Assignment Front Sheet - ATHE

Qualification Unit Number and Title

ATHE Level 4 Diploma in

J/617/1282 Sales and Marketing
Sports/Events Management

Learner Name Student No. Assessor Name

Subash Lama Prof. Ahamed Jazeel Mubarak

Date Issued Hand in deadline Submitted on

First Submission 29/11/2023 21/01/2024 17/1/2024

Re-Submission

Note: Students must get feedback within 15 days. Students have 10 working days to resubmit

Assignment No. & Title 1 of 1 – Sales and Marketing Basics 101

In this assignment you will have opportunities to provide evidence against the following criteria. Indicate the
page numbers where the evidence can be found.

To achieve the criteria the evidence

Criteria Evidence/
LOs must show that the learner is able Task No.
reference Page No.
to:

1.1 Explore how marketing is defined Task 1 5

Compare and contrast the role of

1.2 marketing in profit and not for profit 1 6
organizations

LO1 – Understand the Analyse the external factors

marketing function 1.3 impacting on marketing using the 7 to 8
PESTLE framework

Assess the contribution of marketing

1D1 to achieve organizations’ 8
strategic objectives

2.1 Explain the elements of the Task 2 9

L02 – Understand the

1
 marketing mix (7Ps)

Evaluate the methods of segmenting

2.2 markets and the benefits for 11 to 12
Learner Declaration
marketing mix organizations.
I certify that the work submitted for this assignment
Analyse is my own. I have clearly referenced any sources used in
the product/service
the work. I understand that false declaration
2M1 marketingis a mix
formused
of malpractice.
by the 13
organization

LO3 – Understand
3.1 Analyse the sales process Task 3 15 to 16
selling process skills.
Learner Signature: Subash Date : 17/1/2024
3.2 Evaluate the negotiation techniques 17 to 18

Analyse the personal traits needed

3.3 18 to 19
to be able to sell effectively

Analyse ways to progress sales

3M1 Merit Task 20 to 21
through the sales funnel

Execute and critique a personal

3D1 Distinction Task 22
selling

2
 ATHE Level 04
Sports Management
Sales and Marketing

By
Subash lama

Registration No.
Oct23/Sml4/3Yr/T3361

Submitted To
Prof. Ahamed Jazeel Mubarak

Submission Date
21st January 2024

Table of Contents

1.0 Introduction of sales and marketing -................................................................................................................

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2.0 Exploring what marketing is ?...........................................................................................................................

2.1 List of Marketing definition by experts:.............................................................................................................

3.0 Profit and nonprofit organizations.....................................................................................................................

3.1 Factors that contrast between profit and non-profit organization:.....................................................................

4.0 External factors.................................................................................................................................................

4.1 PEST factors:.....................................................................................................................................................

5.0 Marketing strategy in an organization...............................................................................................................

5.1 Marketing Benefits:..........................................................................................................................................

6.0 Marketing mix (7Ps)........................................................................................................................................

6.1 7ps of Marketing Mix:..........................................................................................................

6.2 Method of Benefits in Markets segmentation:................................................................................................

6.3 Types of market segmentation:......................................................................................................................

7.0 Analyse the marketing mix used by a named organization.............................................................................

APPLE’S Marketing mix (Greenspan, 2023)...................................................................................................................

8.1 Analyze the sales process..............................................................................................................................

The seven (7) steps of sales process:..........................................................................................................................

8.2 Evaluate the negotiation techniques:.........................................................................................................

Advantages and disadvantages of negotiation strategies..............................................................................................

8.3 Analyze the personal traits sell effectively......................................................................................................

8.0 Analyze ways to progress sales through the sales funnel.................................................................................

5 stages of sales funnel:..............................................................................................................................................

9.0 References......................................................................................................................................................

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 1.0 Introduction of sales and marketing -
Sales and marketing have a very important role in long-term business continuity. It is a main part of an
organization that target on the direct selling goods or products to the customers. Whereas marketing consists
of strategies and processes that generate prospects for the sales team and customers for the business ( OÜ,

2023). It refers to businesses’ strategic approach and activities to promote their products or services. It involves

put in order marketing efforts with the sales process to attract, engage and change potential into customers
and consumers. Both sales and marketing have same goals and objectives, effective leads to new buyers and
consumers and maximizing its revenue. With the help of two combination must work together to successfully
achieve their goals.

2.0 Exploring what marketing is ?

Introduction
Marketing is the operation of gaining potential customer or consumer fascinated in your products and services.
It refers to any actions a company’s product or services through exceptional high-quality messaging. Marketing
includes promotion, advertisement and selling their products and services to the consumer and it involves
strategies that aid in the growth of a business venture, through content, with the long-term goal of
demonstrating product value, strengthening brand loyalty, and finally boosting sales (Forsey, 2021). Marketing
plays a vital role to captivating genuine customers, growing brand awareness, and creating a favorable
perception of the organizations contributing in the marketplace.

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2.1 List of Marketing definition by experts:

According to the Dr. Philip Kotler Marketing is the science and art of exploring, creating, and delivering value to
satisfy the needs of a target market at a profit. Marketing identifies unfulfilled needs and desires. It defines,
measures, and quantifies the size of the identified market and the profit potential ‘(cohen,2011). Whereas,
according to Julie Barile- (Vice president of e Commerce). Marketing is traditionally how an organization
communicates to, connects with, and engages its target audience to convey the value of and ultimately sell its
products and services. However, since the emergence of digital media, in particular social media and
technology innovation. Although, Mary Ellen Bianco -(Director of Marketing & Communication, said that
marketing includes research, targeting, communication (advertising and direct mail) and often public relations.
Marketing is to sales as plowing is to planting for a farmer – it prepares an audience to receive a direct sales
pitch (Heidi, 2018). Furthermore, Jeff Cutler – (Executive Vice president) has mentioned that Marketing is how
you tell your story to attract customers, partners, investors, employees and anyone else your company interacts
with. It’s the scripts that helps users decide if they ‘ll welcome you into their lives as a staple, nice-to have pr
necessary annoyance (Cohen, 2018). And finally, Marjorie Clayman – (Director of client Development, Clayman
Advertising, Inc.) represent that Marketing is building your brand, convincing people that your brand
(meaning your product/service/company) is the best and protecting the relationships you build with your
customers (Heidi, 2018).

3.0 Profit and nonprofit organizations.

Introduction -

Heaslip (2020) For -profit and non-profit business eventually have same ambition that is to make money.

Whether you’re trying to sell a tangible product or service. Profit organizations try to find economic growth for
their investors or proprietor. Generally, this organizations take part with commercial enterprise to offer for sale
their goods and services in the marketplace. whereas nonprofit organizations focus to work for the public
interest or move along specific causes without motive of financial gain. Its objectives is always helps to society,
those who need the educational, donations, grants, charitable funds or humanitarian goals.

3.1 Factors that contrast between profit and non-profit organization:

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Revenue – Both profit and Not profit organization want to create revenue, But they come about dissimilar. For
profits they make money by selling goods and services through stores or online delivery through social media
and purchase product by physical. But in non-profits organizations they make money through donations. So,
this distinctness crucially influences these companies are marketed. At the same time, you are buying
something; and also, you are giving. For profit to generate revenue its simple and not difficult in the sales and
marketing because consumers and customers always wanted to get the product and services for their daily life
of their hard-earned money to survive. But at the same time for non-profit seem to have big problems to
generate the good revenue because they have to battle it, its make even tougher to make people understand
the difference they could make a donation, it may not that easy to them sell And help someone going through a
tough situation (Speier, 2015).

Customer satisfaction – Heaslip (2020) Profit organization have good businesses at beginning with their
customer’ needs. They can surprise their daily customers with low prices ,convenience and variety . For
instance, Digital marketing like Amazon, Daraz these online digital marketing strategy is so comprehensive in
this modern era to satisfy its customer by giving easy facilities through innovative products, online engagement,
and exceptional service. Whereas, Non-profit organization have a harder time to satisfying their coatomers
need and want, but they should not . Because if u have that patient level and ability to assist others. Seeing as
how the donator isn’t the physical receiver, the marketing game plan is more important. By fulfilling their needs
and want in their difficult circumstances and pulling at our emotions, imagine how fortunate you are to have so
much in your life .These nonfinancial outcomes are more critical to the survival of non-profits, and they are
driven by customer satisfaction.

Attracting Customers / Donors – In the beginning every organization marketing plan is captivate and
encouraging the buyers by lead to interest in what your company or organization offers and want. Profit
organizations, this action generally approach of giving knowledge to consumers about their product or service
about how it is helpful and useful for your needs. And most importance things are that making out where can
your audience or viewers can get your marketing advertisement information to be perceive, either it’s from
social platform into or social website. Nevertheless, Non-profit fascinate influence their customers by giving
public cognizance programs of a problem or cause, generally by appealing to consumers emotions. They help
them by giving some sorts of advice about their marketing planning by showing the statistics of people who are
concerned by a diseases or about their difficult situation (Speier, 2015).

4.0 External factors.

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 Introduction-

External factors are elements from outside of company that affect your organizations business
production , its operation ,planning ,strategy and success, as well as in economic climate ,political and
legal environment ,or many international events. The strong combination in which their marketing in
business operate are constantly changing. Consequently , that external factors can positively or

negatively impact and affect the organization or company (Forsyth, 2022).

4.1 PEST factors:

§ Political – It involve consistency requirements, legal concerns ,and any impact from present
political climate of the national or international where the business operates. Some of the
countries governments support the industries consequently giving an opportunity to grow
companies. For instance, some nations impose to tax exemption on products or to motivate
the companies or organizations about the consumption or investment, that laws decrease the

costs which are connected to manage business, like this companies become larger ( Kenton

(2022).

§ Economic – Economic factors have a remarkably impact on how a companies do their

business and how successful they are become because of these factors like economic growth,
interest rates, exchange rates, inflation. And coming times expenditure giving a medical care
facility with the needed their personal protective equipment can become lengthy issue

(Forsyth,2022).

§ Social – Fairlie (2022) This factors involve the area that shared the trust and point of view of
the population . It include – population growth, career attitudes, age distribution, health
awareness etc. These factors can impact on marketers how they can communicate to the
costumers and consumers , what operate them . And one of the main social factors impacting
business planning is the demographics. The composition of the population can have major
impact on marketing that how their potential customers wants the product and services.

§ Technology – In the modern era as we all know that technology has change significantly to
advance ,companies can take benefits for instance , a company that create GPS devices for
personal use on mobile devices. And Others companies such as hospital ,can use modernized

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 devices system to help to collect information reports from their patients, keep sick person

recorder and well organized in patient care (Kenton (2022).

5.0 Marketing strategy in an organization.

Introduction

A marketing strategy is an overarching approach companies take a promote their products or services and reach potential
customers (Adobe, 2023). Its purpose is to create brand awareness, good customers relationship and coverts leads into
playing customers. And also known as method of organization which the distinguish self from its competition to focal point
on its power that how to come up with the good-quality act of assistance to the buyers and value them at the same time).
Many companies have their set of achievable goals and mission. It helps business to grow to market the products or the
services that will help them realize those goals efficiently. It was developed in the late 1970s and 80s based on the strategic
management of organizations.

5.1 Marketing Benefits:

Strategic marketing plans – Tully (2023) It is an lengthy aim as accomplish a organizations objectives by
comprehension the require and wants of buyers or consumers by producing a distinct and sustainable
competitive advantage. Strategic marketing planning is the process of writing and following a plan to
achieve their particular success .companies are developing their marketing strategic plan to produce
more revenue and more successful visibility, discourage competitors or improve their work rate
towards the companies .management and operations teams collaborate work together to achieve the
goal, by having their duties and responsibilities and proceeding the achievement of the effort.

Establish Clear goal – Establishing clear vision and objectives is crucial for any successful business. It
assist to make sure all the investors are on the same companies and working together for same result.
And that progress can be measured . And is very important because it gives you the focus and way to
be successful .establishing own goal and noting your progress also keeps you aware of you how the
performance aware you to work your personal life. Having good skills and abilities helps you to

perform well in your work place and grow your company very well (Banning, 2020).

Actions plan – Tully (2023) It is an document that lays out the tasks you need to fulfilled your duties
and responsibilities to achieve your personal goal. It breaks down the goal into actionable steps that

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 can be simply come after and tracked. And also helps you to Stay motivated and make commitment,
dedication towards achievement. And also it is very important to understand to focus the audience
identification that what kind of contact, inter-group communication they utilize to consume
information.

6.0 Marketing mix (7Ps)

Introduction
The 7ps of marketing is a group of marketing strategy framework that businesses utilize to successfully market their goods and
services. There are seven crucial components:

6.1 7ps of Marketing Mix:

1. Product – McCabe, (2022) Products the main part of the business. It refers what you make and deliver
to reach the requires of buyers. Its surly move without saying that your product must be at the centre
of the entire strategy. If your product is not functioning, everything else fails. So, that things to be
noted always need to solve the pain point of the product and service should be solve. How it can be
more efficient than other similar ones in the market.

2. Price – It refers to the market pricing technique that how can buyers pay for goods and services. It
also the known as amount of money that buyers purchase for a product. Price is set to be important
for both competitive and profitable. Sometimes you can put in buy 2 get 1 free strategies items that
make your prices appear far more attractive to your customers (Duggal, 2022).

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3. Place – McCabe (2022) Place involves the distribution hub channels of the business. Like physical store,
online sore, or a combination of both. The main objectives of place is to make the products easily
accessible to customers. Even if you are not a retail business, location is an important part to grow
your marketing strategy.

4. Promotion – It involves the television sports advertising, content marketing, print advertising, social
media strategies, display ads in events public relation and more. Promotion shows all the way you tell
your customers or consumers about your products or services and how you can market and sell to
them (Duggal, 2022).

5. People - A company’s people are always at the front line. Because when interacting with customers,
taking and processing their enquires, orders and introducing the products and services through online
chat, social media or companies call centre. It also involves employees who represent customers and
recruit and train workers (McCabe, 2022).

6. Physical evidence – Physical evidence means more than just proof of purchase , it surround the overall
existence of your brand. It is for tangible aspects such as physical environment, packaging, quality,
brand logo, website, and branding. It can also include aspects that prove of their specific brand logo
that can purchase happened( Duggal, 2022).

7. Process – McCabe, (2022) The process elements of the 7Ps refers to the procedures and steps involved
in delivering a product and services to the end user (Ajmal,2023). It is known as how the business
might run, how you deliver the service or product in certain time and also how you package the
product and how can you satisfied the customers’ needs and wants, through the sales funnel and
shipping .

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6.2 Method of Benefits in Markets segmentation:

Introduction- Segmentation in marketing is a type of plan of action that allow you to collect potential and
existing customers and consumers into subgroups based on shared attribute such as age, income, hobbies,
location, or past shopping behavior (Mailchimp, 2023). This segmentation aim is to tailor marketing efforts to
your ideal customers profile (ICP), so that is the buyers most likely to buy your product and service to make
your organization more successful (Yieldify, 2022). There are 4 different types of market segmentation such as
geographic, demographic, psychographic, behavioral etc which can takes attempt and recourses to execute.
while fortunate segmentation campaigns can grow the long- term lucrativeness and health of a organization. A
few well-being for organizations such as like Increased resource efficiency, strong brand image, stronger market
differentiation and greater potential for brand loyalty (Tarver, 2023).

6.3 Types of market segmentation:

Demographic
Demographic segmentation is one of the most minimal forms. It can be utilized to split your listeners details,
such as: Age, sex, income, marital status, nationality, religion. So that it can benefits the companies as well. This
segmentation gives businesses with treasures intuition into the attribute and preferences of non-identical
group of buyers, permit them to grow more focuses business techniques, product providing, and connecting
idea that to expand with particular demographic segments (Yieldify, 2022).

Behavioral
This segmentation is dissimilar with other segmentation because the details you collect is dependent on
purchaser behavior. However, such kind of market segmentation deliver reachable details directly from client
to business interconnection (commence, 2020). With the help of behavior segmentation, you can see what

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your contacts are doing on your website, determine which ones engage with your brand the most so that
makes companies more profitable (Mailchimp, 2023).

Geographic
Mailchimp, (2023) Geographical segmentation is all about location. It tells you where your audience is located.
It involves location, culture, time zone, language, climate, population density. It can be non-identical zone with
special market quality and buyers taste. Its location is utilized by fundamental variable for its segmentation,
targeting and locating plans.

Psychographic
This segmentation also can make benefits by involving with psychological and inner health. It is the process of
assemble people togethers based on similar personal values, and psychological characteristics. And also
psychographic segmentation think about lifestyle of buyers of their interesting things, ambition, perception of
their hobbies and habits. (Yieldify, 2022).

7.0 Analyse the marketing mix used by a named organization.

APPLE’S Marketing mix (Greenspan, 2023)

Introduction-
Apple widely acclaimed and highly honored for its original product and its quality minimal designs and
wonderful brand recognition. The company’s achievement is assign is very creative technology and very
successful marketing plans. Apple’s marketing mix surrounds a cooperation of product, price, place, promotion,
people, process, and physical evidence that together contribute to market guidance and consumer faithfulness
(Dudovskiy, 2019).

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v Product- Product element of the marketing mix for Apple is marked with clearness minimal in design and
satisfaction in usage. Apple products are so premium quality in durability and high quality in general .
Apple’s guiding principles involve creativity and innovation, as a result company can creates easy to use
and stylish products with different variety colours of the products and constantly improves their weakness.
Even though, the product range is limited, it come in different sizes, designs and colours. These are the
main products of apple such as iPhone, MacBook, iPad, apple watch and care, and cloud services etc (Jhon,
2023).

v Place- Apple distributes the products at Apple stores, company owned website, online stores and through
telecommunication sellers. There are 270 Apple stores office in big countries like united states and 28 more
supply stores in Canada as well. Through these kinds of complete stores customers directly purchases the
products and also from online websites of Apple official. (Rahman, 2017).

v Promotion- Dudovskiy, (2019) There are numbers of promotional activities now in todays generatio Such as
commercial, ad, publicity, Broadcasting different types of brands and their product, personal selling, direct
marketing, public relations, sponsorship with world class football club like Bayern Munich has signed the
contract to do partnership with Apple music. Sometimes it offers orders over $50. 50 % discount offer in
events festival like black Friday , boxing day and also offers iTunes gift cards. These are the main promotion
strategy for apple.

v Price- Apple has been superior from last couple of years. People are happy to buy these products all
around the world doesn’t matter is it higher price or average. The Apple has made less prices after their
new products launches. There are so many Apple pricing strategy integrates such limited discounts or
setting amount with £999 as an alternative £1000 and focus attention on worth of its products through
successful marketing plans and techniques (Tim, 2014).

v People- Apple has invested a lot of amounts for their people plan to secure that customers and consumers
should have good engaging experience between each other’s. This company has so many team members
who are highly well trained and qualified that gives of high quality service and assistance with right time at
the right moment for its customer satisfaction for the Apple (Dudovskiy, 2019).

v Process- Apple has developed so many modern technological things to make their costumers more fast and
efficient service. It invested so, many amount to make robotic, automated things to processing the delivery

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 and returns, so that they can allowed to provide with quick response and efficient service to their each
specific customers (Rahman, 2017).

v Physical- Apple has also sink a lot money into physical environment planning too. Because it can
encouraging to designed and appealing to customers. It include such as website, stores, product designs, logo
etc. which looks attractive , modern and enjoyable (Tim, 2014).

8.1 Analyze the sales process

Introduction

Plaksij, (2019) A sales process is a group of structured steps that follow to generating the revenue to protect companies cost
which helps to run the company remain in good business. These series of steps are customer- centric and assist the sales
force of the organization to retain customers and grow sales capacity as well as revenues. It is the best way to retain the
sales continue with good impetus. With a standardized sales process, it is not difficult to identify the bottlenecks and tackle
them in real-time for successful more sales and also it makes sure that everyone is doing the same activities to acquire the
desired results and no one deviates from the intended path. The 7stages to the sales process showing down below:

The seven (7) steps of sales process:

1. Prospecting and Qualifying- This stage is the beginning level of the sales process. This process helps to buy and
target the goods and products to potential customers through the different kind of social platform, sports event,
website etc., To approach them in a best way, those who chance to need and wants the specific product or
service that offered. These methods are contingent with focusing audience, industry. In this stage there are
several way to prospect outlook include such as Good Networking, cold calling, social media and inbound
marketing who help to grow the business about the sales professionals (Rahman, 2020).

2. Preparation/Pre-Approach- It involves in preparing for beginning touch with the important buyers, investigate
about the all business and gathering all the related details connecting about goods and services. market and
collecting all relevant information regarding your product and service. Whenever if you going to make the sales In
advance you must email, call or visiting office should be main part and necessary to have all the information
ready like product descriptions, prices, payment options for specific sales. A quality salesperson always research’s

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 a about what their potential costumers and consumers really want and the demanding about the brand and
quality itself to generate good revenue in the proper business growth (Burkinshaw, 2019).

3. Approach- Burkinshaw, (2019) In this stage the most important part is to how to approach the potential buyers
and make them attract the products so that they can happily buy and build the trust about the quality of brand.
And, sometimes have to read the customers eyes and make face to face contact or sellers must know that what
their buyers really wants and what satisfy the most about which products. Sometime must ask question to
customer that prospect interested and make them feel comfortable to have some chance to free trail for review
the product and services. So that these skills can finalize that how sellers approach the customers to sell their
goods and services to grow their business.

4. Presentation- Presentation is also one of the most important stages in this sales process. In this stage sellers
must present their products to the public through different social side and official website to the prospect, to
know their quality, features, design, and feedback. By its outcome, sellers will understand that what kind of
product really demanding from their potential customers or client and it will start getting good response from the
customers and chance to grow the proper business in sales. You can show some presentation and demonstration
about how product and service can fulfill those needs and wants to those clients who really want to see in any
kind of situation whenever they need and want (Rahman, 2020).

5. Overcoming objections- In this stage there might happened a lot of issue between sellers and buyers about the
cancered about the product and services and objection related to the product quality. In this situation this stage
helps to solve these kinds of problem by listening concerns and feedback, that what makes the mistaken to the
product. So, by identify those mistake and understanding objection of customers, clients issue all these details
should prepared with the effective positive correction and consequently the sales business will grow smoothly
(Burkinshaw, (2029).

6. Closing the sale- After overcoming objections this stage decide to close the sale and request to prospect’s
dedication to buy the goods and services and this stage is all about the closing deals and proper negotiation
before the product goes to wrap and complete the information of the sales and teach how to make the decision
with prospect. There are many key points to remember to close the deal like; handing objections, discounts and
agreeing on the price, and presenting the products well. When everything goes fine, you’ll close the deal
(Rahman, 2020)

7. Follow- up- After closing the deal, it doesn’t mean your job is done. You must be kept in touch with the
customers to talk about their experience. If the customers are impressed, the he would share his experience with

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 his friends and neighbors. Such referrals will grow your sales. And try to satisfaction objection and concerns about
the the potential customers and try to find the feedback from it to grow healthy relationship with the clients,
purchaser and that can grow the sales business smoothly (Deskera, 2021).

8.2 Evaluate the negotiation techniques:

Introduction

A negotiation technique refers to a way of discussing offers between negotiation parties to achieve a defined outcome. It
involves give and take, which means one or both parties will usually need to make some concessions. Negotiation can take
place between costumers and sellers, employers, and prospective employees, two or more governments and other parties.
It is said that the most successful negotiator will be both competing as well as collaborating. Negotiation techniques focus
to make possible good communication and manage issue and connection are the crucial for achieve the result (Miller,
2021).

Advantages and disadvantages of negotiation strategies

SN.o Strategies Advantages Disadvantages

1 Distributive • It include the possible for increasing individual • It will be risk of collapsing relationship,
gains, achieving quick agreements, and fostering a win-lose mentality, and
continuing a competitive edge. overlooking chances for collaborative
solutions.

• It is useful when purchasing assets like

apartment, automobile, equipment with better • Sometimes there will be always win-lose
deal. condition, one party win then other party Is
bond to lose.

• This makes it more suitable in situations where

you will have an ongoing relationship with the • Once it is distinguish by a success/fails
other party or able to create solutions to a consequence, the proceeding tends to
problem. encourage ambitious or adversarial
relationships.

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 Integrative • This strategies aim for • It can be difficult to implement, as it demand
2 jointly helpful agreements, trust, frankness and inventiveness from both

fostering a win-win mentality. sides.

• It can take a lot time to successful

• agreements collaborating nature and study
It approaches are adaptable, allowing for of exploration options.
adjustments and compromises as
negotiations progress.
• It require high level of skills, experience and
• solid positive winning mindset from all
involved.
It can motivate creative solutions and research
of alternative beyond conventional options.

3 Compromise • It is often lead to rapid agreements, making • It may have limit creative problem-solving,
them flexibility in time situation. as it frequent involves concessions rather
than exploring progressive solutions.

• It can also give reducing stress and conflicts It may leave some problems unresolved,
by meeting in the middle among negotiating • leading to potential future conflicts.
parties.

• It can help to keep away from reaching a It can get high pressure to reach a
deadend or impasse , make Suring advance in compromise might guide some parties to
•
agree terms that are not in their best
negotiations. interests.

4 Accommodative • It can help to give advance towards building • Negotiators may miss the lucky chance to
trust between negotiating parties through a assert their own attentiveness, while by
willingness to think about interests of others. prioritizing the other party’s needs.

• It can control your losses to a minimum by • It may have lot of chance rise to lack of
agreeing to a compromise. confidence among peers.

• It often take everlasting outlook, targeting on • It might result in neglecting one’s own
sustainable partnership rather than instant interests, possibly leading to dissatisfaction.
gains.

(Overvest, 2023)

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8.3 Analyze the personal traits sell effectively

Introduction
A sales personality is a group of traits that achieve sales professionals, which can use to connect with customers and close
deals. An effective good sales personality trait will gravitate to making customers feel satisfaction and comfortable. They
have to treat their clients, costomers like god or king, as a consequence costumers like to feel they are important, and they
want respect ,more value and best service from salesperson. Sales development HR should look for more extrovert kinds of
person and specific personality traits before considering recruiting an SDR for a position (D’Souza, 2024).

Salesperson traits:

• Having problem-solving skills- Heffron, (2022) Having ability like problem-solving skills plays vital role to be
good salesperson. This skill involves recognizing the customer needs and wants and identifying there problem,
with the quality product and services. Most important part is that have to addressed each and every part of issue
and maintain quality product and service by collecting feedback from the customer and keep positive relationship
for the future between costumers and seller. Problem solving skills helps to understand customer needs, adapt to
challenges, and build long term relationships, eventually contributing to achieve in the competitive field of sales.

• Being consistent- Being consistency can help your sales grow in regular basis and keep the costumers
satisfaction. Having consistent is a crucial in your sales. It can reduce your stress and the money is more
predictable. Consistency in various aspects of the sales work, from prospecting to communication and ambition, is
key for building trust, maintaining professionalism, and achieving long lasting success (Kaufman, 2022).

• Being a good listener- Being a good listener helps you be a great salesperson because by listening more
carefully, you may understand potential client and customers what they really want and understand their
concerns. Meeting customer expectations through good listener can contributes to higher satisfaction levels,
potentially leading to repeat business and positive feedback. It can be one of the successful factors to become
effective salesman (Thompson,2022).

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 • Having interpersonal skills- Interpersonal skills are integral to the sales process, influencing the way a salesperson
interacts communicates, and builds relationship with customers. If you want to be a successful salesperson in
future. Having interpersonal skills is most necessary and important. So that you can understand the if the product
and service regularly progress in market business that can switch your marketing strategies into another level
(Jaworski, 2022).

• Reading customers behaviors- By reading customers behaviors and body language can also understand what
customer really need and wants. It helps a salesperson tailor their pitch to align with the customers preferences,
needs and communication style. This can grow the customers number and business profit as well. If the
salesperson wants to hit another sales target by the same customers have to read accurately about customers
emotions and behavioral cues (Martin, 2011).

• Confidence- Confidence is the key asset for salesperson. If you confidently believe in product or service and
confidently communicate with the customers effectively, build trust, overcome challenges, and ultimately drive
success to become great salesperson. Learning how to speak confidently can make all the difference when making

sales pitches. (Martin,2011).

Merit task

8.0 Analyze ways to progress sales through the sales funnel

Introduction
A sales funnel is the procedure of potential client go through to look right on a customer. Every phase of sales funnel
gets into buyer opening move into becoming the customer. It helps the companies or organization to become more
success in a simple way in their sales process and calculate general change into each step of funnel. And its diagram

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looks like real world pyramid, widest on top and small in the bottom. The aim of this sales is to make many prospects
as possible at the peak and transform each other into buyers (Tyre, 2023).

5 stages of sales funnel:

1. Awareness- The awareness stage is where you prospect discovers your company, and the sales funnel process
begins. This stage includes the biggest number of customer prospect. The potential customers explore a
company’s service, learn product description, and does contender research along the way. You need to develop a
strong marketing strategy to improve on your products awareness. Marketers can get the notice of prospects
through social media, email, website, paid advertisement, media marketing, landing page etc. (Patel, 2020).

2. Interest- After the phase of awareness, next phase will convert into interest stage. This stage involves to
differentiation buy things, in-depth experimentation, and chew over their numerous alternative. When a prospect
is impressed in what you are selling, they will be seen knowingly by filling out a form on your site, present with
call or text. Sales team will see at which buyers they need to focus on and which ones they can leave on the
burner. Business needs to repeatedly illustrate their value to gain a prospect’s. The aim is to lunch your expertise,
assist the consumer make an informed decision, and offer to help them in any way you can (Kelwig,2023).

3. Decision- In this stage prospect are measure their choice and finalizing to process in the direction of making a
purchase. In this period most of the time convincing strategies are more useful giving powerful cause, label issue
and become critical as the finishing resolution is imminent. In this stage the prospect can make the final decision
to buy the goods and services and also completing with the payment transition and build paying client
(Rensburg,2023).

4. Conversion- Wadhwani, (2022). After the finalize the stage of Decision next stage will convert into conversion.
This stage is an critical phase where potential customers transition into actual buyers. And this is where the
customers expected to complete their acquire. Conversion stage needs a well- coordinated effort between sales,
marketing, and customer assisting team to generate positive experience for the buyers. If they have make it to this
stage, they showed an activeness in the goods and service. Good relationship and trust you create at this level are
crucial in the lead moving to the last stage.

5. Loyalty and Re-engagement- Finally, last stage your customers hits that purchase button. Because they
are satisfied with their purchase. Targeting on repeating a clients into a purchaser is the crucial part of
an successful dealing techniques as a result it decrease the number of searching new potential
customer. Making customer satisfaction with the great services makes customer want your offer and
they keep buying. This is the perfect example of loyalty and re-engagement. So don’t abandon your
sales pipeline after your customers have made their first purchase. (Wadhwani, (2022).

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9D1 Executing and critique my personal selling scenario

My position: ‘’General sales boy’’ For an organization ‘’ Oliz store ‘’Upgrade your life style‘’ Product: i
VERTU Jade Black Luxury (Handmade phone).

Scenario: Face to face meeting with Potential customer.

Started with greet the costumer and listened about his specific product. What he wanted was ( Vertu smart phone).
After i heard about his necessity. (He wanted me to explain more about this product.) So i started explaining details
about the product about, how it was manufactured when, how it works, About quality about of phone, actually the
product is handmade mobile, which was manufactured in England with luxuries designed with quality materials.
I told him about all these things with good communication skills with soft voice. After that explanations ( he seemed quite
impressive with the product and he wanted more information about the product) and I shared some demo about the
camera quality and the display about AMOLED panel that stived a lot with the visibility of the sunlight, it was designed by 7
different materials that make it look more delightful. This was the most special fixtures of the phone.

After my the demonstration skills, (he looked interested to buy the product). I understood his body language how (he
reacted the product was priceless and he asked me about the price of the product). And I shared the price in my calculator
. After seeing the price ( He was shocked ) because product (phone) was too expensive. After that I felt much pressured
because I thought he couldn’t buy and I started again explaining about the product benefits rather than weaknesses. After
couple of minutes later by watching again the product he finally decided to buy the product and he paid the bill with his
mobile banking wallet.

At the end, we both are happy ,we decided to close the deal by shaking hand each other and he was satisfied with the
product and my explanation too, I clearly saw in his eyes he seemed too happy with the product. And then after we talked
about the retention he agreed and we finished the deal by shaking hand and saying see you very soon.

Critique:
• He was the one of the best customer I have deal with. And i got the real confident after making this deal done
with him.
• I convinced him to buy that product so it will solve his problem and get more satisfying work in future.
• I was very nervous when he said the price is very high but I won’t gave up, I gave my effort till the end to sell the
product. So, now that’s became my strength as a effective sales person.

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9.0 References

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Heaslip, E. (2020). Nonprofit, Not-for Profit & For-Profit Organizations Explained. [online] Available at:
https://www.uschamber.com/co/start/strategy/nonprofit-vs-not-for-profit-vs-for-profit. [Accessed 13/1/2024]

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