course material

1. BBS102 Sales Management
Answer:
Description Of The Properties
The ensuing description and analysis present a marketing plan for a commercial and
industrial property. The description is informed by the property appraisal, the listing
agreement and an analysis of the target market. The current report also details the
marketing resources, the roles and responsibilities of different actors in the marketing plan,
the underlying activities and performance indicators. Further, it also details the
opportunities for enhancing the current market plan and evaluates the efficacy of the
marketing activities presented herein. The discussion is based on a Simulated Workplace
Scenario.
Commercial Property
Property Appraisal
The property is located at 45 Romawi Road, which is in an excellent location near a major
highway that leads to the business district. It consists of five levels, each one with five self-
contained flats. There are also three commercial retail units on the premises. The condition
of the property is acceptable and satisfactory. The property has a total floor size of
approximately 2200 square feet. The property has a "freehold" tenure. The property is
notably totally occupied by tenants. It has a market value of $1.9 million considering
occupancy and lease agreements. It also has a market worth of $2.5 when complete
possession of the vacant property is taken into account. The property is worth $300,000 per
year in rental income. In addition, the property's insurance costs are $12500. The
property's advantages include its proximity to a major by-pass leading to the city center,
which makes it a suitable retail site. The property has no significant flaws that would
jeopardize its status as a commercial retail and rental property. Environmental rules are
putting the property in jeopardy. Political difficulties have put the property in jeopardy. It is
specifically positioned in an area that has been known to be targeted by protestors of
various movements. The biggest source of concern is the property's management, which is
quite complicated.
Property Listing Agreement

2. The property listing agreements of the latter property indicate the express permission of
the owner allowing the real estate agent to facilitate the transactions pertaining to the
property. Specifically, the commercial property has been listed for lease, thus, the goal of
the real estate agent is to identify a prospective client willing to lease the property based on
standard lease agreements.
Target Market
The target market of the commercial property comprises of the following:
Real Estate Holding Company
Trusts holding wealth for individuals
Individuals interested in the real estate industry
Industrial Property
Property Appraisal
The property is located at 62 Springhill Bottom Road, an industrial destination near the
railway station. It has well connected road network. The property It comprises of 2 floors
with industrial warehouse facilities and five office spaces. It also has 150 parking spaces.
The property is in an acceptable and satisfactory condition. Markedly, the property has a
total floor area of 23500 square feet. The tenure of the property is “freehold”. Notably, the
property is currently on lease to a small textile company. It has a market worth of $1.9
million when tenancy and leasing agreements are taken into account. It also has a market
worth of $4 million when complete possession of the vacant property is taken into account.
The property is worth $700,000 per year in rental income. In addition, the property will
cost $300,000 to insure. The property's merits are its proximity to a major industrial center
and its train connection, making it an ideal industrial location. he main source of concern is
the regulatory environment in which the industrial property operates, which may have an
impact on the property's future development.
Property Listing Agreement
The property listing agreements of the latter properties indicate the express permission of
the owner allowing the real estate agent to facilitate the transactions pertaining to the
property. Specifically, the residential property has been listed for sale by auction.
Target Market
The target market of the commercial property comprises of the following:
Real Estate Holding Company
Trusts holding wealth for individuals

3. Companies in the manufacturing sector
Companies with a significant production requirement
Firms requiring a combination of office and warehouse facilities
Marketing Plan For The Properties
The current section presents the marketing plan for each of the properties. It was done
through excel and attached in the ongoing report. The marketing plan covers the following
dimensions of each of the properties-the target stakeholders, communication of objectives,
comparison with competing properties and offers, the uniqueness of the property, the
budget, dissemination of the marketing plan, the timeline and other crucial metrics.
Table 1. Marketing Plan for the Commercial Property; (source: Author)
Marketing Plan for the Commercial Property
Targeted Clients
Real Estate Holding Company
Trusts holding wealth for individuals
Individuals interested in leasing the entire property
Objectives
To sell the property at the best price

4. To use the marketing budget optimally
To sell the property at no less than $60000
To spend less than $2000 to market the property
Comparative Analysis
Similar properties go for at least $600000
They used an average marketing budget of $1500
The property is located at the first row accessing the road
Uniqueness of the Property
It is located at the first row to a important highway

5. Budget
$2,000
Timeline
2 months
Performance Metrics
Impression of the property by prospective clients
Return on Investment upon sale
The ratio of the listing prices to the meeting price
The number and frequency of consultations about the property

6. Ratings of the property by clients
Marketing Resources
Web services and Hosting
Funds
Personnel
Strategies
Roles and Responsibilities of Personnel
Digital marketing specialist to ensure the property has an online presence
Marketing Manager to facilitate the marketing process

7. Communications assistant to facilitate information sharing
Owner serves to approve sales and negotiations
Marketing Activities
Identification of the prospective buyers
Creating a marketing plan
Allocating resources
Evaluating the efficacy of the marketing plan
Reviewing the marketing plan
Updating the marketing plan

8. Table 2. Marketing Plan for the Industrial Property;(Source; Author)
Marketing Plan for the Industrial Property
Targeted Clients
Companies in the manufacturing sector
Parties looking for office and warehouse space
real estate development companies
Firms looking to expand their production
Objectives
To sell the property at the best price
To use the marketing budget optimally

9. To sell the property at no less than $1.2 million
To spend less than $5000 to market the property
Comparative Analysis
Similar properties go for at least $1.1 million
The average marketing budget for similar properties is at least $4000
The property is well connected to the rail and road network
Uniqueness of the Property
It is nearest to the railway line and station
Budget

10. $5,000
Timeline
3 months
Performance Metrics
Impression of the property by prospective clients
Return on Investment upon sale
The ratio of the listing prices to the meeting price
The number and frequency of consultations about the property
Ratings of the property by clients

11. Marketing Resources
Web services and Hosting
Funds
Personnel
Strategies
Roles and Responsibilities of Personnel
Pulic speaking specialist to control the bidding process of the property
Marketing Manager to facilitate the marketing process
Communications assistant to facilitate information sharing

12. Owner serves to approve sales and negotiations
Marketing Activities
Identification of the prospective buyers
Creating a marketing plan
Allocating resources
Evaluating the efficacy of the marketing plan
Reviewing the marketing plan
Updating the marketing plan
Marketing Resources
The ensuing section presents the marketing resources pertaining to the commercial and
industrial properties. The resources are detailed in table 1 and 2 alongside the purpose of
the funds.

13. Roles And Responsibilities Of Under The Marketing Plan
The table below shows parties concerned in the marketing of the properties alongside their
roles and briefing status at the time of writing this report.
Marketing Activities And Performance Indicators
The following section details the marketing activities pertaining to the commercial and
industrial properties. The activities are presented in table 1 and 2 alongside their
performance indicators
Opportunities For Enhancement
The current marketing plan can be improved by adopting the following strategies:
Adding the value of the properties
Increasing the marketing budget
Adopting a marketing framework designed for the sale of property
Consulting specialist advisers on real estate marketing
Effectiveness Of Marketing Activities
The marketing activities of the current simulated working environment are effective
considering the marketing plan and the budget of the entire process. This is evident from a
cost benefit and comparison scrutiny of the marketing of similar properties.