INSTRUCTIONS TO STUDENTS
Using the “SBTA Adventure Tours” marketing plan supplied by your assessor, research the answers using your learner guide or on the Internet, read all the questions below in class with your colleagues and your trainer and assessor and provide answers to each question below. You will need to research each question and provide typed information as per the guide for each question. Each paragraph must be a minimum of 5 full sentences and show you have researched, interpreted and answered in your own words. You must also reference any research that has helped you with your answers. You may provide links, tables and graphs from other websites to provide more explanation for your answers. You are required to submit your answers typewritten to your assessor. The size of the text box is no indicator of the amount of text needed, please refer to the guide for each question.
Note: it is a diploma course subject. It’s not necessary to have lengthy answers)
1.1. Read the SBTA ADVENTURE TOURS Marketing Plan and give a detailed summary of your findings. Your summary must discuss the plan and briefly explain the main points of each section. (Guide: 1 – 2 Paragraph, 5 sentences, summary for each section in the marketing plan.)
1.1. Research online for current trends and statistics about tourism, adventure tourism and tours. Provide a detailed account of these trends and include statistics and information from a number of areas around the globe. Identify the trending tours and events and relate them to the SBTAAT marketing plan. (Guide: Minimum 4 to 5 Paragraphs, 5 sentences each paragraph, show your research, statistics and referencing)
1.3. You must now provide three (3) examples of sales activities that you would propose based on the marketing plan. Each example must show research into sales techniques and activities and provide a detailed explanation. (Guide: Minimum 2 to 3 Paragraphs, 5 sentences each paragraph, per Sales activity, show your research and referencing)
1.4. For you to sell to someone you need to find customers! Research the types of customers that would be interested in the Adventure tours from the marketing plan. Describe three (3) strategies for sourcing prospects for your sales pitch. Your description must include demographics of the customers, sales activities that would target them and financial estimates form each target area. You also need to include a brief summary of your findings including a breakdown of similarities between your customer. (Guide: Minimum 3 Strategies with 3 to 4 paragraphs each strategy, 5 sentences per paragraph, Show your research and referencing)
1.5. When sourcing prospects you need to provide detailed information profiles about the person or company to whom you will be selling. In the space below identify 10 pieces of information you will need to source about your customers. For each item of information explain why it is important and how you would use this information during your sales calls. (Guide: Minimum 10 with 1 to 2 paragraphs each strategy, 5 sentences per paragraph, show your research and referencing)
1.6. In the next question you will need to research and complete a Sales Plan template based on your Sales Activities from Q1.2. List and describe five (5) examples of information you could incorporate into the sales planning process. (Guide: For each type of information please provide a minimum of 2 to 3 paragraphs, 5 sentences, description, Show your research and referencing)
1.7. Complete the Sales Plan template for each of your activities in Q1.2. You need to research your sales activities and complete each section as per the instructions on the Sales Plan template.
Task Completion for Q1.5 Complete Y/N?
Sales Plan Template Completed and upload to portal
1.8. Seeking sales opportunities requires skills and techniques. You need to know how to make sales! Provide five (5) examples of different ways that you can seek sales opportunities for your tour business. Research examples and provide references to strategies or opportunities you might think will work, including taking advantage of new technologies and media. (Guide: Provide a minimum of 5 Sales opportunities, 2 to 3 Paragraphs each, 5 sentences per paragraph, Show your research and referencing)
1.9. Read through the SBTA ADVENTURE TOURS Marketing Plan and give a detailed estimate of potential revenue over the next 3 years. Provide references to the marketing plan in your analysis. You may have questions about the estimates and information in the plan; who would you need to consultation with to gather further information or clarification? (Guide: Answer both parts of the question. Provide a detailed estimate of 2 to 3 paragraphs, 5 sentences per paragraph and include figures and tables. For the next part Provide a minimum of 3 people you might consult with and 1 Paragraph description of why you would consult with them, 5 sentences)
SALES CALL ACTIVITIES
In this section you will need to start working on your sales calls for your tour company customers. Read through each question and research your answers. You must provide referencing and links to websites you used to help you with your answers. Your answers must be in your own words and show your research of the question.
1.10. Think about the planning stage of your sales call’s activities. List and describe in detail a minimum of five (5) things you will need to consider when planning sales call activities. (Guide: Provide a minimum of 2 to 3 paragraphs, 5 sentences, each)
1.11. Research online about sales calls patterns. Explain in your own words what sales call patterns are and the provide a list of 4 influences that can affect sales call patterns. These influences can be positive or negative. Your answers must show your research but be in your own words. (Guide: A minimum of 1 to 2 Paragraphs per influence, 5 sentences, Show your research and referencing)
1.12. In your role as sales caller there are many Australian Laws and Regulations you need to consider. In the space below provide 4 pieces of legislation you would need to be aware of, briefly describe it and then explain how it relates to your position (think about equality and diversity). You will also need to provide examples of penalties or problems that may come from not following the legislation. (Guide: Minimum of 2 to 3 paragraphs, 5 sentences each, Show your research and referencing)
1.13. Sometimes you may need to make sales calls in advance. Give 3 examples of why you would need to do this and explain in detail the reasoning behind each. (Guide: 3 Points, 2 to 3 Paragraphs each, 5 sentences per paragraph)
1.14. Create a checklist of the tasks and information you need when arranging an appointment or conducting a follow-up call. Provide a minimum of 10 tasks and explain the importance each point. In your response you also need to explain why you would need to provide a follow-up call. (Guide: 10 tasks with 1 to 2 paragraphs each, 5 sentences. Follow-up call, 1 to 2 Paragraphs, 5 sentences)
Sales calls strategies and tactics will help you understand your product and develop better sales skills. Research sales calls strategy and tactic development and discuss in your groups. List and explain five (5) ways you can develop your sales call strategies and tactics. In your own words describe why this development is important. (Guide: List 5 Ways to develop your strategies and tactics, 1 to 2 paragraphs each, 5 sentences,)
1.2. In your role as a sales call professional there are skills and tips you need to master to make your calls more efficient and effective. Research five (5) tips and skills you will need to know to make your calls more effective and efficient. Explain the importance of each and how they will help you in your role as a sales caller. (Guide: 5 Tips/ Skills, 2 to 3 paragraphs each, 5 sentences)
1.17. There is often a need to provide extra support materials and documentation to your customers. Provide five (5) examples of the support materials you may give to your customers and explain why each is necessary. Also provide examples of how you might get these support materials to your customers. (Guide: Minimum of 5 support materials. 2 to 3 paragraphs per materials including examples of distribution, 5 sentences).
1.18. Product knowledge is very important to your role and company. Reading through the marketing plan there is some basic information about the 3 products that SBTAAT provides. Research online and provide a more detailed description of each of the products and provide one (1) detailed example for each. List the features and benefits for each product. Use current online market examples and compare highlighting the SBTAAT innovative and original approach. (Guide: 3 products, 4 to 5 para
1.19. In the table below research each of the terms and provide examples in your own words explain the principles of each. (Guide: 2 to 3 Paragraphs each, 5 sentences per paragraph, Show your research and referencing)
graphs per product including examples and comparisons of each, 5 sentences).
1.20. In your role as a sales call professional you need to understand industry structures and interrelationships, industry networks and information sources. Research the definitions of each of these and discuss the terms in relation to your role. Provide a summary of your research and give examples of how you might develop this understanding and build the relationships. (Guide: Minimum of 5 to 6 paragraphs, 5 sentences, Show your research and referencing)
1.21. Research and summarise the commission structures within the Australian Sales industry. (3 to 4 paragraphs, 5 sentences
1.22. Research and discuss distribution and marketing networks and how they will support your tour product. Provide 5 examples of businesses and people that would be a part of these networks and explain how each would support your tour business. (Guide: Minimum 2 to 3 paragraphs for each example, 5 sentences, 2 to 3 paragraphs for discussion, 5 sentences)
1.23. Every company needs to follow sustainable practices in the workplace. Research and workplace sustainability practices and provide a definition in your own words. In your definition explain the benefits to the organisation. Provide five (5) examples of how an organisation can be more sustainable. (Guide: Definition 4 to 5 paragraphs, 5 sentences each. Examples 1 to 2 paragraphs, 5 sentences)
WRITE COMPLEX DOCUMENTS
1.24. Using the help and search function research and describe the items in the table below. You need to provide detailed information on what they are, what they are for and how they are used. You may provide a basic user guide for each. (Guide: Minimum 1 Paragraph each, 5 sentences, reference your research)
ITEM DESCRIPTION, USE AND GUIDE
STYLES
FONT SIZE AND COLOUR
MARGINS
HEADER AND FOOTER
SPACING
PAGE NUMBERING
INSERT
SPELL CHECK
TABLE OF CONTENTS
1.25. Organisational style guidelines are important when creating documents. When selecting layouts and styles, you must take these workplace requirements into consideration. Provide a minimum of 10 organisational requirements when creating documents and explain why each are important. (Guide: List a minimum of 10, 1 to 2 paragraphs each, 5 sentences)
1.26. Organisation policies and procedures are also important when creating documents. Research five (5) policies and procedures that may impact your document. Explain each policy or procedure and how it might impact your finished document. (Guide: List 5, 2 to 3 paragraphs each, 5 sentences, show your research and referencing)
1.27. Refer to your Learner Guide and research online about document design principles. Provide a detailed description of the principles and how they ensure design is consistent with company and/or client requirements. Explain why consistency in design is important when creating documents for your organisation. (Guide: List, 1 to 2 paragraphs each, 5 sentences, show your research and referencing)
1.28. Imagine you are working for a company and the manager has asked you to create a document for them. Explain why you would create a draft of the document before finalising and completing. In your explanation describe the process to create a document and the stages along the way. For each stage provide an explanation of the tasks involved and how feedback helps the final document. (Guide: List the stages, 1 to 2 paragraphs each, 5 sentences, show your research and referencing)
1.29. When creating a document, you need to complete a final check of the document. Explain how you would complete the final check of the document and what advanced features of the software can help you identify any issues or problems. Provide a basic guide on how to use the software. (Guide: List 4 features or tools, 1 to 2 paragraphs each, 5 sentences, show your research and referencing)
1.30. When creating a document, you need to make sure your language is clear and concise. Explain the principles of clear and effective writing and how this relates to your documents. Research the principles online before summarising and explaining in your own words. (Guide: List, 1 to 2 paragraphs each, 5 sentences, show your research and referencing)
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