COURSE(S): MLCHL MSCML MAIBS MSCMN MSMAF MSMGL MSMHR MSMIB MSMAL MAMAM MSCCG MAITF
DEADLINE DATE FOR
SUBMISSION BY STUDENTS: Component 1: 12-04-21 Midnight Component 2: 26-04-21 Midnight
SUBMISSION LOCATION: On the MyBeckett module page using the Turnitin icon
Coursework Brief:
Coursework Brief:
Component 1 (group):
The entrepreneurial sales process is different. In an established business you have history, you have statistics to help you. In a start up you don’t. One of the key points coming out of Steve Blank’s Four Steps to Epiphany is the need once you have validated the problem and began to develop the solution is to consider how to develop a sales channel and a sales process. This means understanding the customer, how they think, what the gains and pains are for them.
Therefore, this assignment picks up on these themes explored in the Market Focus module if you have taken that and the work under Strategic Thinking and the development of personas. Under Steve Blank’s CDP process the second step is customer validation. This means exploring the influencers, the pitches, the rationale, the publications, and the conferences that your target customers listen to inform their opinion and reference points. We want you to explore this process.
Therefore Assignment 1 is a technical document, the student group must create a (real) case of customer development via the construction of a sales protocol. To achieve this, you need to choose the product of a start-up business and develop for them a sales protocol based on what you can apply from your studies and nature of the business – if you see companies like https://thegutstuff.com/ they are very clear on their sales pitch to you as the consumer. So, one means to undertake this assignment is explore the likes of kickstarter for suitable products and develop a sales pitch for them based on the information they detail about themselves.
In doing this you must provide strong evidence of the correct use of adequate analytic tools (preferably from a quantitative perspective) and concepts exposed in the development of this module. Students need to consider focusing on the following:
- Comprehensive creation of a customer profile
- Key Relations between customer and stakeholders and who are the influencers that can assist the startup
- Design a customer management plan and negotiation strategy (for instructional purpose), based on the customer journey with evident and explicit inclusion on other relevant tools.
The student should demonstrate that can evaluate and apply concepts, tools and techniques of Building relationships; analyse and evaluate the relationship between strategic objectives/intent and operational/resource planning in terms of successful strategic customer management and negotiation planning; and evaluate the impact of culture, politics, stake-holder influence; social and ethical issues on the formulation and the strategic customer/stakeholder management and negotiation, to presented in the form of an instructional sales protocol.
IMPORTANT NOTE: the sections of recommendations and customer profile must be evident in the document!
Component 2 (individual): Students could adopt many different approaches for the development of the reflective log, but are advised to develop a critical argument in depth and detail; the key objective being to explore the differences between the relationship management in startups to other established organisations; explaining the evolution of their rationale in the design of the customer profile and negotiation strategy – sales protocol, supported by quantitative analysis - if possible - and strong use of updated evidence of their participation on the tasks scheduled in the development of the module.
For example, students could consider focusing on the following:
•Strategic Decision Making - how the understanding of the customer and its environment was used to develop the sales protocol and the negotiation plan, through the active planning and participation in the tasks of this module?
•How the understanding of stakeholder relationships was incorporated in the design of the negotiation plan?
•How did you gain understanding of the tools and concepts of the module and hoe these were applied in the tasks and the development of the sales protocol?
Notes for Students:
Instructions for completion and submission of written assignment
- Module Learning Outcomes assessed by this component: The student should demonstrate that elements related with all the learning outcomes (see module handbook) are present in the discussion and analysis developed in the reflective log.
- This assessment is worth Component 1: 30% and Component 2: 70% of the marks for the module;
- You must submit your assessment electronically on My Beckett using the Turnitin icon;
- The word count is for the component 1: 2000 words and for component 2: 3500 words, both plus/minus 10%
- Words included in the bibliography are not included in the word count;
- You should only use Harvard referencing;
- Any websites referred to must be properly referenced;
- The text of your assessment must be displayed using a 12-point (or larger) Arial or Verdana font and with a line spacing of at least 1.5.
Component 1 (group):
The entrepreneurial sales process is different. In an established business you have history, you have statistics to help you. In a start up you don’t. One of the key points coming out of Steve Blank’s Four Steps to Epiphany is the need once you have validated the problem and began to develop the solution is to consider how to develop a sales channel and a sales process. This means understanding the customer, how they think, what the gains and pains are for them.
Therefore, this assignment picks up on these themes explored in the Market Focus module if you have taken that and the work under Strategic Thinking and the development of personas. Under Steve Blank’s CDP process the second step is customer validation. This means exploring the influencers, the pitches, the rationale, the publications, and the conferences that your target customers listen to inform their opinion and reference points. We want you to explore this process.
Therefore Assignment 1 is a technical document, the student group must create a (real) case of customer development via the construction of a sales protocol. To achieve this, you need to choose the product of a start-up business and develop for them a sales protocol based on what you can apply from your studies and nature of the business – if you see companies like https://thegutstuff.com/ they are very clear on their sales pitch to you as the consumer. So, one means to undertake this assignment is explore the likes of kickstarter for suitable products and develop a sales pitch for them based on the information they detail about themselves.
In doing this you must provide strong evidence of the correct use of adequate analytic tools (preferably from a quantitative perspective) and concepts exposed in the development of this module. Students need to consider focusing on the following:
Comprehensive creation of a customer profile
Key Relations between customer and stakeholders and who are the influencers that can assist the startup
Design a customer management plan and negotiation strategy (for instructional purpose), based on the customer journey with evident and explicit inclusion on other relevant tools.
The student should demonstrate that can evaluate and apply concepts, tools and techniques of Building relationships; analyse and evaluate the relationship between strategic objectives/intent and operational/resource planning in terms of successful strategic customer management and negotiation planning; and evaluate the impact of culture, politics, stake-holder influence; social and ethical issues on the formulation and the strategic customer/stakeholder management and negotiation, to presented in the form of an instructional sales protocol.
IMPORTANT NOTE: the sections of recommendations and customer profile must be evident in the document!
Component 2 (individual): Students could adopt many different approaches for the development of the reflective log, but are advised to develop a critical argument in depth and detail; the key objective being to explore the differences between the relationship management in startups to other established organisations; explaining the evolution of their rationale in the design of the customer profile and negotiation strategy – sales protocol, supported by quantitative analysis - if possible - and strong use of updated evidence of their participation on the tasks scheduled in the development of the module.
For example, students could consider focusing on the following:
•Strategic Decision Making - how the understanding of the customer and its environment was used to develop the sales protocol and the negotiation plan, through the active planning and participation in the tasks of this module?
•How the understanding of stakeholder relationships was incorporated in the design of the negotiation plan?
•How did you gain understanding of the tools and concepts of the module and hoe these were applied in the tasks and the development of the sales protocol?
Notes for Students:
Instructions for completion and submission of written assignment
Module Learning Outcomes assessed by this component: The student should demonstrate that elements related with all the learning outcomes (see module handbook) are present in the discussion and analysis developed in the reflective log.
This assessment is worth Component 1: 30% and Component 2: 70% of the marks for the module;
You must submit your assessment electronically on My Beckett using the Turnitin icon;
The word count is for the component 1: 2000 words and for component 2: 3500 words, both plus/minus 10%
Words included in the bibliography are not included in the word count;
You should only use Harvard referencing;
Any websites referred to must be properly referenced;
The text of your assessment must be displayed using a 12-point (or larger) Arial or Verdana font and with a line spacing of at least 1.5.
Feedback:
Date generic feedback will be available:Within four weeks of the assessment period, subject to the date set for the release of results
Component 1: 12-05-21
Component 2: 12-05-21
How generic feedback will be returned to you:Posted on the module on MyBeckett.
Date provisional marks will be availableWithin four weeks of the assessment period, subject to the date set for the release of results
Component 1: 12-05-21
Component 2: 12-05-21
How provisional marks will be returned to you:Posted on the module on MyBeckett.
Date individual feedback will availableFollowing the Module Board and the return of all scripts from the External Examiner
Component 1: 12-05-21
Component 2: 12-05-21
How individual feedback will be returned to you:By collection of assessments as directed by your Admin Team
Course Title(s):
Module Title: Building RelationshipsLevel:H7
Assessment Title: Component 1 - Sales Protocol (Technical report)Weighting: 30%
Criteria and Weighting100-8584-7069-6059-5049-4039-3029-1514-0
Critically evaluate and apply concepts, tools and techniques for building relationships The student will demonstrate an excellent grasp of the theories and concepts.
There will be clear understanding of the value of the concept/theory in this situation.
There will be abundant evidence of wide reading, research and good critical evaluation of concepts/theories around the issuesThe student will demonstrate an excellent grasp of the theories and concepts.
There will be clear understanding of the value of the concept/theory in this situation.
There will be abundant evidence of wide reading, research and good critical evaluation of concepts/theories around the issues The student will demonstrate a good grasp of the concepts/theories.
Most of the relevant information is accurately presented and critically deployed with evidence of reading, research and critical evaluation of concepts/theories. The student will demonstrate a good grasp of the concepts/theories.
Most of the relevant information is accurately presented and critically deployed with evidence of reading, research and critical evaluation of concepts/theories. The work will have no major factual errors.
The student will have demonstrated adequate/some understanding of the theories and concepts.
Fair/some evidence of reading, research and critical evaluation of concepts/theories is provided. There will be major errors, inaccuracies and/or omissions.
Significant aspects of the theories/concepts will be missing or misunderstood.
Poor or no evidence or reading, research and critical evaluation of concepts/theories is provided There will be major errors, inaccuracies and/or omissions.
Significant aspects of the theories/concepts will be missing or misunderstood.
Poor or no evidence or reading, research and critical evaluation of concepts/theories is provided There will be major errors, inaccuracies and/or omissions.
Significant aspects of the theories/concepts will be missing or misunderstood.
Poor or no evidence or reading, research and critical evaluation of concepts/theories is provided
Professional analysis and presentation of relationship between strategic profile elements and the negotiation design. objectives/intent and operational/resource planning in terms of successful strategic customer management and negotiation All the major issues and some less obvious ones will have been identified.
The analysis of the case will be thorough and comprehensive, and there will be an outstanding integration of theory and practice. All the major issues and some less obvious ones will have been identified.
The analysis of the case will be thorough and comprehensive, and there will be an outstanding integration of theory and practice. All the major issues will be identified.
Analysis of the case will be thorough and there will be good integration of theory and practice. All the major issues will be identified.
Analysis of the case will be thorough and there will be good integration of theory and practice. The work will have no major factual errors.
The student will have demonstrated adequate/some understanding of the theories and concepts.
Fair/some evidence of reading, research and critical evaluation of concepts/theories is provided.There will be little/no evidence that the theory/concepts have been applied to the case organisation / situation being analysed.
Analysis will be superficial, mostly descriptive, with major issues being missed. There will be little/no evidence that the theory/concepts have been applied to the case organisation / situation being analysed.
Analysis will be superficial, mostly descriptive, with major issues being missed. There will be little/no evidence that the theory/concepts have been applied to the case organisation / situation being analysed.
Analysis will be superficial, mostly descriptive, with major issues being missed.
Evaluate the impact of different stakeholder influence elements, , social and ethical issues on the strategic customer/stakeholder management and its influence on the negotiation design. Recommendations will be comprehensive, and clearly demonstrate the integration of theory and practice.
Recommendations relating to this will be appropriate, accurate, specific and justifiable - well supported by evidence and critical analysis Recommendations will be comprehensive, and clearly demonstrate the integration of theory and practice.
Recommendations relating to this will be appropriate, accurate, specific and justifiable - well supported by evidence and critical analysisRecommendations will clearly derive from the analysis and the application of concepts/theories;
Recommendations will be adequate, supported by good evidence and critical analysis. Recommendations (will clearly derive from the analysis and the application of concepts/theories;
Recommendations will be adequate, supported by good evidence and critical analysis .Recommendations made will be practical.
Consideration will have been given to the problems of implementation. (Some) evidence and analysis is provided to support the Recommendations (for the report)Recommendations will be vague, general, based on ‘common sense’.
Poor or no evidence/analysis supports the Recommendations
Recommendations will be vague, general, based on ‘common sense’.
Poor or no evidence/analysis supports the Recommendations
Recommendations will be vague, general, based on ‘common sense’.
Poor or no evidence/analysis supports the Recommendations
Course Title(s):
Module Title:Building relationshipsLevel:H7
Assessment Title:Component 2 - Reflective logWeighting: 70%
Criteria and Weighting100-8584-7069-6059-5049-4039-3029-1514-0
Critically evaluate and apply concepts, tools and techniques of building relationships.The student will demonstrate an excellent grasp of the theories and concepts.
There will be clear understanding of the value of the concept/theory in the development of the case.
There will be abundant evidence of wide reading, research and good critical evaluation of concepts/theories around the issuesThe student will demonstrate an excellent grasp of the theories and concepts.
There will be clear understanding of the value of the concept/theory in this situation.
There will be abundant evidence of wide reading, research and good critical evaluation of concepts/theories around the issuesThe student will demonstrate a good grasp of the concepts/theories.
Most of the relevant information is accurately presented and critically deployed with evidence of reading, research and critical evaluation of concepts/theories.The student will demonstrate a good grasp of the concepts/theories.
Most of the relevant information is accurately presented and critically deployed with evidence of reading, research and critical evaluation of concepts/theories.The work will have no major factual errors.
The student will have demonstrated adequate/some understanding of the theories and concepts.
Fair/some evidence of reading, research and critical evaluation of concepts/theories is provided.There will be major errors, inaccuracies and/or omissions.
Significant aspects of the theories/concepts will be missing or misunderstood.
Poor or no evidence or reading, research and critical evaluation of concepts/theories is providedThere will be major errors, inaccuracies and/or omissions.
Significant aspects of the theories/concepts will be missing or misunderstood.
Poor or no evidence or reading, research and critical evaluation of concepts/theories is providedThere will be major errors, inaccuracies and/or omissions.
Significant aspects of the theories/concepts will be missing or misunderstood.
Poor or no evidence or reading, research and critical evaluation of concepts/theories is provided
Critically analyse and evaluate the relationship between strategic objectives/intent and operational/resource planning in terms of successful profile and design a plan for customer management and negotiationAll the major issues and some less obvious ones will have been identified.
The analysis of the development of the case will be thorough and comprehensive, and there will be an outstanding integration of theory and practice. All the major issues and some less obvious ones will have been identified.
The analysis of the development of the case will be thorough and comprehensive, and there will be an outstanding integration of theory and practice. All the major issues will be identified.
Analysis of the development of the case will be thorough and there will be good integration of theory and practice. All the major issues will be identified.
Analysis of the development of the case case will be thorough and there will be good integration of theory and practice. The work will have no major factual errors.
The student will have demonstrated adequate/some understanding of the theories and concepts.
Fair/some evidence of reading, research and critical evaluation of concepts/theories is provided.There will be little/no evidence that the theory/concepts have been applied to the case organisation / situation being analysed.
Analysis will be superficial, mostly descriptive, with major issues being missed. There will be little/no evidence that the theory/concepts have been applied to the case organisation / situation being analysed.
Analysis will be superficial, mostly descriptive, with major issues being missed. There will be little/no evidence that the theory/concepts have been applied to the case organisation / situation being analysed.
Analysis will be superficial, mostly descriptive, with major issues being missed.
Evaluate the impact of organisation culture, Politics, stake-holder influence, social responsibility and ethical issues on strategy formulation and the strategic decision making process.Conclusions (for the poster) will be comprehensive, and clearly demonstrate the integration of theory and practice.
Conclusions (for the poster) relating to this will be appropriate, accurate, specific and justifiable - well supported by evidence and critical analysisConclusions (for the poster) will be comprehensive, and clearly demonstrate the integration of theory and practice.
Conclusions (for the poster) relating to this will be appropriate, accurate, specific and justifiable - well supported by evidence and critical analysis Conclusions (for the poster) will clearly derive from the analysis and the application of concepts/theories;
The Conclusions (for the poster) will be adequate, supported by good evidence and critical analysis .Conclusions (for the poster) will clearly derive from the analysis and the application of concepts/theories;
The Conclusions (for the poster) will be adequate, supported by good evidence and critical analysis. The Conclusions (for the poster) made will be practical.
Consideration will have been given to the problems of implementation. (Some) evidence and analysis is provided to support the Conclusions (for the poster).Conclusions (for the poster) will be vague, general, based on ‘common sense’.
Poor or no evidence/analysis supports the Conclusions (for the poster)
Conclusions (for the poster) will be vague, general, based on ‘common sense’.
Poor or no evidence/analysis supports the Conclusions (for the poster)
Conclusions (for the poster) will be vague, general, based on ‘common sense’.
Poor or no evidence/analysis supports the Conclusions (for the poster)
No comments:
Post a Comment