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Selling and Sales Management - Assessment

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Selling and Sales Management - Assessment

The assessment for this module is to produce the elements of a sales plan. The case study assesses your understanding and ability to construct a sales presentation plan and correctly analyse sales management problems and provide recommendations.

Part 1 - The Sales Presentation.

You are the Sales and Marketing Director of Scientific Plastics Ltd a midlands based manufacturer of plastic moulded products, with three divisions, one producing educational products supporting teaching of biology, physics and environmental sciences in schools. The second, producing retail display units for the cosmetic industry. The third division is contract moulding for a wide variety of customers ranging from Coke Cola, Diego, M&S, Kingfisher (clothes hangers for the last two companies). The company was established in 1946 and has a turnover of £25Million, with net profits before tax of £2.75Million.

You have put together a number of your products into a retail product offering targeting school children aged between 12 and 15 with an interest in natural sciences. The product is called "Young Scientist" and consists of a field microscope (X50, X150) and mounting slides together with cell biological stains, hand held magnifying glass (X10), safety microtome (machine for cutting biological samples into cellular thin sections), sample jars, thermometer, manometer (relative humidity measurement devise), Anemometer (measures wind speed), DVD disc containing full catalogue of insects, diatoms, many plant types and structures. Finally, a website allowing data to be up loaded and trends to be seen representing all contributors work.

The cost of the "Young Scientist" pack is £14.00, sourced from China, Malaysia, and India. UK assembly and packaging brings this to a final cost of £15. Your target sales price to TESCO's is £25 (if you can get it), with a recommended retail price of £49.99, which you have based on two focus groups (14 in each group) and a survey of a random sample of the target markets (950 individuals in each of the sample target markets). The results of your research indicate that 65% of the target market (children 12 to 15years) would wish to purchase the product and 75% of parents of the target market would buy the product as a present for their children. Of the sample who would be happy to purchase the product (children and parents) only 8% thought it to be "very expensive", whilst 12 % thought it to be "expensive" and the remaining 80% considered the product to be "good value".

The target market is 12 to 15 year olds, characterised by an interest in environmental and natural sciences. Taking science GCSE's.

You need to put together a series of no more than six power point slides, together

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