Business Skills and Sales Assessment Guidance

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Adam Harrington
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1 Business Skills and Sales Assessment Guidance

2 Unit 3: Understanding sales techniques and processes There are 33 marks available for this worksheet. You must score a minimum of 27 marks in total to achieve a pass. In addition to achieving the total pass mark, you must also score at least the minimum marks set for each section to achieve an overall pass. All written answers must be the sole work of the learner. In the situation where answers appear to have been copied from another learner, a referral will result and the worksheet will need to be completed again. Once completed your Business worksheet and associated flyer, please submit it via the assessment@premierglobal.co.uk

3 How to complete an editable pdf document / LAP Please adhere to the following points whilst completing your work within the editable pdf worksheet: You must save the blank pdf file from the learning platform to your computer first. Do not complete work within the web browser. Open the blank computer file with a fully functioning pdf programme, such as Adobe Acrobat Reader, and then begin to complete the work Many tablets or apple devices may open pdf documents by default using basic preview software which may not allow you to save your work you must use a fully functioning pdf programme such as Adobe Acrobat Reader or Nitro Reader 3 Limit the number of times you save your file (3 or 4 maximum) saving the document too many times will create a very large file size that will not be received by our servers (max desirable size 5MB) Be sure to give the file a suitable name to help us keep track of it better e.g. Joe Smith Sales LAP London

4 What is the difference between consumer buyer decision making and business to business decision making? This requires a comparison between how an everyday consumer may think when deciding to purchase something compared to how a business may look at a purchasing decision. Consider the motivation, emotions, justifications and even the influence of others in a buying decision. Be sure to explain both business-to business and business-to-consumer perspectives. You will receive 1 mark for adequately explaining each point of view. (2 possible marks, minimum 1 required)

5 Why is it important to maintain accurate records of sales? The importance may be easier to describe after mentally considering the impact of a series of errors in sales records and how that could affect the business. Now simply describe why accuracy matters in relation to recording sales data and how this can affect both past performance and future business planning. (1 possible mark, minimum 1 required)

6 Describe your business s product ordering process Whilst businesses can vary considerably, there are a number of steps that will be common across a typical product order. List the generic steps of how a product order would be placed through to taking payment for the product/service. (1 possible mark, minimum 1 required)

7 Why is it important to promote discounts and special offers? Describe how a consumer may respond to a business that offers a discount or has special offers from time to time. Why might this influence their buying behaviour? How might this affect their opinions of the business? (1 possible mark, minimum 1 required)

8 Please complete the table comparing inbound and outbound telephone calls with face-to-face selling This question is substantial and carries half of the marks available in this worksheet. There are 18 boxes with a point available in each box for a suitable answer. The 3 methods of sales communication must be compared and the following sections completed correctly: Characteristics of each mode of selling/communication, advantages and disadvantages, managing customer behaviour during the sales process, interpreting customer reaction and finally options for involving the customer in closing the sale. (18 possible marks, minimum 15 required)

9 Give two examples of communication techniques that are most suited to telephone selling There are several verbal and auditory techniques that could be used whilst engaged in a telephone conversation for the purpose of selling. Identify two techniques and explain why they may help with the sales process and moving a client closer to making a purchase. You will earn 1 mark for each well explained technique/method. (2 possible marks, minimum 1 required)

10 Identify the stages of selling faceto-face This requires a list of the 5 major stages of the sales process when dealing with customers in a face to face situation. A very brief description of each identified stage would be helpful too. (5 possible marks, minimum 4 required)

11 Why is it important to prepare for face-to-face contact when selling Describe how being prepared in advance for selling to a customer face to face can help improve and support the objective of achieving a sale. (1 possible mark, minimum 1 required)

12 Give an example of proactive selling behaviour Proactive behaviour refers to the PT or business team member leading the selling process in their communication with a customer. Write an example of behaviour or communication that demonstrates a proactive selling method. (1 possible mark, minimum 1 required)

13 Give an example of reactive selling behaviour Reactive behaviour refers to the PT or business team responding to a customer with questions and queries that support the selling process in their communication. Write an example of behaviour or communication that demonstrates a reactive selling method. (1 possible mark, minimum 1 required)

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