SCHOOL OF BUSINESS MANAGEMENT

BM0283
PERSONAL SELLING & NEGOTIATION SKILLS

GUIDELINES FOR ICA 3

GROUP PROJECT (35%)

DEADLINE:
WEEK 16 & 17
(Week of 30 January & 6 February 2017)

ACADEMIC YEAR 2016

SEMESTER 2
Objective of ICA 3

This Group project is a role-play and simulation of an actual sales

pitch, and it provides an opportunity for students to apply the
principles that serve as a foundation for strategic personal selling:

This ICA 3 will address the following issues:

Revisiting last encounter with the client
The solution presentation or pitch
Handling of objections and negotiation
Closing Strategies
Follow-up, if any.

This ICA is designed to take the students from learning about

selling to learning to do selling in a group setting. Students will
learn the importance of working as a team to achieve successful
selling, as well as persuasive selling and negotiation skills.

This ICA will assess the students in a Business-to-Business (B2B)

selling situation, comprising a total of 100 marks (35% of the
module grade) for this ICA.

Instructions To Students

Students must work in the same groups of 5, as in ICA 2.

Each group must work with another group on this project. It is a

paired project.

Each group will role-play as the prospect as well as the seller (in a
form of an Event Company). Each group will role-play the chosen
scenarios.

For purposes of this group project, each group will represent the
sales team of an event company (event planners or the sellers), as
well as the representatives of a buying company as in the given
scenario (the buyer or client).

The main focus, however, will be on your role as sellers and your
tutor will gauge your performance mainly as sellers.

As sellers, you must be able to address the clients issues

appropriately and present the right solutions to them convincingly.
You must be able to apply the various presentation and persuasion
techniques, flex your presentation styles and handle the clients
objections as they arise. You have to negotiate with the client and
perform the necessary trial close, and close using the appropriate
techniques. Dress up well for the pitch as first impressions count.

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As the client, your role will mainly be to react positively or
negatively to the sellers pitch, raise objections and negotiate with
the seller. You should also determine how effective the seller is in
meeting your requirements, and in providing you with a good
solution that works. Ultimately, the final test is to see if the seller is
able to close the prospect.

Each group should take on the same scenarios as in ICA 2. The

team leader will demonstrate authority and lead the team, but each
member must partake in the presentation or sales pitch, handle
objections, negotiate and try to close convincingly. All students
must contribute during the group discussions and report writing.
Students will be assessed by their peers based on the effort they put
into the ICA. The individual component forms a big portion in this
group project (50 marks).

Details of the Role-Play

The two teams that are paired together in ICA 2 must work together
once again for ICA 3.

ICA 3 The Solution & Sales Pitch (Objections, Negotiations

& Close)

This is a follow-up to the first encounter in ICA 2.

The seller will have to work on the following:

(1)Use the information obtained from the first meeting, and

develop a solution for the client.
(2)Do a stand-up presentation and pitch their solution to the
client.
(3)Prepare the necessary visuals, slides and/or videos, the
collaterals or mockups according to the clients specifications,
and the budget of the event.
(4)The seller will prepare the sales report, with the mockups, and
submit to the client on the actual day of the presentation or
pitch.
(5)Handle the clients objections as they arise, negotiate the best
they can, and apply the appropriate trial close and closing
techniques on the client.
(6)Follow-up, where needed.

This will be the final encounter between the client and the seller for
purposes of this ICA.

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The seller will have to prepare and submit a Sales Report for
this ICA.

Specifications for Sales Report submission:

1) Students are required to submit a minimum 3,500 words and
maximum 5,000 words Sales Report to the tutor.
2) Students are to use the Arial font type in the report, with a font
size of 12.
3) The report should contain a 1.5-line spacing.

The report should cover the following areas:

Profile or background of seller company (event company of

your choice. It can be a fictitious or an actual event company).
Needs analysis of the buyer or client (buyer requirements a
summary of the issues discussed in ICA 2).
Proposed product solution to fit the customers needs (the
teams proposal and costing)
Appendices should include:
(i) A preparatory worksheet outlining the possible
objections from the buyer and proposed responses
where appropriate.
(ii) A worksheet on possible closing methods and what you
would say for each closing method.
(iii) You may also wish to include any photocopies of the
mockups or marketing collaterals used in the
presentation
The Assessment criteria can be found in Attachment 1.

Cover Page
Students are to fill up the Cover Page (refer to Attachment 2) and
hand up to your tutor before the start of your role-play.

Plagiarism
Plagiarism is a serious offence. Any students found guilty will be subjected to
disciplinary action from the disciplinary committee.

Peer Evaluation
(1)All students are to complete and submit their Peer Evaluation
Form to your tutor INDIVIDUALLY (and not as a group) on the
day of your role-play (compulsory), and it will be used by the
tutor to assess the contribution of each member in the team.
Please refer to Attachment 3 for the form.

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 (2)Your Peer Evaluation Form should be kept Private &
Confidential.
Do not discuss your evaluation with anyone else

Deadline
This ICA 3 will be held on Week 16 & 17 (Week of 30 January & 6
February 2017) and conducted during tutorial.
Report Submission will be on the week that the team is role-playing
as the Seller Team. Otherwise, a penalty of 5 marks will be
deducted per calendar day (including public holiday and weekends)
after the due date.

Disclaimer
All views and opinions expressed on the above projects are exclusively the students.
NYP-SBM will not be responsible for any possible implications that may arise out of these
views. However, once submitted, the projects may be employed by SBM at its discretion.
ATTACHMENT 1
Class :________Team No. ___
BM0283 ICA 3 Full Name On Top
PRESENTATION &
PTICH: Role Play
(Final Presentation)
60 marks
As a Seller
- *Use of relevant
presentation* & sales
techniques, to
convince & pitch to /20 /20 /20 /20 /20
the buyer.
<Individual>

- Ability to handle
buyers objections,
negotiating and use
of closing /20 /20 /20 /20 /20
techniques, and
after-sale follow-up.
<Individual>

5
- Overall use of
relevant and
impressive sales
demonstrations tools
(powerpoint slides, /20
mockups, videos,
other supporting
visuals and charts or
graphs etc).
<Group>

*Students will be gauged

on attire, body language
and other aspects of
presentation skills.
-------------------------- /60 /60 /60 /60 /60
SUB-TOTAL

Peer Evaluation /10 /10 /10 /10 /10

10 Marks
<Individual>
TOTAL /70 /70 /70 /70 /70

Written Report : Criteria Marks

GROUP (20 Marks)
Cover Page Refer to the previous page NA
(Required)
Executive Summary Summary of the key points of the report. 2
Include subheads where appropriate.
Be short and concise.
Table of Contents Main headings of report, page number NA
(Required)
Introduction Objective or purpose of the report or proposal 3
Background of the project
Describe briefly how you intend to go about
your findings and analysis
Findings & Analysis of Needs Analysis of the prospect 10
the brand or company Objectives of the prospect
Proposed Solution or Recommendation to the
prospect
Budget
Conclusion A final closing that validates and supports the 2
previous findings and analysis.

6
References & Document sources of findings and ideas where 3
Appendices appropriate
Contain incidental or supporting materials
>Survey forms
>Related printouts
>Copies of mockups or prototype drawings
Written Report 20

Appropriate Report Format (10 marks)

Extent that the report adheres to the above format suggested (the list of items 10
that should be included in the report)

Report Format 10

TOTAL Individual Report + Presentation (100 marks)

Report & Format, including Peer Evaluation 40

Presentation/Pitch 60
TOTAL ICA SCORE 100

ATTACHMENT 2

NANYANG POLYTECHNIC
SCHOOL OF BUSINESS MANAGEMENT
COVER PAGE
Module Code: BM0283 ( AY 2016 S2)
Module Name: Personal Selling & Negotiation Skills

ICA #3 GROUP PROJECT

MODULE GROUP / CLASS: _______________________________________

PROJECT TITLE / TOPIC : ________________________________________

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 GROUP NAME (IF APPLICABLE): _________________________________

TUTOR-IN-CHARGE: _____________________________________________

GROUP MEMBERS (Name In FULL In ORDER OF PRESENTATION)

S/ Name Admin Marks

No ( /100)

ATTACHMENT 3
Peer Evaluation Form BM0283 ICA3
Personal Selling & Negotiation Skills

CONFIDENTIAL & PRIVATE

(To be Submitted Individually To Tutor and NOT as a
Group)

Class: _______ Group Name: _________________

Full Name of Student

Appraising:_________________________________________

Names of all
the OTHER
students in
the team
(EXCLUDING
yourself)

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Admin No:

Attends
Meetings on
Time
(0-2 marks)
Participates
Actively in
Discussions
(0-2 marks)
Makes
Useful
Contributio
ns to the
Project
(0-2 marks)
Produces
Good
Quality
Work
(0-2 marks)
Has a
Positive
Attitude
(0-2 marks)
Individual
Total:
(max 10
marks)

Remarks (if any for Poor Rating)*:

___________________________________________________________________

___________________________________________________________________
*Tutor reserves the right not to award marks if it is proven that a particular student did not
partake enough in the project upon investigation.