Sales Planning
UNIT 20: SALES PLANNING AND OPERATIONS
Unit 20:
Unit code: QCF level: Credit value:
Sales Planning and Operations
Y/601/1261 5 15 credits
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Aim
The aim of this unit is to provide learners with an understanding of sales planning, sales management, and the selling process, which can be applied in different markets and environments.
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Unit abstract
Selling is a key part of any successful business, and most people will find that they need to use sales skills at some point in their working life – if only to persuade or win an argument. For anyone who is interested in sales as a professional career it pays to understand the basics of selling, to practice, and plan. This unit will introduce learners to the theory of selling and sales planning, and give them the opportunity to put their personal selling skills into practice. The unit starts with an overview of how personal selling fits within the overall marketing strategy for a business. Learners will be taken through the main stages of the selling process, and be expected to put them to use. Once they are confident about the selling process, learners will investigate the role and objectives of sales management. This is knowledge that can be applied to a wide range of organisations. Finally, learners will be able to start planning sales activity for a product or service of their own choice – this is another valuable skill that is transferable to many different situations learners may find themselves in as they move into employment or higher education.
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1 2 3 4
Learning outcomes
Understand the role of personal selling within the overall marketing strategy Be able to apply the principles of the selling process to a product or service Understand the role and objectives of sales management Be able to plan sales activity for a product or service.
On successful completion of this unit a learner will:
BH023329 – Edexcel BTEC Levels 4 and 5 Higher Nationals specification in Business –
Unit 20:
Unit code: QCF level: Credit value:
Sales Planning and Operations
Y/601/1261 5 15 credits
•
Aim
The aim of this unit is to provide learners with an understanding of sales planning, sales management, and the selling process, which can be applied in different markets and environments.
•
Unit abstract
Selling is a key part of any successful business, and most people will find that they need to use sales skills at some point in their working life – if only to persuade or win an argument. For anyone who is interested in sales as a professional career it pays to understand the basics of selling, to practice, and plan. This unit will introduce learners to the theory of selling and sales planning, and give them the opportunity to put their personal selling skills into practice. The unit starts with an overview of how personal selling fits within the overall marketing strategy for a business. Learners will be taken through the main stages of the selling process, and be expected to put them to use. Once they are confident about the selling process, learners will investigate the role and objectives of sales management. This is knowledge that can be applied to a wide range of organisations. Finally, learners will be able to start planning sales activity for a product or service of their own choice – this is another valuable skill that is transferable to many different situations learners may find themselves in as they move into employment or higher education.
•
1 2 3 4
Learning outcomes
Understand the role of personal selling within the overall marketing strategy Be able to apply the principles of the selling process to a product or service Understand the role and objectives of sales management Be able to plan sales activity for a product or service.
On successful completion of this unit a learner will:
BH023329 – Edexcel BTEC Levels 4 and 5 Higher Nationals specification in Business –
Links: This unit links to other marketing units within the pathway – Unit 17: Marketing Intelligence, Unit 18: Advertising and Promotion in Business and Unit 19: Marketing Planning. The unit is also linked with Unit 4: Marketing Principles and Unit 6: Business Decision Making. Essential requirements Learners must have access to a suitable business teaching environment with access to the internet in order to carry out research. They also require access to a range of organisations that have active sales teams currently engaged in personal selling. Tutors could consider building a bank of contacts and resource materials to ensure there is a sufficient supply of relevant information across a range of business types and sectors. Employer engagement and vocational contexts Learners can generate evidence from a work placement or work experience. Some learners may have access to selling opportunities from family owned and run businesses. There are numerous textbooks covering sales planning and operations. It is important that learners are directed to a balance of comprehensive theoretical texts and the more readable ‘how to’ books which provide an excellent source of practical exercises. Marketing and sales journals are a good topical source for personal selling and sales management activities. A number of videos have been produced demonstrating good (and bad) sales techniques. Many of these form part of sales training programmes which can be purchased. Throughout the course of an academic year, topical programmes often appear on television for example, Dragons’ Den. Centres should develop links with local businesses such as businesses that have sales teams as part of their marketing strategy. Many businesses and chambers of commerce want to promote local business and are often willing to provide work placements, visit opportunities, information about businesses and the local business context and guest speakers. Local Business Link organisations are another good source for employer engagement as they are in contact with a range of different businesses in different industries. BH023329 – Edexcel BTEC Levels 4 and 5 Higher Nationals specification in Business – Issue 1 – April 2010 © Edexcel Limited 2010 99