(MKT 6044)-Birmingham City Business School Assessment Brief for Business Development

In this assessment we will discuss about business development and below are the summaries point:- Assessment brief for Business Development module at Birmingham City Business School Two tasks with different deadlines for submission: Task 1 on 1st Oct and Task 2 on 6th Oct 2022 Assessment will develop transferable skills including communication, negotiation, and research skills

BIRMINGHAM CITY BUSINESS SCHOOL
ASSESSMENT BRIEF
MODULE TITLE: Business Development
MODULE CODE: MKT 6044
MODULE LEADER: Lasitha Sooriyabandara
ISSUE DATE: June 2022
HAND IN DATE: Task 1- 1st October 2022 by 23:59 IST
Task 2 – 6th October 2022 by 23:59 IST
Learning Outcomes and assessment criteria specific to this assignment:
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 presentations,
preparing proposals, selling skills, personal presentation, networking, account management
and research skills
Number of attempts
At time of publication under the university regulations students have a first attempt and a re-
sit opportunity to pass this module. Please refer to the above regulations for full details about
assessment rules or the student summary guide.
Penalties for late submission
At time of publication the rules regarding late submission of work are:
• Assessments submitted up to 1 hour after the published deadline will receive no
penalty.
• Assessments submitted between one and 24 hours after the published deadline will
be reduced by 5% of the actual mark.
• Assessments submitted between 24 hours and five working days after the published
deadline will be reduced by 10% of the actual mark.
• Work submitted more than five working days after the published deadline will not be
marked and the student will be deemed to have failed an attempt at the assessment.
If a student has a support statement specifying additional time to complete coursework, the
penalties will only apply from the alternative deadline provided by the statement.
Importance of Taking Assessments
It is really important that you complete your assessment as if you don’t this counts as a failed
attempt, unless you’ve made a successful EC claim about Exceptional Circumstances you’re
experiencing.
If you fail any of your modules you will have to re-take it and there are limits on the number of
times that you can re-take, you may even have to re-study a module you have previously
failed. Having to re-sit or re-study modules means that your workload will be increased and
you will be putting yourself under more pressure. You may even be liable to incur more fees
if you are required to restudy a module.
The university does appreciate that there are times when you may be unable to take an
assessment due to circumstances outside your control such as illness. If this is the case you
need to make a formal claim for an extension or deferral, as without this you are expected to
submit within the standard guidelines. No lecturer or course director can grant any form of
extension to the published deadlines, this is done by a separate team within the university to
ensure consistency and fairness for all. If you find yourself needing to make a claim please
visit iCity for full guidance on how to do it and for what constitutes an exceptional circumstance.
You can also contact the Ask Desk for help.

1. Assessment Overview
1.1) Method of assessment
There is one learning outcome for this assignment, which will be assessed through two
specific tasks; a sales meeting followed by submission of a business proposal.
Task one
Credentials presentation with audio (5 mins.) and a completed sales meeting pro-forma
(approx. 2 sides of A4, no word limit) (50%)
Task two
Business Proposal (50%) 2,000 words
To pass this module, you must achieve a final overall mark of at least 40%.
1.2) Deadlines & submission
Submission of:
• Credential presentation with audio recording
• A completed sales meeting pro-forms template (approx.. x2 A4 sheets)
• A completed sales proposal of 2,000 words
Assignments should be submitted online via link provided in the Assessment area of the NEXT
Core. Please follow the University policy regarding online submission and submitting
assignments on time (see Page 2).
Please follow the University policy regarding online submission and submitting assignments
on time.
1.3) Word count
Credentials presentation will be 5 minutes long and with audio recording. Pro-forma will be a
maximum of two sides of A4 (no word count)
2,000 words for the proposal.
1.4) Assignment format
A credentials presentation with audio and sales meeting pro-forma (50%) and a 2,000-word
proposal (50%)
1.5) Tutor support
Support is available at any time throughout this module; simply contact your tutor if you need

help. Feedforward sessions will be scheduled to help you plan your work and an audio
assessment brief will be made available on the module’s Aula site to provide further
guidance.
Specific feedback on individual assessments will only be available via scheduled, one line
meetings, not via email. To make the most of these sessions, it is expected that you will
have already begun work on your assessment and have a list of questions for your tutor
prepared in advance.
Detailed feedback will not be possible via email and lecturers can only comment in
detail on one draft only. Comments on multiple drafts are not possible as there is a danger
your work actually becomes your lecturer’s work. However, if you have any specific queries,
or need additional support, you can still book a tutorial at any time.
1.6) Plagiarism and Academic Misconduct
Any work you submit must be your own original work. Any work that is plagiarised - this means
submitting any item of assessment which contains work produced by someone else in a way
which makes it look as though it is your own work – will be subject to an academic misconduct
review. This includes 'self-plagiarism' - you are not allowed to re-use work, or significant
sections from work, which you have already submitted for an assessment.
You are also not allowed to collude with others to produce work unless your assessment brief
specifically outlines group work.
Collusion means working with at least one other person to produce a piece of work which you
then pass off as your own. You can discuss ideas for the work with other students, but you
must not work with them to produce a piece of work together, you must not copy or share
another student's work, and you must not lend your work (including drafts) to another student
to allow them to copy your work. If your piece of work is very similar to that of another student,
you are likely to be accused of collusion. If you are found to have made your work available
for another student to copy all or part of it, you may be referred for disciplinary action even
after you have completed your award and are no longer a student at the University. You must
not also falsify information, resources or data in any way.
These and any other types of academic misconduct which are likely to give you an unfair
advantage in an assessment, will be referred for investigation. Academic misconduct
threatens the standards of awards we make so we take this matter extremely seriously indeed
and any student found guilty of this will have penalties applied and in the most serious of cases
students with be withdrawn from the course.

2) Assessment Brief
1. Introduction
You are to produce an assessment based upon a live client and an identified prospect. This
will consist of two tasks with some preparatory work undertaken beforehand, for which you
will receive formative feedback.
2. Pre-assessment preparation
You will be assuming a role as a sales person for a live client for your assessment and, in
preparation, you will undertake some background research in order to identify potential
prospects for your company to target for business. You will qualify these prospects and select
one for targeting, representing the ‘prospect/qualification’ and ‘pre-approach’ stages of the
Selling Process (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 (around 5 minutes) credentials
presentation (though pre-recorded audio PPT) to introduce yourself and your company.
The Selling Process
4. Assessment Tasks
Assessment task one (50%)
As a result of your good preparation you have managed to secure an initial meeting with
your prospect. For the first part of this assessment you will prepare for this first meeting with
the objective of gaining agreement to submit a proposal for selling your products/services to
the company.
Format:
• A 5 minute credentials presentation (using the audio recording facility on PPT) in
order to introduce yourself, your company and its products/services.
• Completion of a sales meeting pro forma to show how you will address the following:
o Identification of what you will wear and, based upon your research, you will build rapport
with the prospect
o Identification of key open questions you will ask in order to establish the situation (S) of
the client
o Based upon your research how you would anticipate the prospect to respond
o Identification of key open questions that would help you to ascertain the problem they
may wish to have solved
o Based upon your research identify what these problems might be
o Considering what objections the client may raise and how you will deal with these
o Closing the meeting, gaining agreement of the next steps, which will be the production

of a business proposal for the client to purchase one of your company’s products or services
based upon the needs you have identified from your initial meeting. Consider the various
methods of closing and which one you would choose (justify your choices)
Assessment task two (outline proposal) (50%)
As a result of your meeting and an assessment of the client 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 client organisation and on your organisation.
2. Identified Needs
Summary of the problem you wish to solve.
3. Solution
A summary of your solution to the problem, introducing the product of service your
wish to
sell and its features and benefits
4. Costs and timings
Summary of timeline and costs involved.
5. Account Management
How the account will be managed, if you are successful.
Bear in mind the following when preparing your proposal:
• What is my customer’s problem?
• How can I offer a solution remembering to fully justify your choice by linking this to
the
identified needs of the client?
• How do I appeal to the interest of decision-makers (remember the DMU)?
• What differentiates my offer from my competitors? You need to demonstrate a
knowledge of
competitors here.
• Have I asked the customer to take a clear action on the proposal?
3) Additional Guidance
Preparation
You should provide evidence of preparation by having undertaken background research on
the client.
In addition, you should show clear preparation for the sales meeting including personal
presentation and knowledge of the client’s business.
Task One
You will then deliver a credentials presentation tailored to what is known about the client you
are targeting with your product/service, recording it as an audio PPT for submission
Consider your questioning skills including knowledge and application of the SPIN model and
addressing objections to reach agreement, recording your response on the sales pro forma
template for submission

Task Two
For this second element, you will need to develop an outline proposal to address the
identified needs of the client, ascertained from the one to one meeting. The proposal should
offer a solution to the identified problem. The document should also include details of how
the account will be managed.
Table of Assessment Criteria and Associated Grading Criteria – Task One (50%)
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
Provide evidence of preparation (presentation and pro-forma) 20 marks
0 – 39%
Fail
40 – 49%
Fail
50 – 59%
Pass
60 – 69%
Strong Pass
(merit)
70 – 79%
Very Strong
Pass
(distinction)
80 – 100%
Exceptionally
Strong Pass
(distinction)
Inadequate
preparation
including little
knowledge of
personal
presentation and
knowledge of the
client.
Adequate
preparation
including
understanding of
personal
presentation and
knowledge of the
client.
Good preparation
including
understanding of
personal
presentation and
knowledge of the
client.
Very good
preparation
including
understanding of
personal
presentation and
knowledge of the
client.
Excellent
preparation
including
understanding of
personal
presentation and
knowledge of the
client.
Outstanding
preparation
including
understanding of
personal
presentation and
knowledge of the
client
Provide evidence of one to-one selling skills (presentation and pro-forma) 30 marks
0 – 39%
Fail
40 – 49%
Fail
50 – 59%
Pass
60 – 69%
Strong Pass
(merit)
70 – 79%
Very Strong
Pass
(distinction)
80 – 100%
Exceptionally
Strong Pass
(distinction)
No evidence of
knowledge of how
to build rapport
with the client.
Credentials
presentation is not
tailored to the
client. Inadequate
questioning skills
and/or no
application of the
SPIN model
Objections are not
addressed or
dealt with showing
lack of confidence
and knowledge
Some evidence
of knowledge of
how to build
rapport with the
client.
Credentials
presentation is
not tailored
effectively to the
client. Adequate
questioning skills
and some
application of the
SPIN model
Objections are
address
expressing some
evidence of
confidence and
knowledge
Good evidence of
knowledge of how
to build rapport
with the client.
Credentials
presentation is in
some parts tailored
to the client
Good questioning
skills and good
application of the
SPIN model
Objections are
address expressing
some level of
confidence and
knowledge
Very good
evidence of
knowledge of
how to build
rapport with the
client.
Credentials
presentation is
mostly tailored to
the client.
Very good
questioning skills
and very good
application of the
SPIN model
Objections are
address
expressing very
good confidence
and knowledge
Excellent
evidence of
knowledge of
how to build
rapport with the
client.
Credentials
presentation is
completely
tailored to the
client
Excellent
questioning skills
and application of
the SPIN model
Objections are
addressed
expressing
excellent
confidence and
knowledge
Outstanding
evidence of
knowledge of
how to build
rapport with the
client.
Credentials
presentation is
completely
tailored to the
client.
Outstanding
questioning skills
and application of
the SPIN model
Objections are
addressed
expressing
outstanding
confidence and
knowledge
Presentation Provide evidence of preparation (presentation and pro-forma) /20
Provide evidence of one to-one selling skills (presentation and pro-forma) 30 marks /30
TOTAL MARKS AWARDED /50

Table of Assessment Criteria and Associated Grading Criteria – Task Two (50%)
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
Provide evidence of preparation (proposal) 20 marks
0 – 39%
Fail
40 – 49%
Fail
50 – 59%
Pass
60 – 69%
Strong Pass
(merit)
70 – 79%
Very Strong
Pass
(distinction)
80 – 100%
Exceptionally
Strong Pass
(distinction)
Inadequate
preparation and
knowledge of the
client.
Adequate
preparation
including
knowledge of the
client.
Good preparation
including
knowledge of the
client.
Very good
preparation
including
knowledge of the
client and their
needs.
Excellent
preparation
including
knowledge of the
client and clear
identification of
needs
Outstanding
preparation
including
knowledge of the
client and clear
identification of
needs
Provide evidence of developing a business proposal (proposal) 30 marks
0 – 39%
Fail
40 – 49%
Fail
50 – 59%
Pass
60 – 69%
Strong Pass
(merit)
70 – 79%
Very Strong
Pass
(distinction)
80 – 100%
Exceptionally
Strong Pass
(distinction)
An inadequate
proposal which
fails to link the
identified needs to
the solution.
Guidelines on
how the account
will be managed
are likely to
provoke little
confidence from
the client.
The proposal is
not written in a
clear and
appropriate format
providing little
confidence to the
reader of
professionalism
and competence
An adequate
proposal which in
some areas links
the identified
needs to the
solution,
delivering a
reasonable case,
Guidelines on
how the account
will be managed
to provoke some
level of
confidence from
the client.
The proposal is
written in a
relatively clear
and appropriate
format providing
some confidence
to the reader of
professionalism
and competence
A good proposal
which links the
identified needs to
the solution well,
delivering a good
case.
Guidelines on how
the account will be
managed to
provoke a good
level of confidence
from the client.
The proposal is
written in a clear
and appropriate
format providing a
good confidence to
the reader of
professionalism
and competence
A very good
proposal which
almost entirely
links the
identified needs
to the solution
well, delivering a
very good case to
the client.
Guidelines on
how the account
will be managed
to provoke a very
good level
confidence from
the client.
The proposal is
written in a clear
and appropriate
format providing
a very good level
confidence to the
reader of
professionalism
and competence
An excellent
proposal which
clearly links the
identified needs
to the solution,
delivering a
compelling case,
Clear guidelines
on how the
account will be
managed to
provoke excellent
confidence from
the client.
The proposal is
written in a clear
and appropriate
format providing
confidence to the
reader of
professionalism
and competence
An outstanding
proposal which
clearly links the
identified needs
to the solution,
delivering a
compelling case,
Clear guidelines
on how the
account will be
managed to
provoke
exceptional
confidence from
the client.
The proposal is
written in an
exceptionally
clear and
appropriate
format providing
confidence to the
reader of
professionalism
and competence
Proposal Provide evidence of preparation /20
Provide evidence of developing a business proposal /30
TOTAL MARKS AWARDED /50
TOTAL MARKS AWARDED (TASK ONE + TASK TWO) /100