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RSA Academy

BTEC Firsts in Business (Level 2)

(September 2010 onwards)

Unit 10: Personal Selling in Business

|Route: |BTEC Level 2 Extended Certificate |

|Unit code: |K/502/5316 |

|QCF Level 2: |BTEC Firsts |

|Credit value: |5 |

|GLH |30hrs |

|Start Date: |30th August 2011 |

|Review Date: |20th September 2011 |

|Final Submission Date: |11th October 2011 |

|Assessor: |Miss M Vincent |

|Student Name: | |

|Tutor Group: | |

|Disclaimer: | |

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|I certify that the work produced is my own |...................................................... |

Assessment and Grading Criteria

|To achieve | |

|a pass |SIGN |

|grade the | |

|evidence | |

|must show | |

|that you | |

|are able | |

|to: | |

Task One

Prepare a presentation using Microsoft PowerPoint that describes the role of sales staff in an organisation. This presentation will be used at the training event. You should aim to produce a minimum of 6 slides (excluding title slide and introduction). You should provide relevant examples of real businesses to back up what you are saying.

[Assessment Evidence: presentation]

[Tick when complete]

|P2 |Identify the techniques used when making personal sales. |

Task Two

Prepare an information leaflet to give to new recruits at the training event to inform them about the different techniques businesses could use to sell their products or services.

You should include the following:

• Cold calling

• Face-to-face selling

• Drop-in visits

• Telemarketing

For example: a sales person selling windows over the phone would use a different selling technique to someone selling cosmetics in a department store. One is face-to face and involves personal interaction.

HINT: You should include relevant, real life examples and suitable images

[Assessment Evidence: leaflet]

|M1 |Explain the role of sales staff and the sales techniques they use |

Task Three

Insert an additional section in to your leaflet that explains in more detail the role of sales staff and how they may benefit a business. You must then link these to the different sales techniques that they may use to sell products or services and how these would enable a business to meet its objectives.

For example: Sales staff have a role of selling goods and services in order to increase sales revenue and ultimately generate a profit for the business. A sales technique they could use to do this is cold-calling.

HINT: Your should include relevant, real life examples that relate to your business outlined in scenario one

[Assessment Evidence: leaflet]

|P3 |Explain the knowledge and skills used when making personal sales. |

Draw a mind-map (one side of A3 paper) to give to trainees on the knowledge and skills required by sales staff during the sales process, include relevant consumer legislation they must follow to ensure they are selling goods and services legally.

You should insert an image of a sales person in the centre of your mind-map then insert appropriate sections around the outside. You should include suitable headings, explanation, examples and images.

[Assessment Evidence: mind-map]

Scenario Two

You will now play the part of the trainee sales staff taking part in the training event. You are required to prepare a sales pitch (role-play) where you will demonstrate personal selling. Your sales pitch will be to the Sales Director who wants to be sure that you are the right person to drive forward sales at the company. Before you prepare your pitch, you will be briefed by the company’s R&D Director on the company’s new technological innovation which they anticipate to be the best-selling product of 2012. You will play a huge role in the success of this product in terms of sales and profit generated.

|P4 |Prepare to make personal sales. |

Before taking part in your role-play, you must fully prepare your sales pitch by:

▪ Completing the attached templates to help you plan your sales pitch (role-play)

▪ Preparing a script

▪ Collecting/designing/making props and resources to ensure you are able to effectively demonstrate your selling skills

▪ Rehearsing your role-play to ensure you can confidently and successfully demonstrate the selling situation where you ensure you close a sale.

HINT: The better prepared you are for your role-play, the higher marks you will receive!

[Assessment Evidence: completed templates/script/props & resources prepared]

|P5 |Use selling skills and processes to make sales |

Working with a partner, present your role-play to demonstrate successful personal selling skills and techniques. This builds on the knowledge gained from completing criteria P1, P2, P3 and P4.

Your partner will play the role of customer whilst you are the sales person. You will then reverse roles!

Your teacher will complete a witness statement as evidence of you meeting this criteria.

After the role-play:

You will be given feedback by the Sales Director. You will the need to evaluate whether you could have done anything better (evaluating the preparation, skills and processes you used), record this using the official ‘meeting minutes’ template.

[Assessment Evidence: witness statement/minutes of meeting]

|D1 |Demonstrate the confident use of personal selling skills when making sales |

During your role-play, you must demonstrate confidence in your selling skills and techniques. You must show that you know your products well, be well prepared with good use of props/resources and a fully prepared and realistic work area. You will ensure your customer receives an excellent service throughout their shopping experience.

[Assessment Evidence: witness statement]

|M2 |Compare the selling skills and processes used in different situations |

Part 1

In groups, decide on the personal skills and processes needed by sales staff in each of the following situations:

a) Selling insurance over the phone through cold-calling

b) Selling holidays at a travel agents

c) Selling clothes in Selfridges (large department store)

d) Selling mobile phones in Carphone Warehouse

e) Selling iphones at an apple store

f) Selling computer games at Game

HINT: You will need to write your own individual notes of your discussion!

Part 2

Individually use your notes from the above task to write a summary that compares the selling skills and processes used in the different situations. You should use specific, appropriate examples to back up what you are saying. You should compare the techniques and skills you demonstrated in your role-play (you may want to use annotated photographs to back up what you are saying!) with skills and techniques from 3 different businesses (you may want to incorporate those discussed in your meeting, using your discussion notes as evidence!).

[Assessment Evidence: discussion notes/summary]

|D2 |Evaluate the preparation, skills and processes used in different situations |

Using evidence from your teacher’s witness statement, feedback from your peers during your meeting, knowledge gained from criteria P1, P2, P3, P4, P5 and M2 and knowledge from your own experience as a consumer, write a clear evaluation of how well you prepared for selling in your role-play, how well you demonstrated selling skills and processes in your role-play compared to those you have experienced as a consumer.

HINT: you should aim for two sides of A4 for this task!

[Assessment Evidence: evaluation]

Appendices

Include all research that you have directly referred to in your work in the appendices. Label appendix a, b, c etc.

Bibliography

Use the Harvard referencing style to record all resources you have used

• You begin with the author’s surname – comma – and initials followed by a full stop.

• Then the year of publication in brackets.

• Then the book title, either underlined or in italics – comma.

• The place of publication – comma.

• Finally the publisher of the book – full stop.

E.g. Stretch, B. (2007) BTEC National Health and Social Care, Oxford, Heinmann Education Limited

Sources of Information

Books

Carysforth C and Neild M — BTEC First Business (Heinemann, 2004) ISBN 0435401386

Websites

.uk

ed.co.uk

bbc.co.uk

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