1989). Obligingness, as discovered, is an encouraging component that impacts the connection between 'self', which implies the speaker, and 'other' that is the recipient and additionally an outsider. Moreover, it limiting the statement of discourteous convictions as the convictions are repulsive or at a cost to it (Leech, 1983). Afterward, pleasantness defined by Brown and Levinson (1978;1987). Affableness hypothesis has since extended scholarly community's view of amiability. Plus, in an expansion of Goffman's (1967) talk of face, Brown and Levinson (1978) likewise utilized two sorts of face that Goffman specified. Another researcher Yule, (2006) characterizes constructive face is simply the expert social individual you present as while negative face recommends offering space to difference or refusal, to have flexibility of activity and not to be forced by others. What's more, amenability hypothesis by Brown and Levinson, (1978;1987) is a dynamic hypothesis of human conduct portraying semantic systems related with pleasantness conduct. Due to its comprehensive nature and capacity to oblige various parts of human conduct, for example, culturally diverse contrasts, sex parts, trade hypothesis, and relational address, this hypothesis has been thought to be both commendable and an attractive perfect for trial social brain research all in all (R. Dark colored, 1990). However this investigation was not to analyze confront conceptualization as past examination by Rudick (2010) which the specialist was endeavored to get view of understudies by consolidating affableness systems and face calculated with classroom equity scales. However this examination is simply centered around the utilization of affableness methodologies among Universiti Tunku Abdul Rahman (UTAR) understudies and the recurrence size of every technique. 2.2 Brown and Levinson's obligingness systems Darker and Levinson's approach depends on Goffman's investigation on the thought of face. Goffman (1967) characterizes look as a picture of self-depicted regarding endorsed social properties. The minute a specific face is taken, it should be satisfied. Here he coins the looks 'to lose confront' and 'to spare one's face'. From these ideas, the accompanying demeanors are determined: 'to have, be in or look after face', which remain for an inside predictable face to be in the wrong face, which alludes to the circumstance when data conflicts with the face which a man manages; and to be 'out of face', which implies that a member's expect line isn't yet arranged for a specific circumstance (Goffman, 1967). Goffman claims that collaboration, particularly vis-à-vis talk, is led by a shared acknowledgment that members in an experience will have a tendency to keep up their own face, guarded introduction, and in addition other members' countenances, defensive introduction. "To ponder confront sparing", he states, "is to think about the movement standards of social collaboration" (1967:12). As indicated by him, confront sparing activities are typically institutionalized practices which contrast starting with one society then onto the next and also among subcultures and even people. Notwithstanding the distinctions, everybody is required to have some information and experience of how confront function is utilized. Darker and Levinson obtained these ideas and explained them to some degree with a specific end goal to characterize the systems that speakers take after while developing messages. They regard the parts of face as 'fundamental needs', and they address the all inclusiveness of the thought of face. As indicated by them, confront has a twofold character positive face, which remains for the want to be endorsed of and negative face, which reacts to the want that one's activities are not prevented (Brown and Levinson 1987). They shape the term confront debilitating acts (FTAs), and concur with Goffman that questioners will endeavor to keep up others individuals' countenances and in addition their own. Along these lines, the impact of FTAs will be limited however much as could be expected through phonetic techniques (Brown and Levinson 1987). There are four systems in good manners in light of Brown and Levinson which are certain graciousness, negative amiability, striking on record and intense off record. Notwithstanding, in this examination, strong off record is excluded in light of the fact that the hypothesis isn't profoundly disclosed and hard to gather information in classroom cooperation. As per David A. Morand ( 2003 ), this troubles will experience when specialist need to identify sentences in light of questionable importance. In light of past investigation by Scollon and Scollon (1995), contrary amenability is frequently ideal than constructive courteousness among British individuals. On this investigation, the analyst again will utilized Scollon and Scollon's speculation to gauge a subjective information among UTAR understudy which can be plainly state as Asian individuals. To satisfy the requirements of this examination the analyst connected three out of four consideration techniques. In the first place methodology is certain graciousness which mean an appearance of solidarity which can state as valuing recipient's sure face and having similar qualities in addition to a demonstration of sensitivity towards the recipient. In other word, no deduction required (Hirschova, 2006). In the interim in light of Brown and Levinson (1987), positive amenability is a sender' endeavor to discuss closeness with beneficiaries. This sort of closeness can be seen in a neighborly and recognizable discussion in which the connection amongst addresser and recipient is close. Second write is negative good manners which empowers the speaker to stay away from strife among them while convey by dithering and softening the expression with gadgets, for example, methodology or backhanded inquiries (Rudick, 2010). To make it clear, as per Brown and Levinson (1987), negative obligingness is redressive activity routed to the recipient's negative face. In other word, the key perspective is the addresser indicate regard towards the recipient by giving him/her flexibility to respond openly. Actually it utilized more planned articulation deliberately with an arrangement of affable expression illustrations Could you,… Sorry to trouble you yet,… The addresser is to a great degree circuitous so as not to hurt the recipient's negative face and hurt their inclination. Normally this procedure occurred among newness between the addresser and recipient or their diverse societal position. Third compose is uncovered on record which can be characterized as an immediate method for saying things, with no minimization to the burden, in an immediate, clear, unambiguous and brief way (Brown and Levinson, 1978;1987) For instance "Do it!". Dark colored and Levinson (1987) guarantee that the essential purpose behind bare on record utilization might be by and large expressed as at whatever point the speaker needs to do FTA with greatest proficiency more than s/he needs to fulfill listener's face, even to any degree, s/he will pick the bare on record technique. Last compose is bare off record which Brown and Levinson (1987) characterized as an informative demonstration which is done in s>GET ANSWER