Sales and Marketing Management Assignment
Context
You have recently gained a role in Global, which is based in Dubai and manages events for private and corporate clients around the world. A contract has been signed with a local organization, Oxford College (Dubai Branch) which wishes to hold a series of events in the next year, to celebrate its first 10 years of operation in UAE. Your line manager believes you are the right person to take the lead with this client given, your recent experience in education and training.
In your first meeting with the client you are informed that the College wishes to hold different events, so that it engages with the wider college community. This will include an evening event for past learners, existing and former staff and governors and local dignitaries.
Representatives from Oxford College, UK will be in attendance and reporters from local newspapers will also be invited. The event must be arranged in Cabaret Style as it will include a dinner. There will be also be additional events as part of the celebrations and they will be open to existing and prospective students and parents. Currently the exact nature of these events is not finalized but there are suggestions of an Open Day, sports day and/or concert. The governors and the Principal of the college have made it clear the events must break even and not be subsidized from College funds. They have asked to be informed of all developments.
Task 1
The College governors and the College Principal have asked you to attend their next meeting and require some information. Produce a presentation and a handout for members of the Governing Body which:
- Explores definitions of marketing (AC1.1)
- Analyses the external factors impacting on marketing (AC1.3)
- Compares and contrasts the role of marketing in profit and not for profit organizations.(AC1.2)
Distinction Task
At the end of the meeting the Principal of the College has expressed his interest in learning more about this subject. He wishes to set up a meeting with you personally. He wants to discuss how marketing can contribute to the achievement of Oxford College’s strategic objectives. Prepare a document on this topic, so you can send this to him prior to the meeting. This will inform the
discussions.(AC 1D1)
Task 3
The preparations for the 10 year celebrations are going well and Governors feel informed and involved in developments. They have set up a Sub-Committee to have oversight of the events from now on and you have joined the group as an Observer. One of the purposes of the Sub-Committee is to oversee financial commitments and the instruction to break even. To this end it has been suggested that the College sells a book on the history of the organisation. In addition every attendee will be able to buy a photographic memento of the event and purchase a College plaque designed by a student but manufactured externally. The Sub-Committee wishes to gain an understanding of selling process skills as it is likely members of the Governing Body and administrators at the College will be involved. Produce 3 information sheets which:
- Analyses the sales process(AC3.1)
- Evaluate negotiation techniques(AC3.2)
- Analyze personal traits needed to be able to sell effectively(AC3.3)
Merit Task
Produce another information sheet which:
- Analyses ways to progress sales through the sales funnel. (AC 3M1)
This provides evidence for LO3: AC 3.1,3.2,3.3,3M1
Task 4
Distinction Task
You have been asked to demonstrate a selling scenario to members of the Sub-Committee by using role play. Following the demonstration, your line manager has asked you to produce a written critique of your own performance, in order to further improve your skills. (AC 3D1) This provides evidence for LO3:AC 3D1
Preparation
- Submit a hard copy of the assignment report and presentation slides with assignment front sheet and signed declaration.
- Assignment must be typed using single spacing and size 12 with Times New Roman.
- Heading and sub heading can be bold with underline if required
- Text must be justified
- Must contain the heading of the table/chart/diagram if used
- All pages must be numbered