Unit 10: Passes and Merits

Unit 10
Student Name:  Agnes Aguilar  Corsanes
Grading	Marking Criteria	What you need to have produced	Evidenced Put the blog / drop box / Google drive URL in the relevant box in this column	Achieved
P1	Describe the role of sales staff	Pick an organisation where Personal selling takes place to give it context. Describe the following: ·         Making initial contact –dos’ and don’ts ·         Good sales habits ·         Advising the customer ·         Promote the products ·         Getting feedback ·         Up-selling ·         Cross-selling ·         Close the sales ·         Have specific knowledge (product and legal	http://wkcagnescorsanes.blogspot.co.uk/2013/06/unit-10-personal-selling-in-business.html
P2	Identify the techniques used when making personal sales	1) Explain what the following are         2) Whom and when they might be used by ·    Cold calling ·    Drop in visit ·    Face-to -face ·    Telemarketing	http://wkcagnescorsanes.blogspot.co.uk/2013/06/unit-10-personal-selling-in-business.html
P3	Explain the knowledge and skills used when making personal sales	Explain the following (May have been done in P1) ·         Product knowledge ·         Sales Motivation ·         Closing sales ·         Sales techniques  Legislation affecting personal selling: ·         Consumer Protection Act 1987 ·         The Consumer Protection from Unfair Trading Regulations 2008 (CPRs) ·         The Consumer Protection (Distance Selling) Regulations etc.	http://wkcagnescorsanes.blogspot.co.uk/2013/06/unit-10-personal-selling-in-business.html
P4	Prepare to make personal sales	This can partly be covered in the role play/s Alternatively you should also explain how you can/should: ·         Have sales area ready ·         Be smart of appearance ·         Have product/service knowledge	http://wkcagnescorsanes.blogspot.co.uk/2013/06/unit-10-personal-selling-in-business.html
P5	Use selling skills and processes to make sales	To achieve P5 you must do the following in your role play: ·         Approach a customer ·         Identify their needs ·         Promote your products (advantages and benefits) ·         Respond to objections ·         Conclude the transaction (a sale DOES NOT have to be made)	http://wkcagnescorsanes.blogspot.co.uk/2013/06/unit-10-personal-selling-in-business.html
M1	Explain the role of sales staff and the techniques they use.	This is an extension of P1 you should explain what they are and why they are done: o   Making initial contact –dos’ and don’ts o   Good sales habits o   Advising the customer o   Promote the products o   Getting feedback o   Up-selling o   Cross-selling o   Close the sales o   Have specific knowledge (product and legal	http://wkcagnescorsanes.blogspot.co.uk/2013/06/unit-10-personal-selling-in-business.html
M2	Compare the selling skills and processes used in different situations	This is an extension of P2, to achieve this you should: ·         Identify and the selling skills and processes used in at least in two different situations –e.g. selling a car, selling SKY door to door ·         Describe how the selling skills and processes used in different situations would vary.	http://wkcagnescorsanes.blogspot.co.uk/2013/06/unit-10-personal-selling-in-business.html
D1	Demonstrate the confident use of personal selling skills when making sales	In your role play Attempt the following to a professional standard: ·         Approach a customer ·         Identify their needs ·         Promote your products (advantages and benefits) ·         Respond to objections ·         Up selling ·         Cross selling ·         Conclude the transaction (a sale DOES NOT have to be made)	http://wkcagnescorsanes.blogspot.co.uk/2013/06/unit-10-personal-selling-in-business.html
D2	Evaluate the preparation, skills and processes used in different situations	Write a report where you Critically evaluate how you demonstrated confident use of personal selling skills during your role-play. – What went well or badly and why, what could be done next time What you did as sale staff to demonstrate confidence when making personal sales.	http://wkcagnescorsanes.blogspot.co.uk/2013/06/unit-10-personal-selling-in-business.html
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