School of Business & Accountancy

(Diploma in Business Studies)

SALES MANAGEMENT

OCT 2010 SEMESTER

Group Project

SM/BS Oct 2010 Semester

 Group Project Brief

Objectives
The objective of this project is to provide students the opportunity to think and
work out the various aspects of a sales management plan for an existing
organization. In the process, it is expected that the student will learn about:

a. the nature of sale management

b. the organization, staffing and training of the sales force
c. the directing of a sales force operation
d. the forecasting and budget development process
e. sales territory and quota planning process
f. sales performance evaluation

Your Task
Each project group (minimum of 4 and maximum of 6 students) will develop an
Annual Sales Plan for a company. An Annual Sales Plan is the operating plan
for your sales department. Assume that you (your team) are the new sales
manager who will develop and present this plan for approval by your top
management.

No written report is required. Just submit hardcopies of your PowerPoint

presentation slides by 1pm on 31 Jan 2011. Late submission will be penalized at
a rate of 5 marks per working day.

Each group will present its Annual Sales Plan in Week 16. All members of the
project group must be involved in the presentation of some aspects of the Plan.

Assessment Criteria for Group Project

This group project constitutes 20% of the total marks of this module.

Assessment of the Group Project will be as follows:

1. Content of Annual Sales Plan 80%
• content, analysis, depth, consistency and clarity

2. Presentation of Annual Sales Plan 20%

• Presentation slides and other audio-visual aids
• Presentation skills
• Teamwork & Time management _____

Total 100%

SM/BS Oct 2010 Semester

Format of a Typical Annual Sales Plan

1. Evaluation of Past Year Sales Performance

- Sales volume analysis
- Marketing cost analysis
- Marketing profitability analysis
- Salespeople analysis

2. Sales Forecast and Budget Development

- Market and Sales potential estimation
- Sales Forecast Breakdown by product, market, etc.
- Developing Sales Budget and Selling-Expense/Admin Budget
- Other specific sales targets, if any

3. Sales Territories and Sales Quota Planning

- Development of sales territories
- Quota Plan - Types of Quota and targets
- Assigning sales territory and sales quota to each salesperson

4. Sales Force Organization and Staffing

- Type of Organization - Geography, product, market or combination
- Recruitment and Hiring Plans, if any

5. Sales Training Program, if any

- Training assessment
- Program design
- Reinforcement
- Plan to evaluate its effectiveness

6. Sales Force Motivation

- Designing sales compensation plan
- Sales expense control plan
- Motivation programs (ask during interview)

7. Performa P& L (a financial summary, optional for this project)

- Revenues targets
- Selling Expenses budget
- Profit target

8. Summary of Key Sales Action Items (As required/Optional)

Activities Time Frame Responsible Budget ($)

SM/BS Oct 2010 Semester

NOTE:

Peer evaluation will be conducted upon completion of the project. Individual marks
for the project may be affected by how other group members evaluate the individual
student’s contribution to the project. Please use the attached format per the last
page as your cover page.

--- END ---

SM/BS Oct 2010 Semester

Sales Management

Group Project – Peer Review

Tutorial Group:
Each member of the group should complete one form to assess the other
members of the group and submit it to your Tutor. Submission is compulsory.

Please rank from a scale of 1 to 5, with “1” being the least favourable and “5”
being the most favourable.

Areas of review
Ideas contribution
Overall co-
Initiative (self- & active
operation &
motivated) participation during
contribution
discussions
Names of Member

Yourself:

Other comments, if applicable (please indicate which member you are

commenting on):

Assessed by: ___________________ Date: ________________________

SM/BS Oct 2010 Semester

 School of Business & Accountancy
(Diploma in Business Studies)

SALES MANAGEMENT (002697)

OCT 2010 SEMESTER

Group Project

Group Score Point Score

1 Content of Annual Sales Plan 80

2 Presentation of Annual Sales Plan 20

Total 100

Presentation Peer Student

Student Name (TB___)
Score Score Score

SM/BS Oct 2010 Semester