Assessment Cover Sheet

In order to complete the Final Assessment students are required to research a company that operates in a B2B

environment. After conducting extensive research, the student will conceptualize the design of a new product

(based on the target market needs) and present a product pitch.

The presentation must cover the following topics:-

1. Overview of the company and its existing product line.

2.

Developing a product/service solution to potential customer needs (SLO3, SLO5)

a. Identify and explain the product functionality

b. Explain how this product will satisfy customer needs (what value does it add?)

c. What product services will be provided

d. Into what category does the product fit?

e. Positioning chart with competitors

3. Pricing the product for sales and profitability (SLO3)

a. Take into consideration all costs

b. Percentage of fixed cost coverage price calculation

c. Rate of Return price calculation

d.

Breakeven price calculation

e.

Evaluate competitors' products and prices

f. Decide on a selling price with justification

4. Identifying the sales and delivery channels with relevant financials (SLO2, SLO4, SLO5)

a. Identify how the product will be sold to customers with costing of resources (Specify how

many sales people you will employ with their salary packages (research from bayt.com).

Specify how you will organize your sales team and justify

b.

c. Specify which sales approaches you will encourage with explanation

d.

Specify how you will deal with each of the ethical dilemmas i.e. dealing with customers, with

your company and with competitors.

e. How will you hire, train and reward your salespeople?