BUS5013 : Sales Management – Sales Proposal & Negotiation

Module Code: BUS5013

Module Title: Sales Management

Assignment: Sales Proposal & Negotiation

Maximum word count: 3,000 words

Assignment Task

This assessment is worth 100% of the total marks for this module.

Sales Proposal

The automobile industry is one that organisations and countries alike have agreed that improvements are needed. Several of the leading car manufactures are now selling either hybrid or fully electric cars, both of which are supposedly more environmentally friendly. However there have been questions raised with electric cars and there is now a possibility that hydrogen will overtake the electric option.

Volkswagen have previously been testing hydrogen before their chief of technology, Kai Grünitz, stated that “it won’t become a reality in private mobility” (Collins 2023). Volkswagen have decided to put the idea of hydrogen back for at least 10 years, however with the pressures of becoming more environmentally friendly there are calls to bring this forward.

You currently work at Volkswagen HQ in Wolfsburg, Germany where you have been advised that you need to create a sales proposal stating why the idea of hydrogen motor vehicles should be brought forward. This will then be trialled, and you should identify the country that you think the trail should be undertaken in.

Your proposal will need to include, but not limited to, the following.

• Careful consideration of the target market including consumer behaviour and country analysis.
• Sales techniques to be used and why
• Critical competitor analysis within the current market and the need to differentiate.
• Motivating techniques for the sales workforce

Negotiation

You have complete control over the proposal however, Volkswagen have set out some terms and conditions. You should prepare a section at the end of the sales proposal to negotiate with the organisation providing authentic and valid justifications within your negotiations which should be backed up with scholarly based evidence.

The terms and conditions are: • If the trial is successful, then directors will gain a 20% bonus and the sales workforce will get a letter of thanks. • Overtime will not be given. Workers will be expected to deal with orders before the end of their shift otherwise disciplinary action will be taken • Specialist staff in hydrogen will not be hired, the current workforce will need to train in the new technology, in their own time.

The terms and conditions are:

• If the trial is successful, then directors will gain a 20% bonus and the sales workforce will get a letter of thanks.
• Overtime will not be given. Workers will be expected to deal with orders before the end of their shift otherwise disciplinary action will be taken
• Specialist staff in hydrogen will not be hired, the current workforce will need to train in the new technology, in their own time.

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