Term One Summative Assessment

Instructions

This is to be your own work. All items will be checked under the college$$s Academic Integrity policy

There are three sections in this assignment, with the total score from all sections making up your final mark. Pay special attention to the rubrics for each section below.

This assignment will be marked out of $90$ marks, and will count for $25\%$ of your total grade in the course.

This assignment is not to be done in groups, either formally or informally.

All submissions must be made by our canvas page. The due date for this assignment is Sunday June $23$rd at $11$:$59$pm$.$

Section One $$ Mystery Shop Exercise

Your Task

Your task is to $$mystery shop$$ a company in the Hamilton area. This company must have the following...

A product or service that it sells

A B$2$B and B$2$C presence

A website

You will conduct a mystery shopping exercise by conducting on$-$line research or speaking to a company representative. You will prepare a report that incorporates the following...

A description of the business

It$$s Customer Value Proposition

An identification of which of the $4$ B$2$B customers it serves

An analysis of how they sell their products to businesses and customers. Is it effective? Where could it improve? What changes would you make? This is where your analysis comes in$.$

Section One Rubric $$ Mystery Shop Exercise

Demonstration of Knowledge $10$ marks

Understanding of Terms $5$ marks

Incorporation on Class Content $5$ marks

Analysis and Synthesis $10$ marks

TOTAL $-/30$

Section Two $$ You as the Salesperson

Your Task

We have done a lot of work of late on presentation tips, reading body language, non$-$verbal cues, and the sales process. In this section, you will tie all of these together to prepare a presentation summary.

Your task is to use the company and product you have chosen in section one, to prepare a sales presentation outline. In this section, you are the salesperson who is making the pitch. For this reason, you will need to make sure to include:

A description of the product you are pitching

Who this product would be good for and what your strategy is to sell the product

Details on the important elements to include in your sales presentation

It is important to note that you are not doing a presentation. Rather, your job here is to prepare a presentation plan. One that will incorporate each of the following...

Direct use of at least three of the $10$ presentation tips discussed in class

A description of how you will use your understanding of non$-$verbal cues to properly assess your audience

A presentation plan that directly addresses the $8$ Steps in the Customer Buying Decision Process

Section Two Rubric $$ You as the Salesperson

Demonstration of an understanding of the role of the salesperson $10$ marks

Ability to incorporate class terms into the presentation plan $10$ marks

Plan Detail and Direction $10$ marks

TOTAL $30$ marks

Section Three $$ Case Study

Your Task

We spent time a few weeks ago talking about the value of trust in a business and the role that trust plays in all B$2$B and B$2$C relationships. We also discussed instances where the trust in these relationships can be broken, and it$$s impact on the business and market.

Your task here is to research and prepare responses for two cases where any of the following has occurred...

Price Discrimination

Predatory Pricing

Greenwashing

Price Fixing

Refusal to Deal

Tied Selling

You must include the following in each of your case studies...

A description of the action or issue that has occurred

An explanation of why you feel this case study highlights one of the above terms

The impact on the business

The impact on the consumer

How the issue was rectified

Note, your two case studies can be written by using the above points as sections within your report

Section Three Rubric $$ Case Study

Demonstration of Knowledge $5$ marks

Analysis and Synthesis $5$ marks

Incorporation of Class Content $5$ marks

TOTAL $15$ marks x $2$ Case Studies $30$ marks