School of Business
MKTY6.04
SALES PRACTICE
AUCKLAND
ASSIGNMENT 2
SEMESTER 1, 2016
DUE DATE:
Thursday, 26 October, 2016 1:15 PM
Weighting: 40% of final grade
Marks: 80 marks total
PURPOSE: To enable students to apply the principles and practices of personal selling; the importance of personal selling to organisational performance; personal selling and salespeople in New Zealand; competencies needed to successfully manage the sales function; and the various systems and processes that support it.
TASK: Selling is an exciting and interesting venture when you plan it well and equip yourself for the prospect or the customer. A well developed and structured sales plan should make selling successful. The purpose of this assignment is to equip you with the planning aspects of selling and continues from assignment one. Therefore use this exercise to gain knowledge and skills in planning an effective working sales plan.

INSTRUCTIONS:
Answer all of the following questions and follow the structure given.
Presentation - The following criteria will be considered to assess the quality of your work: presentation - clear structure and following of instructions; signs of effort given to this assignment; correct referencing; correct language, grammar and spelling. Your assignment should be word processed in 12 point font, single spacing between lines, 3 cm margin on the right side of the page (for marking purposes). The guideline for this assignment is 8 pages. Additional supporting information and other relevant material should be included in an appendix at the end of the report and is not to be included in the 8 pages.
Guideline:
This assignment follows on from your first assessment for this course. You should treat the situation as real, and as far as practical, provide real life answers and your methodologies should refer to actual information sources.
Sources you may consult and/or use for this exercise:
• The course text book (in particular chapters 7, 8, 9, 10, 11 & 12)
• Other books and references in the library
• Internet
• Your lecturer for advice and comments on your progress
Academic Integrity
Correct referencing (including in-text referencing and a reference list at the end of the assignment) is a requirement of all academic work. The APA format of referencing must be used to acknowledge where you have used other people’s material in the body of your report. A reference section acknowledging all sources of material and information must also be provided at the end of the report. If referencing is not used correctly, or not used at all for material which is not your own, this will result in zero marks, and/or Academic Misconduct for plagiarism proceedings. There is zero tolerance for plagiarism in this course.
The principles of academic integrity are set out on the library website http://www2.eit.ac.nz/library/ls_guides_apareferencing.html. It is expected that you will conform to these requirements.
A Plagiarism Declaration is attached to all assessments and must be signed and handed in with your assessments (excluding the Exam). Your assignment will only be marked if a signed declaration is submitted. Please note that your signature confirms that you have read and understood the requirements of referencing and you have referenced your work
When submitting electronically please submit in pdf file format.

The principles of academic integrity are set out on the library website http://www2.eit.ac.nz/library/ls_guides_apareferencing.html. It is expected that you will conform to these requirements.
A Plagiarism Declaration is attached to all assessments and must be signed and handed in with your assessments (excluding the Exam). Your assignment will only be marked if a signed declaration is submitted. Please note that your signature confirms that you have read and understood the requirements of referencing and you have referenced your work
When submitting electronically please submit in pdf file format.

ASSIGNMENT TWO
DUE DATE: 26 October, 2016 1:15 PM
WEIGHTING: 40% of final grade
MARKS: 80 marks total
As the newly appointed sales person for the North Shore Stillwater Winery; you are employed to increase their wine sales and introduce their latest wine variety, Moscato in Auckland.. Stillwater Moscato is not available to buy anywhere in New Zealand other than their cellar door.
You may use the information you created in your first assignment where appropriate.
1 PROSPECTING
a. Discuss the role or prospecting for Stillwater Wines for the following situations: -
i. One of your major customers has been taken over by a firm that does not stock Stillwater Wines
ii. A brand new restaurant opening soon on the sea front in Orewa, that will seat 50 customers 10 marks
b. Explain how you would qualify the following businesses in order to turn them into leads and prospective customers for Stillwater Wines:
i. The Filter Room (currently does not sell wine)
ii. A restaurant and bar of your choice in the Hawkes Bay area
iii. Pak n Save Supermarket in Silverdale 9 marks
2 SALES CALL PLANNING
Prepare two sales call plans (using the example on pages 220 and 221 from the course text book as a guide) for the brand new customer in Ahuriri (i.e. your first call) and an existing customer of Stillwater Wines who you have been selling to for a while. You want to introduce Moscato in both situations.
i. Use your imagination to create the details of the organisation and the buyer you will be seeing. Ensure you specify your sales goals and your focus for the call.
ii. Consider what questions the buyers may have, what their needs are and how you may answer them. Identify any information you need to obtain and the benefits that your organisation will offer.
iii. Consider any problems that may arise and identify what your next level of commitment is for this customer. 30 marks
3 MANAGING OBJECTIONS, NEGOTIATION AND COMMITMENT
a. Identify three different types of buyer objections that you may face as a sales person for Stillwater Wines and how you may overcome them – one relating to the products you sell, one relating to a prospective customer’s current situation and one relating to Stillwater Wines or yourself. 6 marks
b. Explain how you would justify the price of your wines to a prospective buyer who thinks they are too expensive. 5 marks
c. Outline the steps you would go through to negotiate an annual deal for supplying Stillwater wines to the new restaurant in Ahuriri – price and volumes. Evaluate the common reasons why you may not obtain a final commitment from this customer.
10 marks
4 BUILDING EFFECTIVE RELATIONSHIPS
Assess the requirements Stillwater needs to build and maintain effective relationships with its customers in the greater Auckland area. 10 marks

SCHOOL OF BUSINESS
PLAGIARISM DECLARATION
Please copy and attach to your Assignment
Course
Assignment No.
Plagiarism is a breach of EIT academic regulations. Penalties range from a warning to suspension or expulsion as identified in Clause 11.6 of the Student Handbook.
In signing this declaration you acknowledge that you understand:
• what constitutes plagiarism
• that all work submitted for assessment may be screened for plagiarism
• that any allegations of plagiarism will be handled according to the School of Business Procedure for Lecturer Allegation of Plagiarism.
I declare that the work submitted is my own work.
Name: ID:
(please print)
Programme:
Signed: Date: