Group Assignment: (5-6 students) The group is requested to develop a detailed Sales Plan for any chosen product/service to attract customers and to perform well in the competitive market. The Elements of a Product Sales Strategy Creating a corporate sales strategy is a multi-step process. Its important to include the following elements into your strategy: Company profile and product/service features. SWOT Analysis: Include a SWOT analysis in your strategy to determine your strengths, weaknesses, opportunities, and threats. This helps you establish important elements such as the best places to pursue business and weaknesses you need to correct. Market analysis: The plan must include a practical part of surveying a group of prospects to identify requirements, needs and preferences of the potential market. Competitive analysis: the plan must provide a deep analysis of the competitive environment to address strengths and weaknesses of the competitive product/service. Sales plan steps: 1. Prospecting 2. Planning for the sales call 3. Making the sales call 4. Strengthening the presentation 5. Responding to objections 6. Obtaining commitment 7. Building partnering relationships after the sale General Instructions: Project groups must be formed and a leader of each should be appointed, then, a list of the members should be emailed to the course instructor Resources of ideas can be found through the Internet web, textbook, specialized books, magazines and any other publications. Supporting the paper with advertisements models, marketing messages or any graphic visual aids will be appreciated. Reports should be prepared by using computer, and any hand-written papers wont be accepted. Projects must be developed by Doc file, in addition, power point presentation slides, associated with the answered questionnaires from the respondents of the market research. The group members should comprehend the chapters concerning skills of the marketing management and all its techniques, and apply these skills concurrently with the chapters discussed in the class. The final reports should be submitted, in a soft copy, before the date of TBA. Presentations will be held during the period of TBA Deliverables & Assessment: 1) The plan consistency. (2 Marks) 2) Comprehensiveness and quality of the analysis. (6 Marks) 3) Questions handling. (3 Marks) 4) Teamwork member participation. (4 Marks) Other Assessment Elements: Creative Idea. Logic behind findings of analysis. The way the project will be presented. The overall methodology used for handling the project. Contribution of each member of the group will be assessed through direct questions to him/her and through the discussion with the instructor upon the presentation session. Group project and presentation: The group is responsible for choosing an appropriate idea for the enterprise that must be matching with Bahrain business environment and ecosystem. Each member of the group will be responsible for a specific part of the strategy. At the end of the semester students are required to present their part. Team cooperation evaluation, peer evaluation, and instructor evaluation will be considered for assessment. Plagiarism Students are expected to follow the university rules and regulations regarding plagiarism and the citation procedures. Students are expected to provide the list of references in any class work they submit.

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