MKT6044: Business Development (MAIN), Coursework, BCU

Learning outcomes and assessment criteria specific to this assignment:

On completion of this assignment, students should be able to demonstrate their ability to:

LO1: Utilise and apply professional and academic skills to effectively create and justify a compelling and comprehensive business development proposal and pitch for a product, service or project proposition Transferable skills

This assessment will assist in development of the following transferable skills:

Commercial awareness
Communication skills
Negotiation skills
Preparing proposals
Preparing presentations
Selling skills
 Personal presentation
Networking
Account management
Research skills

Task Two – Business Proposal (50%)

Assessment overview

1.1. Method of assessment

There is one learning outcome for this assignment, which will be assessed through two specific tasks:

Task One (50%) – Preparation for a sales meeting, including:
o A credentials presentation with audio voiceover
o A completed sales meeting pro forma
Task Two (50%) – Business Proposal
To pass this module, you must achieve a final overall mark of at least 40%. If
your mark is less than 40%, you will be required to retake the assessment.

1.2. Deadlines & submission

The deadline for submissions is:
Class A – 14th September 2024 11:59pm
Class B – 21st September 2024 11:59pm
Work must be submitted online via the link provided in Kaplan Hong Kong

E Learning Portal. Please follow the University policy regarding online submission and submitting assessed material on time (see Page 2).

Please retain a copy of your original assessment material for your own
records.

1.3. Word count / Time allowance

The maximum allowance for each element of your assessment is as follows:

Credentials presentation with audio recording: 6 mins max. time
Completed sales meeting pro forma (included in the 2,000-word limit below)
Business proposal: 2,000 words (+/-10%)

1.4. Assignment format

Your presentation should be submitted as a Microsoft PowerPoint file with audio voiceover included. The meeting pro-forma and business proposal should be submitted as Microsoft Word documents.

Material should be written in formal business English and structured in a clear way to ensure that ideas are expressed effectively.

ALL facts, concepts and quotations should be referenced as appropriate using the Harvard referencing system.

2. Assessment Brief

2.1. Scenario

For this assessment, you will be assuming a role as a salesperson for an identified company and have secured an initial meeting with an identified prospect. In preparation, you will undertake some background research. Marks will be provided for evidence of preparation in your sales meeting and in your proposal.

As part of the sales meeting, you will also be delivering a brief (approx. 6 min) credentials presentation – which will be done via a pre-recorded audio PPT – to introduce yourself and your company.

2.2. Required tasks

Task One (50%) – Sales meeting preparation

You have secured a meeting with the prospect and now need to prepare for this meeting with the objective of gaining agreement to submit a proposal for selling your products / services to the company.

For this task, you must provide:

A 6-minute, pre-recorded credentials presentation using the audio recording
facility on PowerPoint, which introduces yourself, your company and its products/services, serving as a brief introduction to you and your organisation.
 A completed sales meeting pro forma, to be added as an appendix to your
Business Proposal.

Task Two – Business Proposal (50%)

As a result of your second meeting and an assessment of the prospects needs, prepare a basic proposal to your target company detailing why they should do business with you and presenting a product or service that would be suitable for then, based upon their identified needs.

The proposal should follow the format below.

1. Background – On the prospect’s organisation and on your organisation

2. Identified Needs – Summary of the problem you wish to solve

3. Solution – Summary of your solution to the problem, introducing the product or service you wish to sell and its features and benefits, based upon the findings from your meeting.

4. Costs and timings – Summary of timeline and costs involved

5. Account Management – How the account will be managed if you are
successful

6. Appendix – Sales pro forma from task one

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