Assessment 1: Sales Plan Austin Constructions

Describe the Product you are Selling

Austin construction is serving the construction industry for more than four decades and it is one of the trusted name in the construction industry which connects with the customers. the companies offering the customers with an exclusive livable designs, providing a great neighborhood, outstanding quality and the committee to satisfaction to the customers in their new place of living.

According to the new venture of the company is offering the customers with a new plan according to which the company will sale 30 homes per year, and gradually the rate will rise for the next two years to hundred homes delivered to the customers per year. Companies providing the customers with several homes with different sizes as per their convenience, and requirements. Along with it was providing the customers with great exposure in their new place of living with all type of modern facilities which is required.

In order to moderate the performance of the sales team it is required to set an appropriate target for each and every individual who is associated with the sales team so that the company can achieve its ultimate organizational goal.

So the target of every individual associated with the sales team is to sell two flats every month and two bookings to be confirmed every month with finding minimum ten prospects which can be convertible in the near future.

There are two types of strategies which can be utilized within the organization in order to achieve the sales objectives the organization which each and every sales individuals need to follow:

The first strategy should be customer relationship strategy in which the sales team member need to identify the basic needs of the customers and tries to fulfill they need by providing them with appropriate solution. For instance, the person who has problem with height need to be pitched for the product which is available at ground and first floor. Along with that there is a need to maintain a good relationship with customers in on health to encourage customer retention and promote word of mouth promotion which will help to bring more customers.
The second strategy that need to be used is strategic partnering in the selling process, where the individuals in the sales team need to visit locality and tie up with several local peoples or brokers, in order to reach the customers need for the product by sharing an amount of profit with them. This will also help to encourage the selling process and achieving the sales target

The sales objective of Austin construction, is to sale the new rooms that have been constructed by the organization to the people at a rapid pace so that it get increased its production rate during the next two years for that organization requires various types of resources which are required to fulfill the plan which are as follows:

The human resource important part of this selling process which includes the salesman, the managers, the trainers, etc.
The financial resources which will help the company to allocate funds which like marketing, promotional activities, etc.

The modern time period it is necessary to utilize different type of promotional strategy in order to create effective promotional mix for other product. The product which asking construction is offering to the customers belongs to a competitive market as a result, it is necessary utilize both digital and traditional marketing concepts in the formation of promotional mix. The promotion strategy which Austin construction should adopt are as follows:

Online promotion which comprises of social media promotions, search engine optimization, content promotion, etc.
Traditional promotion, which includes hoardings, billboards, posters, agency, and word of mouth.

For the purpose of distribution the organization will identify the prospective area where there customers mainly belongs from and accordingly they will divide different sectors which will be focused upon by the sales team.

According to the price of the rooms the group of customers who can apply for this with their locations are divided into small sectors, and provided name to each sector as per the capability of the people of that sectors in high category, medium category, and low category. According to this category direct distribution channel has been followed that the sales team mainly focuses upon the high category and medium category by offering the customers directly their products on the other hand in the low categories sector only promotion are conducted where the customer need to approach to the seller if they wanted to buy.

Set Appropriate Targets For Each Sales Team Member

For the implementation of the sales plan some of the key areas which need to be focused upon while creation of the budget are the resource which need to be allocated for effectively implementing the sales plan, and the cost associated with the selling process need to be identified. The projected sales plan budget of Austin construction has been prepared for the year considering all the expenses and income below:

Particulars	Amount ($)	Amount ($)
Employee remuneration	15 X 82500 = 1237500
Advertising cost	12 X 15000 = 180000
Distribution cost	120000
Rewards and recognitions	60000
Miscellaneous expenses	20000
Total expenses		1617500
Expected Sales	30 X 380,000 = 11400000
Total income		11400000
Projected Profit		9782500

Also it is necessary to identify the risk which are associated with the selling process of the properties in order to formulate the strategies to overcome the risk in the future.

That is that has been identified associated with the organization are as follows:

Financial risk: there is a huge number of debt collected by the investors of real estate before developing the project as a result there is always a risk of financial loss if potential buyers are not available during the right time.
Liquidity risk: liquidity risk as there might be a situation when there is lack of potential buyers available within the market in respect to the sellers which when extend the time period for liquidity of the assets.
Management risk: unable to find the potential individuals who are good at selling and triggering the customers to avail the products.
Legal risk: there are several legal legislations need to be followed which can otherwise disrupt the project.

Risk management strategies that the company should adopt in order to mitigate the above-mentioned risk is that the company need to start pre-sales process before the completion of the project in order to reduce the risk of financial loss and liquidity. Along with it proper recruitment process need to be run for hiring eligible individuals within the organization for guiding the organization is several aspects like selling, marketing, and legal aspects.

The high achieving sales team members need to be recognized and rewarded on a continuous basis in order to keep their motivation high and make them feel that the company is providing them importance for their crucial contribution towards the organizational success.

The employees will be provided with sales incentive for their outstanding performances.
The employee will be awarded with promotion and recognition in front of all other employees within the organization.
The employee will be awarded with family vacations which will be totally bared by the company.

The two different advertisement agencies selected by the company to promote its recruitment and selection procedure are Saatchi & Saatchi Australia, and The Brand Agency. The two agencies will mainly focusses upon providing job description for the company in different traditional and social media platforms.

At Austin construction the sales dreams plays an important role which helps in driving the customers and providing them with the solution. The sales team is the main engine of the organization as a result to improve the sales and acquire more customers the company is looking for a computer sales manager for teams.

Representing the company with a comprehensive understanding of the offerings
Understanding the need of the customer and trying to make them with the solution
Motivating, hiring, training and develop individuals of the sales team.
Generating lead and converting them into prospect customers for meeting the target set by the organization.

Developing the strategic sales plan in order to expand the customer base and acquire more customers
Continuously meeting with the prospective clients in order to maintain a good relationship
Analyzing, communicating, and tracking the KPI’s
Recruiting and training the sales team
Identifying the knowledge gaps within the team and developing a plan accordingly

The candidate must be here MBA graduate in marketing and sales.
The candidate must have experience of 2 to 5 years in the sales domain.
The candidate must have at least one year experience in leading the team.
The candidate should have high analytical and communication skills.
The candidate need to be well versed with the local languages.

Senior human resource manager: myself
Candidate 1: student 1
Candidate 2: student 2

Candidate 1: good morning! Sir, may I come in?

Employer: good morning, do come and take your seat.

Candidate 1: thank you Sir

Employer: so how was your day everything is going good?

Candidate 1: yes sir everything is going good

Employer: then shall we proceed with our interview?

Candidate 1: sure Sir.

Employer: so today we wear conducting one of the important interview and we are looking for one of the most eligible person for the position who will be playing a pivotal role in our organization. The interview process will be divided in two parts firstly we will discuss about your experience, and competences. Secondly we will understand your capability to handle different type of situations. So now you are clear about the process and the format this interview is going to be conducted? If you have any doubt you can ask now?

Candidate 1: thank you Sir. I don’t have any doubt.

Employer: ok, a then I will make you aware of the requirements which we are looking for the position that we are offering the job for. The position is of a sales manager who will take the total control of the sales process and guide the sales team towards achieving the organizational goal. We want to hike our organizational sales on a yearly basis for that we need to improve our sales figure it will be the responsibility of the sales manager to strategize and formulate the ways through which the sales of the company can be hiked.

Describe the Strategy you Will Use to Meet the Sales Objectives

The requirements for the suitable candidate for this post are as follows:

The candidate must be here MBA graduate in marketing and sales.
The candidate must have experience of 2 to 5 years in the sales domain.
The candidate must have at least one year experience in leading the team.
The candidate should have high analytical and communication skills.
The candidate need to be well versed with the local languages.

Employer: I hope you are aware of this position requirements before also which I have explained you just now let’s start the interview process. Tell me something about yourself and three strands of yours which made you competent for this position.

Candidate 1: Sir I have graduated from Gen Institute as a business professionals, and have over 4 year experience in a technology based company where I used to sell the product at the initial days but letter for the last two years I have worked as a manager of a team. According to me there are three strengths which I possess will be helpful for this position I am good at communication, I am a good motivator, and I am hard working person.

Employer: good, I have heard you out. Though there are some points that I have identified which need to be improved. You have identify your strength, provided small information about yourself, that thing you have missed in this interview is that you have not provided any instances in the real life scenario which can depict us your strength from that, also your body language seems nervous it need to be relaxed, and rest all is fine. So do you have any question to ask please feel free I would love to provide you with any type of information that I have.

Candidate 1: no sir thank you for your feedback I will keep it in mind in the near future.

Employer: so thank you for your time it’s a great experience to talk with you, if you get selected in this round you will be contacted by the nature department after week. So you know the salary that we are offering to you?

Candidate 1: No Sir, its mentioned in the advertisement that the salary is negotiable based on the experience and qualifications.

Employer: Ok, what is your expected salary?

Candidate 1: sir, anything around $900k per annum.

Employer: yes it’s good you have a good experience do the salary hike you are asking for it’s almost 50% Hike of your previous salary that you have withdrawn. We can maximum provide you with 25% hike if you are willing to proceed I will take your process further.

Candidate 1: ok Sir, thank you for your offer I would be waiting for the confirmation mail from your side.

Candidate 2: good morning! Sir, may I come in?

Employer: good morning, do come and take your seat.

Candidate 2: thank you Sir

Employer: so how was your day everything is going good?

Candidate 2: yes sir everything is going good

Employer: then shall we proceed with our interview?

Candidate 2: sure Sir.

Identify All Resources Required To Achieve The Sales Objectives

Candidate 2: thank you Sir. I don’t have any doubt.

The requirements for the suitable candidate for this post are as follows:

The candidate must be here MBA graduate in marketing and sales.
The candidate must have experience of 2 to 5 years in the sales domain.
The candidate must have at least one year experience in leading the team.
The candidate should have high analytical and communication skills.
The candidate need to be well versed with the local languages.

Employer: I hope you are aware of this position requirements before also which I have explained you just now let’s start the interview process. Tell me something about yourself and three strengths of yours which made you competent for this position.

Candidate 2: Sir I have graduated from Gen Institute as a business professionals, and have over 5 year experience in a rival construction company where for last three years I have worked as a manager of a team and before that I used to work as a sales manager in a pharmaceutical company for 2 year. According to me there are three strengths which I possess will be helpful for this position I am good at understanding other, I lead by example, and I am hard working person.

Employer: good, I have heard you out. Though there are some points that I have identified which need to be improved. You have identify your strength, provided small information about yourself, that thing you have missed in this interview is that you have not provided any instances in the real life scenario which can depict us your strength from that, also your body language seems over-excited it need to be relaxed, and rest all is fine. So do you have any question to ask please feel free I would love to provide you with any type of information that I have.

Candidate 2: no sir thank you for your feedback I will keep it in mind in the near future.

Candidate 2: No Sir, its mentioned in the advertisement that the salary is negotiable based on the experience and qualifications.

Employer: Ok, what is your expected salary?

Candidate 2: sir, anything around $1000k per annum.

Employer: yes it’s good you have a good experience do the salary hike you are asking for almost 75% Hike of your previous salary that you have withdrawn. We can maximum provide you with 25% hike if you are willing to proceed I will take your process further.

Candidate 2: No sir it will be great if you can consider my request and provide me with 50% hike at least.

Detail the Advertising / Promotional Strategy that will be used

Employer: We can maximum provide you with 30% hike if you are willing to proceed I will take your process further that’s the last offer.

Candidate 2: ok Sir, thank you for your offer I would be waiting for the confirmation mail from your side.

Letters to the candidates

Subject: Your interview with Austin Corporation for the position of sales manager

Dear Candidate 2,

Greetings of the day,

Thank you for taking time out for interviewing for the position of sales manager with us, we have completed our process of recruitment and selection of all our interviewees.

I am pleased to inform you that we have found that you will feel almost all of the criteria that we are looking for in our sales manager as a result we would like you to offer the job for sales manager. We believe that your managerial skills and leadership styles would be helpful for our organization to achieve our targets and objectives in future. You are expected starting date will be from 1^st April 2022.

If you accept the job please do revert back to the mail within 48 hours. In order to proceed with the further steps.

Thanking you.

HR Manager,

Austin Construction.

Subject: Your interview with Austin Corporation for the position of sales manager

Dear Candidate 1,

Greetings of the day,

Thank you for taking time out for interviewing for the position of sales manager with us, we have completed our process of recruitment and selection of all our interviewees.

I would like to inform you that areas which are not fully filled and here are mainly focusing upon the experience of the candidate which you are still lagging behind. Though it is a pleasure to interview a candidate like you who possess so much of skills to become a future leader. I wish you a very good luck for your new future and hope we can onboard you within our organization in the near future.

Thanking you.

HR Manager,

Austin Construction.

The learning objective of the session estimate the sales team accustomed with the product that we are offering to the customers, and also making them aware of that proves that we are using for the sales purpose.
Firstly we will discuss about the product in details what we are offering and it’s USP which differentiate it from others in the market.
Then we will practice sales at approach that organization has considered by using several stimulations and role plays.
Finally each and every individual attending this session will share their knowledge about at the end of the session so that we can understand that whether you you have understood what we had trying to portray you or not.

The handout that staff need to have during the process of training

Product description

The USP of the Company’s offering

Offering the product at different rates for different type of persons, which helps in targeting different segments.
Providing all the facilities which is required in the modern household.
Providing loan assistance to the customers.
Providing 24/7 customer services

There are two types of strategies which can be utilized within the organization in order to achieve the sales objectives the organization which each and every sales individuals need to follow:

The first strategy should be customer relationship strategy in which the sales team member need to identify the basic needs of the customers and tries to fulfill they need by providing them with appropriate solution.
The second strategy that need to be used is strategic partnering in the selling process, where the individuals in the sales team need to visit locality and tie up with several local peoples or brokers, in order to reach the customers need for the product by sharing an amount of profit with them. This will also help to encourage the selling process and achieving the sales target

A new plan according to which the company will sale 30 homes per year, and gradually the rate will rise for the next two years to hundred homes delivered to the customers per year.

Detail the Distribution Channel

The target of every individual associated with the sales team is to sell two flats every month and two bookings to be confirmed every month with finding minimum ten prospects which can be convertible in the near future.

Financial risk: there is a huge number of debt collected by the investors of real estate before developing the project as a result there is always a risk of financial loss if potential buyers are not available during the right time.
Liquidity risk: liquidity risk as there might be a situation when there is lack of potential buyers available within the market in respect to the sellers which when extend the time period for liquidity of the assets.
Management risk: unable to find the potential individuals who are good at selling and triggering the customers to avail the products.
Legal risk: there are several legal legislations need to be followed which can otherwise disrupt the project

Training will be provided in the form of a presentation where the individual who is taking the training will be provided the details of the organizational perspective and what the organization expect from him through the medium of presentation. Where each slide will provide information or about the offering of the company and other aspect as mentioned in the handout. The main goal behind this training session is to make the sales team competent it and aware of the companies offering.

Human Resource Manager: Myself

Toni: Student

Toni: good morning sir may I come in?

Human Resource Manager: good morning Toni, please come in and take your seat.

Toni: thank you sir.

Human Resource Manager: so Toni how are you doing?

Toni: I am doing good sir.

Human Resource Manager: ok let’s come to the point straight. You are working with our organization for a long time but in the last few months we have noticed that your performance has drastically gone down in comparison to the other team mates. We just wanted to discuss with you if you are facing any type of problem or any issues that is restricting you in performing.

Toni: no sir, from the organizational and there is no such problem but, the work has become monotonous for me and I got too much tired and drained out I think this might be the reason why my performance suddenly got down. I can assure you that I will be back on my original data and support the team like everyone else is doing.

Human Resource Manager: ok I got your point so I didn’t you approach the human resource department regarding your problem you are facing? I would like to suggest you to take the training of communication skills, and also the basic training once again and during that time we would like you to take a paid leave where you will only focus upon the training you don’t have to do your job. After that if you wish you can take a vacation for a week which will be also paid from the organization, I think it will be helpful if you can change your mind for some time it will make you fresh and restart your work.

Human Resource Manager: also I would like to highlight you that it is necessary for us to take care of yours similarly it is your responsibility to come back fresh and back the goal which the company has to achieve and improve your data. We expect you to sell at least 8 flats monthly which was the minimum sale for the employees in the team.

Toni: ok sir thank you for your suggestion. I will definitely consider the leaf and come back strong.

Human Resource Manager: I would like to highlight you that to achieve this goal you need to focus on your training session I have identified several aspects while you are talking with your clients so it is very much important to mitigate the loopholes to a proper training process. I would like to provide you with a time period of three months after you return back to the job where you have to achieve your goal up minimum 8 sales a month. I will monitor the data of your performance each and every month minutely and also keep track of your recordings while you are track talking with clients. So can I expect a commitment from your side that you will try your best upon what is discussed today?

Include a Realistic Budget For Implementation Of The Sales Plan

Toni: sure sir, thank you for understanding me and providing me another opportunity I will definitely not disappoint you.

Human Resource Manager: I wish you a very good luck. I hope you will get back our top performer back again in the team as soon as possible. Thank you, you may go to your work now.

Toni: Thank You Sir.

The concept of equal opportunity is a state of fairness in which all the individuals within the organization or at any other places are treated in a similar way, which is unhampered by any artificial barriers, preferences, or any type of prejudice, except condition when the distinction between the individual can be justified explicitly (Arneson, 2018).

The main purpose of the trade practices act 1974 is 2 to protect the anti-competitive conduct, which will help in encouraging the competition and efficiency within the business that will result in the better choice for the consumers and provide them with options of different quality, E price, and service, by providing them with bargaining power (Silbiger, 2020).

Ethics plays an important role in selling process when a customer came to know that the salesman is practicing fair selling process it helps in creating a long-lasting bond and develop loyalty of the customers towards the brand helps the organization to strengthen and its reputation within the market (Ferrell, et al., 2019).

The 4 different types of anti-discrimination legislation and requirements are:

Age discrimination act 2004: according to this act there cannot be any discrimination based on the age of the employees within the organization.
Disability discrimination act 1992: there cannot be any discrimination based on the disability which an individual possess within the organization
Sex discrimination act 1984: according to this act there cannot be any biasness or discrimination based on the gender of the individual within the organization or in the family
Racial discrimination act 1975: according to this act there cannot be any discrimination based on the skin color, culture, country, or race the individual belongs from (Schofield-Georgeson, & Rawling, 2020).

According to the national privacy principles there are certain norms is the organization need to follow while handling the data of their customers in order to maintain their privacy by not disclosing personal information, and organization need to be held accountable (Johnson, Hansen, & Bi, 2018).

The three point that should be followed to ensure to comply with the national privacy principles are as follows:

Maintaining integrity and correction of the personal information.
Providing the right of individuals to access their personal information.
Following the rules regarding collection and disclosure of personal information (Johnson, Hansen, & Bi, 2018).

According to the privacy act the personal information is considered to be information about identified individual and by which the agency can identify the specific individual’s conjunction with other data elements (Pardau 2018).

According to the state legislation which refers to privacy is a privacy right which makes sure that all the personal information is properly collected, stored, used and released, by the public sector agencies following the information protection principles (Clayton, et al., 2019).

A contract is a written are spoken agreement it between two parties upon a particular aspects in order to form of agreement which is enforceable by the law. The contract law is based on the English common law rather than any of the statute law the basic principle behind the contract law is to provide freedom of contract under which the parties involved has the power of striking whatever bargain they wanted to do within the contract (Rundle, 2020)

Adding to the consumer protection law it safeguards the interest of the consumer against the fraud marketing goods are hazardous products. According to this law every product that has been marketed need to provide their information regarding quality, quantity, ingredients, purity, standards and price, in order to stop any unfair trade practices (McLaren, Kendall, & Rook, 2019).

The functions of human resource management are as follows:

It helps in job designing and analysis process
It helps in the recruitment and selection process of the employees
It helps in training and development process of employees
Helps in identifying the compensation and benefit need to be provided to the employees
Helps in maintaining employee performance
Helps to retain the employees in the organization
Helps in maintaining relationship with the employees (Mathur, 2019).

To direct the sales team successfully there are certain steps which is needed to be followed:

The team always need to be result oriented
Always tries to manage the expectation
Need to provide each individual with realistic goals
Providing incentive to the team for their performance to encourage their work
Making learning a priority work in order to enhance their skill
Encouraging collaboration within the team (Reddy, Reddy, & VenuGopal, 2019).

To evaluate the sales team performance the following things need to be done:

Determine the key performance indicator
Establishing goals and objectives of the organization
Tracking the entire process not just the outcome
Conducting joint sales call and providing rating to the new joiners
Evaluation and feedback process from the supervisor and colleagues (de Mol, 2019).

Providing reward to the deserved wants to have exceptionally worked hard to achieve their target and also contributed towards the organizational goal immensely need to be rewarded not just by providing commissions or basic salary. But also with several rewards like free vacation to the entire family of the individual, providing promotions, and giving the individual with added responsibility. These are the process which will help to encourage the employee better and forcing to work better in order to achieve more success within the organization (Bussin, Serumaga-Zake, & Mohamed-Padayachee, 2019).

The key performance indicators that can be used to evaluate sales performances are:

Conversational intelligence
Sales cycle length
Sales conversion rate
Customer retention rate
Customer lifetime value (Hristov, & Chirico, 2019)

Reference List

Arneson, R. J. (2018). Equality and equal opportunity for welfare. In The Notion of Equality (pp. 237-253). Routledge.

Bussin, M. H., Serumaga-Zake, P., & Mohamed-Padayachee, K. (2019). A total rewards framework for the attraction of Generation Y employees born 1981–2000 in South Africa. SA Journal of Human Resource Management, 17(1), 1-14.

Clayton, E. W., Evans, B. J., Hazel, J. W., & Rothstein, M. A. (2019). The law of genetic privacy: applications, implications, and limitations. Journal of Law and the Biosciences, 6(1), 1-36.

de Mol, E. (2019). What makes a successful startup team. Harvard Business Review Digital Articles, 2-5.

Ferrell, O. C., Johnston, M. W., Marshall, G. W., & Ferrell, L. (2019). A new direction for sales ethics research: The sales ethics subculture. Journal of Marketing Theory and Practice, 27(3), 282-297.

Hristov, I., & Chirico, A. (2019). The role of sustainability key performance indicators (KPIs) in implementing sustainable strategies. Sustainability, 11(20), 5742.

Johnson, I., Hansen, A., & Bi, P. (2018). The challenges of implementing an integrated One Health surveillance system in Australia. Zoonoses and public health, 65(1), e229-e236.

McLaren, J., Kendall, W., & Rook, L. (2019). Would the Singaporean approach to whistleblower protection laws work in Australia?. Australasian Accounting, Business and Finance Journal, 13(1), 90-108.

Mathur, S. (2019). Artificial intelligence: redesigning human resource management, functions and practices. Human Resource: People, Process and Technology, 1(1), 1-7.

Pardau, S.L. (2018). The California consumer privacy act: Towards a European-style privacy regime in the United States. J. Tech. L. & Pol’y, 23, 68.

Rundle, L. (2020). Thorne v Kennedy—A reminder by the High Court of Australia the law of contract and equity underpin family law financial agreements.

Reddy, M. V. B., Reddy, T. N., & VenuGopal, I. (2019). A Model of Sales Force Management for managing and maintaining Sales Force Effectively.

Silbiger, T. (2020). Trade Act of 1974: New Remedies against Unfair Trade Practices in International Trade. Denver Journal of International Law & Policy, 5(1), 6.

Schofield-Georgeson, E., & Rawling, M. (2020). Industrial legislation in Australia in 2019. Journal of Industrial Relations, 62(3), 425-445.

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