MKT6054 Selling and Sales Management Assessment Brief, Part 2 2025-26 1st Attempt | BCU

MKT6054 Selling and Sales Management Assessment Brief

Assessment Information

As a sales representative for a B2B organisation, your role is to secure initial sales meetings with prospective customers so that you have an opportunity to sell your products/services.

Following your credentials presentation and assessment of your prospect’s needs (see Assessment Part 1), you have been successful in securing a chance to submit a proposal to your prospect customer.

You must now prepare a written proposal for the prospective customer, detailing why it would be beneficial for them to do business with your organisation and presenting a product or service that would be suitable for them based on their identified needs.

Assessment Tasks

Follow-up sales proposal

As a follow-up to your previous work, you must complete the following:

1) Prepare a 1,500-word sales proposal, which provides the client with an understanding of your organisation, the product/service that you are proposing, the purchase costs, project timings and how their account will be managed. [40 marks]

NOTE: An additional 10 marks are available for the level of professionalism evident in your work, including correct use of referencing.

All recommendations should be fully justified, and relevant academic theories and frameworks should be used throughout your work to communicate your ideas.

Things to include

Writing style should reflect the assessment scenario, i.e. that of a sales representative who is preparing a written sales proposal for a prospective customer.  
Your work should be structured as follows:

• Title page - Should contain company logo, report title, report date, recipient list, and author name (excluded from word count).
• Table of contents – Should include numbered section headers and page numbers (excluded from word count).
• Introduction - Should establish context and outline the document's purpose and structure (excluded from word count).
• Background - On the prospective customer and on the organisation you represent.
• Identified Needs - Summary of the problem you wish to solve.
• Solution - Summary of your solution to the problem, introducing the product or service you wish to sell and its features and benefits.
• Costs and timings – Summary of timeline and costs involved.
• Account Management – How the account will be managed if you are successful, including relevant KPI’s.
• Closing comments – Should provide a summary of the proposal and next steps (excluded from word count).
• References - A list of sources used, with inline citations being used within the body of the report for every fact or academic concept stated (excluded from word count).

Completion of this assessment will address the following learning outcomes:

• Design and deliver a compelling business development proposal based upon the identified needs of the prospect.

Submission Information

Your work must be submitted via Moodle as a single Microsoft Word document and adhere to the following formatting requirements:

• Font type: Either Arial, Calibri or Times New Roman
• Font size: Body text must be no smaller than 11pt; text within tables, diagrams and charts must be no smaller than 9pt.
• Page margins: 2.54cm on the left, right, top and bottom (the default in MS Word)
• Headers: All page headers must contain the student ID and module name in 9pt size font
• Footers: All page footers must contain the page number in 9pt size font