Description
must be perfect
Assignment size:
10.9 pages / 3000 words (Double spacing)
Education level:
University
Language:
English (US)
Assignment topic:
florin
Subject:
Business and Management
Sources:
30 sources required
Citation Style:
Harvard
Unformatted Attachment Preview
BUS5013
Sales Management
Sales Proposal and Negotiation
Date for Submission: Please refer to the timetable on ilearn
(The submission portal on ilearn will close at 14:00 UK time
on the date of submission)
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materials or this publication may be reproduced, shared (including in private social media groups), stored in a retrieval system or transmitted in any form or means,
including without limitation electronic, mechanical, photocopying, recording or otherwise, without the prior written consent of Arden University. To find out more about
the use and distribution of programme materials please see the Arden Student Terms and Conditions.
Assignment Brief
As part of the formal assessment for the programme you are required to submit a
sales management assignment. Please refer to your Student Handbook for full
details of the programme assessment scheme and general information on preparing
and submitting assignments.
Learning Outcomes:
After completing the module, you should be able to:
1. Model prospective and existing customers for a given product or service.
2. Appraise appropriate sales management techniques for a given scenario.
3. Develop a sales management plan.
4. Professional skills: demonstrate transferable skills that are essential to a career in
business, developing the core skills of complex problem-solving, critical thinking and
analysis, as well as leadership and social influence.
All learning outcomes must be met to pass the module.
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materials or this publication may be reproduced, shared (including in private social media groups), stored in a retrieval system or transmitted in any form or means,
including without limitation electronic, mechanical, photocopying, recording or otherwise, without the prior written consent of Arden University. To find out more about
the use and distribution of programme materials please see the Arden Student Terms and Conditions.
Guidance
Your assignment should include: a title page containing your student number, the
module name, the submission deadline and the exact word count of your submitted
document; the appendices if relevant; and a reference list in AU Harvard system(s).
You should address all the elements of the assignment task listed below. Please
note that tutors will use the assessment criteria set out below in assessing your work.
You must not include your name in your submission because Arden University
operates anonymous marking, which means that markers should not be aware of the
identity of the student. However, please do not forget to include your STU number.
Maximum word count: 4000 words
Please refer to the full word count policy which can be found in the Student Policies
section here: Arden University | Regulatory Framework
Please note the following:
Students are required to indicate the exact word count on the title page of the
assessment.
The word count includes everything in the main body of the assessment (including in
text citations and references). The word count excludes numerical data in tables,
figures, diagrams, footnotes, reference list and appendices. ALL other printed
words ARE included in the word count.
Please note that exceeding the word count by over 10% will result in a 10-percentage
point deduction.
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Arden University © reserves all rights of copyright and all other intellectual property rights in the learning materials and this publication. No part of any of the learning
materials or this publication may be reproduced, shared (including in private social media groups), stored in a retrieval system or transmitted in any form or means,
including without limitation electronic, mechanical, photocopying, recording or otherwise, without the prior written consent of Arden University. To find out more about
the use and distribution of programme materials please see the Arden Student Terms and Conditions.
Assignment Task
Part A – Sales proposal
For decades it has been said that the UK has one of the most expensive ‘one the day
ticket’ railway prices in Europe (Times, 2017, Cachia, 2018, BBC News, 2019 and
Yanatma, 2023). With the cost-of-living crisis in the UK and prices soaring, rail ticket
prices are increasing by 5.9% in March 2023 (Sky News 2023). Some countries such as
Germany have previously introduced heavily discounted tickets for a set time, to get
people back to using the railway (Buchholz, 2022).
You currently work for a major UK rail company and have been tasked with producing a
sales proposal for a new cheaper on the day ticket trial for a chosen route of your choice.
Your proposal will need to include, but not limited to, the following…
• Identify the major train operator you work for, and the route chosen
• Careful consideration of the target market including consumer behaviour and
country analysis.
• Sales techniques to be used and why
• Critical competitor analysis within the current market and the need to
differentiate.
• Motivating techniques for the sales workforce
This part will be worth a total of 70 marks (3,000 words)
Part B – The Negotiation
You might have free reins with the sales proposal, but the major train operators’ directors
have already communicated with each other and have provided some terms and
conditions which you will need to negotiate. As part of your negotiation, you should ensure
that you provide valid and authentic justifications as to why you are negating as you are,
of which there should be scholarly based evidence also provided.
The terms and conditions are:
• No new trains will be leased or purchased for the route and there will no extra
carriages made available for extra seating
• A maximum of 100 on the day tickets will be available for each route in total.
• 75 tickets will be available for first class and 25 for standard class
• The new on the day ticket trial will not be marketed at all
• The current workforce for the train operator will have to cope with the new
demands, no overtime will be paid and no new staff with will be brought in.
This part will be worth a total of 30 marks (1,000 words)
Both the ‘parts’ will be written on the same document in which you will have 4,000 words
available to create your proposal and negotiation.
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Arden University © reserves all rights of copyright and all other intellectual property rights in the learning materials and this publication. No part of any of the learning
materials or this publication may be reproduced, shared (including in private social media groups), stored in a retrieval system or transmitted in any form or means,
including without limitation electronic, mechanical, photocopying, recording or otherwise, without the prior written consent of Arden University. To find out more about
the use and distribution of programme materials please see the Arden Student Terms and Conditions.
References
BBC News. (2019) Are UK train fares the highest in Europe? Available from
https://www.bbc.co.uk/news/uk-49346642 [accessed 20th March 2023]
Buchholz, K. (2022) Germany’s 9-Euro-Ticket Causes Train Travel Frenzy. Statista.
Available from https://www.statista.com/chart/28115/9-euro-ticket-rail-trips-taken/
[accessed 20th March 2023]
Cachia, A. (2018) A FAIR FARE? How train ticket prices across Europe change
depending on when you book them’ (2018) Daily Post [Conwy, Wales], 06 Jul, 29,
available:
https://link.gale.com/apps/doc/A545549958/GBIB?u=arden&sid=ebsco&xid=9418377b
[accessed 20th March 2023]
Sky News. (2023) Biggest rail hike for train passengers in a decade hits the price of
season tickets despite worsening services. Available from
https://news.sky.com/story/biggest-rail-fare-hike-for-train-passengers-in-a-decade-hitsthe-price-of-season-tickets-despite-worsening-services-12825198 [accessed 20th March
2023]
The Times. (2017) ‘Rail fares 50% higher than in rest of Europe’ (2017) Times [London,
England], 09 Dec, 45, available:
https://link.gale.com/apps/doc/A518051792/GBIB?u=arden&sid=ebsco&xid=a86d63fa
[accessed 20th March 2023].
Yanatma, S. (2023) Rail fares across Europe: The countries with the most expensive train
tickets. Euronews. Available from https://www.euronews.com/travel/2023/01/09/rail-faresacross-europe-the-countries-with-the-most-expensive-train-tickets [accessed 20th March
2023]
(4000 words)
(100 marks)
(LOs: 1, 2, 3 & 4)
End of questions
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materials or this publication may be reproduced, shared (including in private social media groups), stored in a retrieval system or transmitted in any form or means,
including without limitation electronic, mechanical, photocopying, recording or otherwise, without the prior written consent of Arden University. To find out more about
the use and distribution of programme materials please see the Arden Student Terms and Conditions.
Formative Feedback
You have the opportunity to submit a MS Word or PDF file to receive formative
feedback.
The feedback is designed to help you develop areas of your work and it helps you
develop your skills as an independent learner.
If you are a distance learning student, you should submit your work, by email, to your
tutor, no later than 2 weeks before the actual submission deadline. If you are a blended
learning student, your tutor will give you a deadline for formative feedback and further
details.
Formative feedback will not be given to work submitted after the above date or the date
specified by your tutor – if a blended learning student.
Referencing Guidance
You MUST underpin your analysis and evaluation of the key issues with appropriate
and wide ranging academic research and ensure this is referenced using the AU
Harvard system(s).
Follow this link to find the referencing guides for your subject: Arden Library
Submission Guidance
Assignments submitted late will not be accepted and will be marked as a 0%
fail.
Your assessment can be submitted as a single Word (MS Word) or PDF file, or, as
multiple files.
If you chose to submit multiple files, you must name each document as the question/part
you are answering along with your student number ie Q1 Section A STUXXXX. If you
wish to overwrite your submission or one of your submissions, you must ensure
that your new submission is named exactly the same as the previous in order for
the system to overwrite it.
You must ensure that the submitted assignment is all your own work and that all
sources used are correctly attributed. Penalties apply to assignments which show
evidence of academic unfair practice. (See the Student Handbook which is available
on the A-Z key information on iLearn.)
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Arden University © reserves all rights of copyright and all other intellectual property rights in the learning materials and this publication. No part of any of the learning
materials or this publication may be reproduced, shared (including in private social media groups), stored in a retrieval system or transmitted in any form or means,
including without limitation electronic, mechanical, photocopying, recording or otherwise, without the prior written consent of Arden University. To find out more about
the use and distribution of programme materials please see the Arden Student Terms and Conditions.
Assessment Criteria (Learning objectives covered – all)
Level 5 reflects the continuing development in knowledge, understanding and skills from Level 4. At Level 5, students are not expected to be fully
autonomous but are able to take responsibility for their own learning with appropriate guidance and direction. Students are expected to further
develop their theoretical knowledge within a more intellectual context and to demonstrate this through more complex forms of expression which
move beyond the descriptive or imitative domain. Students are expected to demonstrate skills of analysis in both problem-solving and resolution.
Mark
Bands
Generic Assessment Criteria
80%+
An outstanding information base exploring and analysing the discipline, its theory and any associated ethical considerations.
There is sophisticated use and management of learning resources and a high degree of autonomy is demonstrated. Writing is outstandingly
well structured and accurately referenced throughout. Where appropriate, outstanding professional skills are demonstrated.
The work is original and with some additional effort could be considered for internal publication.
7079%
An excellent knowledge base within which the discipline is explored and analysed. There is a degree of originality in the approach.
The work demonstrates confidence and autonomy and extends to consider ethical issues. Learning resources have been managed
confidently. Writing is exceptionally well structured and accurately referenced throughout. Where appropriate, an excellent level of
professional skills are demonstrated and the work demonstrates a high level of intellectual and academic skills.
Upper
second
(2:1)
6069%
A very good knowledge base which explores and analyses the discipline, its theory and any associated ethical issues.
There is evidence of some originality and independence of thought. A very good range of learning resources underpin the work and there is
evidence of growing confidence and self-direction. The work demonstrates the ability to analyse the subject and apply theory with good
academic and intellectual skills. Academic writing skills are very good, expression is accurate overall and the work is consistently referenced
throughout.
Lower
second
(2:2)
5059%
A good understanding of the discipline which begins to analyse the subject and apply some underpinning theory. There may be reference
to some of the ethical considerations. The work shows a sound level of competence in managing basic sources and materials.
Academic writing skills are good and accurate overall and the work is planned and structured with some thought.
Professional skills are good (where appropriate). The work lacks original thought, but academic and intellectual skills are moving into the
critical domain. The work is referenced throughout.
Grade
First
(1)
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Arden University © reserves all rights of copyright and all other intellectual property rights in the learning materials and this publication. No part of any of the learning materials or this publication may be reproduced, shared (including in private social media groups), stored
in a retrieval system or transmitted in any form or means, including without limitation electronic, mechanical, photocopying, recording or otherwise, without the prior written consent of Arden University. To find out more about the use and distribution of programme materials
please see the Arden Student Terms and Conditions.
Third
(3)
4049%
Satisfactory level of performance in which there are some omissions in understanding the subject, its underpinning theory and ethical
considerations. There is little evidence of independent thought, and the work shows a basic use of sources and materials. Academic and
intellectual skills are limited. The work may lack structure overall. There are some difficulties in developing
professional skills (where appropriate). There is an attempt to reference the work.
Marginal
Fail
3039%
A limited piece of work in which there are clear gaps in understanding the subject, its underpinning theory and ethical considerations.
The work shows a limited use of sources and materials. Academic and intellectual skills are weak and there are errors in expression and the
work may lack structure overall. There are difficulties in developing professional skills (where appropriate). The work lacks original thought
and is largely imitative.
29%
and
below
A poor performance in which there are substantial gaps in knowledge and understanding, underpinning theory and ethical considerations.
The work shows little evidence in the use of appropriate sources and materials. Academic writing skills are very weak and there are
numerous errors in expression. The work lacks structure overall. Professional skills (where appropriate) are not developed.
The work is imitative.
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Arden University © reserves all rights of copyright and all other intellectual property rights in the learning materials and this publication. No part of any of the learning materials or this publication may be reproduced, shared (including in private social media groups), stored
in a retrieval system or transmitted in any form or means, including without limitation electronic, mechanical, photocopying, recording or otherwise, without the prior written consent of Arden University. To find out more about the use and distribution of programme materials
please see the Arden Student Terms and Conditions.
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