comprehensive overview





Purpose of this assessment

The aim of the assessment is to provide a comprehensive overview of sales management and equip students with the tools and knowledge they need to succeed in today’s increasingly complex and fast-paced sales environment.



You are the Sales Representative for a product or service chosen from the Kick Starter crowdfunding site

You are preparing for an exhibition event that will attract buyers from around the world. It is a 3-day event and consists of numerous meetings, presentations and symposiums.

You have been asked to prepare a proposal in report format for the approval of your line manager in the context of the specific product or service you have chosen from the Kickstarter web site so that it can be given out to the delegates attending the exhibition event.


Task 1


This will take the form of a PechaKucha pitch to a prospect for the Kick Starter product or service you have identified in terms of the scenario.  PechaKucha’s 20×20 presentation format shows 20 chosen images, each for 20 seconds. In other words, you’ve got 400 seconds 6 minutes and 40 seconds total to tell your story, with visuals/images (NO TEXT ON MOST VISUALS) guiding the way. PechaKucha means “chit chat” in Japanese.  The PechaKucha presentation may be in PowerPoint and will be recorded in Zoom in class in Week 10.


The PechaKucha presentation should address the following:


·         Definition(s) of sales management contextualised to the KickStarter product range.

·         Examine of the key principles of sales management, focusing on planning, selling and reporting with an example of a business to business and business to consumer customer.


For more information see:

This presentation provides evidence for LO1

Task 2

Using the product or service from the Kickstarter site, you have been asked to write a proposal in report format that will be given to Business clients attending the exhibition. (i.e. B2B) The report must focus on the principles of successful selling and the importance of developing sales strategies that yield profitability for B2B clients for the product or service identified from the Kickstarter site. It must cover the following:

1.    Executive summary

2.    Table of contents

3.    An introduction to product or service range supported by company data and industry trends explaining strategic sales approach

4.    Principles and Techniques

a.    Describe and explain the key principles and techniques of successful selling relevant to the company.

b.    Critically Analyse how these principles and techniques contribute to building and managing customer relationships. Use examples from your own organisation as well as from other organisations.

5.    Selling through others

Describe the concept of ‘selling through others’ and explain the importance and advantages of using this sales technique. Use relevant examples to enhance your answer.

6.    Sales Structures

a.    Evaluate sales structures relevant to the product range.

b.    Critically assess the implementation of different sales structures, illustrating with specific organisational examples.

c.     Explain sales strategies maximising profitability as a critical element of corporate account management within a defined sales structure.

d.    Evaluate and recommend how an efficient sales structure can improve financial viability and assist a strategic advantage over competitors.

7.    Conclusion

a.    A set of conclusions and recommendations feeding through to an executive summary.

This report provides evidence for LO2, LO3 and LO4



Recommended word count: 2000 –2500 words excluding cover page, executive summary, table of contents, reference list and relevant appendices


The report must reflect course seminars, discussions, articles and textbook material. Note that specific guidance that you must follow will be provided in course seminars.



Submission Format

The submission is in the form of an individual written report. The word limit should not exceed 2500 words. This should be written in a concise, formal business style using single spacing and font size 12. You are required to make use of headings, paragraphs and subsections as appropriate, and all work must be supported with research and referenced using the Harvard referencing system. The report must include in text citations. Please also provide a bibliography using the Harvard referencing system.