` National Diploma in Sales Management (NDSM) Individual Integrated Assignment Intake I 2017 -Stage II Program Stage Nature of the Assignment National Diploma in Sales Management (NDSM) Stage II (TWO) Integrated Assignment (Individual) with Presentation Examination 17th of June 2018 Assignment Submission Period 27th May 2018-3rd June 2018 Late Submission Period 4th June & 5th June 2018 Assignment Acceptance time period Weekday and Weekend 8.30am to 3.00pm Presentation Date 23rd & 24th of June 2017 Email address to send soft copy ndsm@slim.lk IMPORTANT: Assignment should be submitted to SLIM within the Assignment Submission Periods as indicated above. Assignment will not be accepted after the late submission under any circumstances. The Assignment should be confronted to the assignment guidelines presented as per the NDSM Student Handbook (please refer Section 6 (Six) of the Student Handbook). Do NOT insert any pictures on the cover page of the assignment Submit the assignment with the spiral bound hard copy. Soft copy of your assignment should be sent to above mentioned email address and you will be receiving an automated reply of receipt of the assignment. If you have not received the automated reply, please verify with course coordinator. Soft copy is only a reference document that will not be considered as an assignment submission.
SLIM will issue an acknowledgement slip upon the submission of your assignment and it must be retained by the student as proof of submitting the assignment. If you have NOT submitted the assignment your results for the respective subject will appear as FAIL in the final grading. In case of ABSENT at the examination, relevant student has to re-do the assignment and presentation in order to complete the relevant stage in the next examination Assignments with Presentations Presentation date and time will be published in website after the assignment submission by the student. Presentation time will be 10 mins and additional 10 mins will be given for question and answers. Presentation should be compatible in MS Office 2007 version in a Pen Drive which does not content Viruses. (Only the relevant presentation should be saved in the pen drive) Students should bring two copies of the presentations printed one slide per page. Page 2 of 6
Assignment Topic: WINS NATURALS Assignment Content: WINS Naturals is a herbal wellness product manufactured and marketed by a company in Sri Lanka which has operated for more than 20 years in the local market. Wins Naturals manufactures herbal cough syrups, toothpaste, balm and many more ayurvedic medicinal products for Sri Lankan consumers. During the last couple of years, the management of WINS Naturals spent a large amount of money to build the company brands. Initially there was a revenue growth and in the recent past the growth of both revenue and brand has not been as healthy as expected. This was discussed at the senior management meeting and a team was formed to identify the issues related to the sales strategies. The team is led by the newly appointed sales manager and it includes a few senior managers from different departments to improve the operational quality by correctly diagnosing the issue. The project team has interviewed both office and field sales officers in different sales territories to understand the key issues and its critical points. Given below are the key issues that they found during the survey, 1) A proper stock planning system is not in place and this leads to regular out of stock situations for major products in many territories. It also creates a loss of sales which affects sales productivity and a decrease in the earnings of the sales-force which is below their expectations. 2) Due to a highly competitive market, the sales-force needs to sell the product s features and benefits against those of the competitive products by using an applicable strategy. However the existing sales staff cannot implement this due to lack of training opportunities at organizational level. 3) The field sales staff applies traditional selling approaches within the high competitive situations in the market. Page 3 of 6
You have been assigned as the newly appointed sales manager to submit a report on the above issues to the senior management of WINS Natural with the necessary suggestions based on the following tasks: TASKS TASK 1 Suggest a suitable forecasting method to predict accurate sales trend for a selected product of WINS Naturals (Hypothetical calculations can be described using volume and value sales). Also discuss the benefits of practicing an effective sales forecasting process for Wins Naturals. Task 2 Suggest appropriate sales strategies by using the knowledge of common drivers of sales strategies to restage competency of Wins Naturals. TASK 3 You have been assigned to submit a report on a comprehensive sales training programme to enhance the capacity of sales staff in Sales Strategies to regain the market share. TASK 4 To build a motivated salesforce, suggest a suitable compensation scheme to WINS Natural to gain the market share through above strategies. Note: Word Count will be based on the content weightage and the word count for this assignment should be 3000 4000 words, excluding cover sheet, content page, references, appendix & illustrations (please refer page no 17 of Student Handbook) Task Content Weightage Word allocation for each task Question 01 30% 900 1200 words Question 02 25% 750 1000 words Question 03 20% 600 800 words Question 04 25% 750 1000 words NOTE Please note the given (below) Assignment Marking Scheme for Marks Allocation Page 4 of 6
Assignment Checklist & Declaration This document is intended as a guide to check and improve your assignment. Review your Assignment together with the specific guidelines and criteria (marking schedule) that are mentioned in the program handbook given to you. You are expected to confirm that your assignment fulfills the below requirements, tick ( ) in the cage. Student Name Registration No Cover page Assignment checklist & declaration form ( This sheet) Assignment marking scheme Assignment Table of contents Body of the assignment References Assignment emailed to relevant email address (You will be receiving an automated reply of receipt of the assignment, if you have not received the automated reply, please verify with course coordinator. Soft copy is only a reference document that will not be considered as an assignment submission) I m fully aware that any misleading information provided in above checklist will lead to rejection of my assignment. I, the undersigned, confirm that I have read and understood the statement about plagiarism which is outlined in the student s handbook. I confirm that the work that I have submitted accompanying this report is wholly my own, and that any quotations or sections of text taken from the published or unpublished work of any other person is duly and fully acknowledged therein. Signature: Date: Page 5 of 6
Program Student Registration No Assignment Marking Scheme National Diploma in Sales Management (NDSM) Criteria Marks Allocated Awarded Aligning to the purpose of the assignment 20 Some of the answer addresses to the purpose of the question 1-5 This has addressed the purpose of the assignment 6-10 Has addressed the purpose of the assignment coherently 11-15 This has addressed the purpose of assignment comprehensively 16-20 Clarity of expression 20 An attempt to organize in a logical manner 1-5 Satisfactory showing of logical manner and organization 6-10 Shows higher level of Carefully and logically organized 11-15 Shows coherent structure with clearly expressed ideas 16-20 Using examples/evidences 20 Shows a little use of examples 1-5 Some use of examples. Some evaluation attempted 6-10 Some use of examples. Well evaluated 11-15 Shows appropriate examples are fully and reliably evaluated 16-20 Critical analysis of concepts, theories, conclusions 20 Demonstrates limited evidence of critical analysis 1-5 Demonstrates some critical analysis of relevant theory 6-10 Demonstrates application of theory through critical analysis 11-15 Demonstrates application of critical analysis well integrated 16-20 Following assignment guidelines 20 Limited follow-up of assignment guidelines 1-5 Some level of follow-up of assignment guidelines 6-10 Good display of adherence to assignment guidelines 11-15 Excellent adherence to assignment guidelines 16-20 Special Remarks Total 100 Signature of the Examiner Page 6 of 6