Posted: March 11th, 2015

Sales Developing and Merchandising

Sales Developing and Merchandising

Project description

The purpose of this assignment is to gain understanding of external sales development techniques and the tools and techniques of internal sales and merchandising in a

business and service context.

There are four learning outcomes to this unit:
1. Understand elements of the product in a business and services context
2. Understand external sales development techniques
3. Understand the tools and techniques of internal sales promotion and merchandising
4.Be able to evaluate the role of staff in maximising sales

The assignment will describe the elements of the product, then analyse external sales development techniques, then review the tools and techniques of internal sales

and evaluate the importance of the staff in maximising sales

To succeed in this unit, you are required to follow the assessment criteria.

Your assignment should demonstrate your understanding of how your research links coherently to these aspects of sales development and merchandising. Your assignment

should include evidence of your research with references.

Word count:
400-500 for each task (individual work)

Specification of Assessment

Layout and referencing:
Present your work in a research report style which should include table of contents, reference list, foot or end notes and appendices if any
Include the reference code of this assignment on your assignment submission.
Each page must be numbered at the bottom right hand side.
Ensure your name is in the footer and the production date/version number of your assignment
Spell-check the document and make sure there are no grammatical errors.
Complete all the tasks.
Produce clear specific reasoning and arguments in support of your answers.
Submit your work in a single work processed document.
You must include a bibliography at the end to show where your information was sourced.
Your sources must be identified using the Harvard referencing system. The words used in your bibliography will not be included in your word count.

Task A Research report describing the elements of the product in a business and services context
After selecting a hotel of your choice, carry out an individual research into the element of the product of this hotel, and produce a written report of your findings

which should include:
a)    A discussion about the key components of the product and how the product mix contributes to sales and profit (ref. 1.1, 1.2)
b)    An assessment on how market segmentation contribute to maximise sales (ref. 1.3)
Task B Research report describing the external sales development techniques
Carry out an individual research into external sales techniques using the same hotel you selected for task A and produce a written report of your findings which should

include:
a)    A discussion about the factors affecting buyer behaviour (ref. 2.1)
b)    An assessment of the advertising media that could be used for sales development situations (ref. 2.2)
c)    An evaluation of the use of external merchandising to maximise customer volumes (ref. 2.3)
Task C Research report describing the internal sales promotion and merchandising
Carry out an individual research into internal sales techniques using the same hotel you selected for task A and produce a written report of your findings which should

include:
a)    An assessment of the influence of design and layout on customer spending (ref. 3.1)
b)    A review and evaluation of the effectiveness of internal merchandising materials(ref 3.2)
c)    An evaluation of different promotional activities according to different scenarios (ref. 3.3)
Task D Research report describing the role of staff in maximising sales
Carry out an individual research into the role of staff in sales using the same hotel you selected for task A and produce a written report of your findings which

should include:
a)    An evaluation of personal selling techniques (ref. 4.1)
b)    A discussion about the influence of operational design on sales revenue (ref 4.2)
c)    Key principles that should be included in a sales training programme (ref. 4.3)