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Sales planning is the process of allocating and managing sales resources to meet its marketing objectives. In This sample report we describe the sales strategy definition, techniques and different processes to increase the sales which are taking the organizations aligned towards its path of success.

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sample report

Sample Report

On

Sales Planning and Operations

table of contents

Table of Contents

INTRODUCTION .......................................................................................................................... 1

TASK 1 ........................................................................................................................................... 1

1.1 Role of personal selling in communication mix: .................................................................. 1

1.2 Personal selling affecting the buyer-decision process: ......................................................... 2

1.3 Sales team responsibilities within Halfords .......................................................................... 3

TASK 3 ........................................................................................................................................... 4

3.1 Roles of sales strategies on corporate objectives .................................................................. 4

3.2 Recruitment and Selection methods in companies providing medical equipments .............. 5

3.3 Companies ranking in satisfaction surveys ........................................................................... 5

3.4 Sales manager activities: ....................................................................................................... 7

3.5 Databases and its use within the business ............................................................................. 7

TASK 4 ........................................................................................................................................... 8

4.1Developing sales plan for Westfield Shopping Centre: ......................................................... 8

4.2 Opportunities present for selling out the plan in international market ................................. 8

4.3 Opportunities present through exhibitions and trade fairs: ................................................... 9

MERIT CRITERIA ....................................................................................................................... 10

M1& M3 ....................................................................................................................................... 10

M2 ................................................................................................................................................. 11

DISTINCTION CRITERIA .......................................................................................................... 11

D1 .................................................................................................................................................. 11

D2 .................................................................................................................................................. 12

D3 .................................................................................................................................................. 13

CONCLUSION ............................................................................................................................. 15

REFERENCES ............................................................................................................................. 16

introduction

INTRODUCTION

Sales Planning is a significant aspect of organizations. Companies in present scenario have

took measures in determining the various strategies linked to the services and products which

essentially defines the working linked with marketing techniques of the industry. With many of

the above related aspects and considering the different work and programs associated to marketing

strategies, organizations have evolved their marketing strategies for currently showings the more

defined. Companies facing tough competition have consistently relied on various methods which

brings up the marketing strategies more focused towards the overall marketing functions. Market

competition defines different working procedures to be related with directing the organization for

achieving its goals.

TASK 1

1.1 Role of personal selling in communication mix:

Marketing is currently impacted through personal selling involved and improves the selling

environment linked with consistent exposure with potential customers present. Through promotion

techniques describing the communication activities associated with advertising, personal selling,

sales promotions and other public relations, organizations provide its focus in making out its public

relations with various defined aspects (Parinello, 2004.). Personal selling basically involves

different seller who is currently trying to cover up potential buyer trying to make out purchases.

Personal selling encompasses different promotional activities which bring up the promotional or

communication mix having emphasis on each and every element linked with different products

and services. Characteristics associated with consumers and currently working on through

consumer resources currently manages the company size and different competitive strengths and

weaknesses which bring up the associated style of management.

Personal selling tasks includes out various aggressive sale associated which are influencing

and controlling the processes through mutually beneficial, interpersonal exchange through various

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goods and services presenting out an equitable

goods and services presenting out an equitable defined value (Barschel, 2007). Through being

successful through personal sales, sales people associated with the firm consistently decide the

selling needs and requirements of customer. Selling is defined out as continuous interaction

existing between the items having different value making them out get exchanged.

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Sample Report on Sales Planning and

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Operations

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1.2 Personal selling affecting the buyer-decision process:

Personal selling process consists of several steps. They mainly focus on different needs

and aspirations of customer. Interactions are based on fulfilling different needs of people with

products or service being paid or delivered to them. Stages of buyer decision making process are

as follows:

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need recognition in any industry it is essential

Need Recognition: In any industry it is essential to go with the proper marketing of all

their products in order to achieve their target (Gupta, 2009). Need of products identified

by the buyers from any of the source are required such as advertising, sales promotions,

public relation etc.

Information search: Company needs to provide all the information about their products.

It is essential for them to search for the products they are required and company should

satisfy all their needs.

Evaluation of alternatives: Consumers try to assess the different alternatives of the

products or services that are available into the marketplace.

Purchase: In this, all the requirements of the customers being identified and purchasing

are being done by them in order to meet out those needs.

Sales people can easily make their impact over this process and it is very important for them to

follow all these stages (Dunn and Huss, 2004). In order to make a successful sale, sales people

can give different presentations on the selling item such as laptop, computers etc. They can give

proper information about these products such as their benefits, features and competencies as

well. In addition to this there are various products that cannot be replicated in case of personal

selling. Sales of different products such as accessories, fashion apparel etc. Totally depends upon

the customer's choice.

1.3 Sales team responsibilities within Halfords:

There are various responsibilities of the sales team of Halfords are as follows:

One of the most important priorities is to develop good relations with all their customers.

They can easily achieve their target by maintaining good relations with them.

Provide all essential information related to their products and offerings in an appropriate

manner (Barschel, 2007).

Customer achievement

Establishment of personal deliverables

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one of the most important duties of the sales

One of the most important duties of the sales team is to manage their own territory.

Gaining leads of sales

Time management needs to appropriate

Better execution of selling process

In addition to this it is one of the most important roles of all the sales team members to set

out their marketing strategy. Various promotional activities can be conducted and better results

can be gained with the help of all these members. They can easily segment the market and supports

in developing different marketing strategy. These strategies can be adopted by them after the

proper market analysis (Schuller, 2004). It is necessary to consider different set of factors such as

market trends, market position, buying behaviour and various other factors. The main

responsibility of the sales team is to implement a market plan through which they can increase the

overall sales volume of the Halfords.

TASK 3

3.1 Roles of sales strategies on corporate objectives

In order to achieve the target of company it is much more essential to develop certain set

of strategies. In all of these strategies a certain set of sales strategy have been associated with this

context. It will help in attaining the overall corporate objectives. It can be easily describe with the

help of boosting the competency of the firm. Tesco needs to enhance their market share in order

to gain higher competitive advantage. One of the most important tasks for the company is to set

their sales strategy (Graham, 2008). Company can easily posses their corporate objectives and by

offering different products that is being demanded by customers. Rise in sales of Tesco leads to

rise in their profit margin. Sales strategies are developed in order to gain the market share and

profitability of the firm. It is also helps in increasing awareness among target customers and it will

boost the overall profitability of the company. Firm can set this according to the latest market

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trends one of the most important tasks

trends. One of the most important tasks of any industry is to design their marketing strategiesby

considering the market trends and buyer behaviour of the consumers.

3.2 Recruitment and Selection methods in companies providing medical equipments

Recruiting right candidates for the organization is one of the most important tasks in order

to achieve their target. It can be defined as hiring and finding for the most suitable candidates.

Recruitment is a process of filling job vacancies in a cost effective manner along with a particular

time frame (Wise and Sirohi, 2005). It helps the company in easily achieving their target and

profitability of firm. Company needs to recruit several trained and experienced people for their

firm so that they can perform better and helps the company in achieving their target. In addition to

this, Selection could be defined as processes which involves in choosing an applicants from the

defined processes. In any set job openings from the pool of employees when best fitted and suitable

candidates are chosen than it can be defined as a selection.

In the medical equipment manufacturing company it is necessary to go with the very

précised recruitment and selection process. It helps them in assigning new candidates for the

purpose of selling specialized medical equipments (Buckley, 2002). In this industry it is essential

that recruiting candidate have full knowledge about all the medical equipments. Sales people much

be familiar with all the related terms of medical as they are required to interact with the doctors

and medical practitioners. It will help the company in achieving their target with selling right

product to the right person.

3.3 Companies ranking in satisfaction surveys

Motivation is very crucial factor for any organization that is mainly directed and develops

goal oriented behaviour in an individual. It helps the employee to work in the organization with

full zeal and perform all the business operations with full efficiency. Management people of the

company as well as all the team leaders need to motivate their team member in order to perform

well for better attainment of all the goals (Ferrell, 2012). They can further implement several team

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building activities in order to motivate

building activities in order to motivate all the team members. Employees are able to meet out with

their sales target in an effective manner. In addition to this there are several monetary rewards that

are given by all the management people to their team members. It motivates them to work harder

and performing well for fulfilling their objectives. Job training is also very crucial part of any

industry. It will be offered to employees by engaging them in actual selling technique. Further

company can easily attain their objectives by giving proper job training to all their employees

(Gurau, 2008). Remuneration is a process through which all the sales peoples can put their efforts

for achieving the high remunerations value.

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3 4 sales manager activities

3.4 Sales manager activities:

In any industry it is much more essential to manage all the sales activities and it will assist

in gaining better distribution of work among sales people. For this purpose they need to follow the

geographical sales structure in which every territory will be divided on the basis of region. At the

time of implementation it is necessary to understand the overall requirements of the customers. It

will help in attaining all the objectives of the company. Sales management have been done with

properly managed sales activities at the time of developing and organizing it (Honeycutt, Ford and

Simintiras, 2003). In addition to this, sales control measures are concerned with the different set

of practices. Better results can be attained through it with utilizing different set of practices such

as sales budget etc. Furthermore, perforce standard can be set out for the every territory so that

best results can be attained. Incentives and rewards are other methods through which company can

easily attract large pool of customers. Sales target can be attained in the best manner and it helps

the company in increasing their market share.

3.5 Databases and its use within the business:

Database management is significant aspect linked with the organizations. Databases such as

the MIS(Management Information System) are extensively utilized in for increasing out the sales

linked with persons and working on efficient sales management system, consequently making the

people that are associated with business (Craig and Campbell, 2012). Database management helps

in retention of customers with quickly making them aligned to different processes and procedures.

Solving the different complaints of consumers through an efficient database system would be much

easier and faster. Data protection and other security techniques are involved within efficient

functioning are utilized as possible benefits coming under databases applied within sales

management.

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task 4

TASK 4

4.1Developing sales plan for Westfield Shopping Centre:

Sales plan are extensively essential for different products. For clothing brand such as

Westfield Shopping Centre, sales plan consists of directly applying interaction with customer

moving in the store (Gupta, 2009). In order to launch a new brand of clothing various marketing

strategies have been adopted by Westfield Shopping Centre. Various business practices will be

taken into account in order to gain high amount of attention from all the customers. For proper

launching of new product various promotional activities are taken into consideration through

which people can get more about the product. Company needs to place hoardings for their new

brand at different places. Today's young generation people spend their high amount of time on

social networking sites and it is one of the most effective source through which they can promote

their product. It is the best advertising channel and prominent source through which company can

develop their own identity (Colletti and Fiss, 2001). All these promotional activities are offered

with the different price range and it will help them in raising number of interested customers. In

addition to this various offers can also be presented and it can be easily communicated with all the

customers. There are various lucrative offers and schemes given to all the customers wants to

purchase that brand. Furthermore, company can adopt sound distribution strategy in order to

provide that new brand to consumers. It will be easily available and convenient for customers.

They can provide these services at various shopping malls, boutique and other related place. With

this practice, better selling decision can be taken and overall sales volume of the clothing brand

will be increased in a considerable amount of time frame.

4.2 Opportunities present for selling out the plan in international market:

With vast clothing market present overseas, Westfield Shopping Centre could extensively

utilize the market opportunities dwelling in different recognizable areas(Homburg and et. al.,

2009). Through applying these worked out roles and responsibilities, companies such as Westfield

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shopping centre provides exclusive and well

Shopping Centre provides exclusive and well defined efforts which increase the business. Clothing

market is unpredictable, making outstanding and overall enhanced markets provides the

organizations with exciting opportunities present in the market. Through increasing sales with

covering more and more customers toward the defined roles within the companies, organizations

within current industry practices are more focused on providing increased efforts working towards

the benefits linked to expanding the business plans

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4.3 Opportunities present through exhibitions and trade fairs:

Trade exhibitions and other trade fairs operating within the economy provide a distinct

method of expanding the plans linked with overall improved and enhanced services which brings

in more interactive and distinct strategies associated with functioning of processes (Ferrell, 2012).

Through making the companies aligned to various interactive strategies, organizations provide

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overall exclusive methods for designing distinct

overall exclusive methods for designing distinct roles and responsibilities attached (Gupta, 2009).

With having the different worked out objectives, trade fairs and exhibitions provides the

companies through all over various aspects linked with progress of the business.

MERIT CRITERIA

M1& M3

Social media marketing is one of the most effective tool through which company can

increase their sales. In order to gain high amount of attention from the target customers it is

essential to promote all the services with different social media sites such as Facebook, Google+,

and Twitter etc. It plays a critical role in achieving high success and developing better relation

with all the customers. Companies can further maintain good relation with all their customers with

proper interaction (Barschel, 2007). It is very cost effective method and easy to develop good

relations with customers. There are several benefits that social media presents to sales managers

over regular face-to-face selling. These are as follows:

Creating high awareness among all the customers related to their products and services

Better sharing of ideas

Real time communication

Various lucrative offers and schemes can be easily promoted through these sites

Maintaining good relation with

In addition to this there are certain limitations of accessing these sites such as:

Low influence

restricted to online users only

Regular follow up etc.

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slide13

M2

Qualitative sales management technique mainly includes the communication skills and

body language of the sales person. In any business it is necessary to provide full information about

the product and for this purpose the level of selling tactics and level of information provided to

customers' needs to be high (Dent, 2011). It helps them in influencing large number of customers.

Sales people can get various benefits of this technique such as better influencing to customers,

increase in brand value etc. Barclay's PLC utilizes this concept in order to gain high response from

all their target customers.

Furthermore, quantitative technique includes sales budget, total to be earned and various other

factors. There are various benefits of using this technique such as increasing market share of the

company as well as increasing profit margin. Company can gain highly competitive advantage and

effective achievement of their target (Schuller, 2004). One of the major drawback of using this

technique is it posses higher pressure over all the sales people. Barclays with quantitative sales

management technique easily gain their efficiency level. It will help them in effectively managing

all their business operations.

DISTINCTION CRITERIA

D1

Personal selling has a major impact on the online shopping technique being applied by the

organizations towards different roles and responsibilities defined. Personal selling could be

effective for the companies in long run through well organized plans leading to success of

organizations. Difficulties and complication faced out by personal selling more focuses on

different positions being provided to managers within the organizations (Fifield, 2012). Through

making out various uses linked with personal selling, companies present in these industries focuses

on providing more increased efforts which provides and enhances various functionalities linked to

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the processes which focuses more on providing

the processes which focuses more on providing different aspects such as social selling with better

communication of workforces with targets and objectives set for various causes.

D2

Singapore Airlines is focusing on both methods of internal and external recruitment. With

economic and political impact on airline industry, recruitment within airline companies have been

major issues linked with employee retentions. This employee retention has been significant aspect

involved with overall increased functions totally relying on various roles and responsibilities being

discussed (Wise and Sirohi, 2005). Organizations in airline industry are currently focusing on

working of improved measures with retaining more and more employees consistently providing

more enhanced and improved measures which brings the companies towards a way of success.

Through working on internal recruitment within employee retention, these improved techniques

present currently on more focused organizations, provides an overall improved measures which

brings up the companies with more defined techniques and procedures. Through different specific

techniques such as continuously interacting with employees through questionnaires, taking on exit

interviews are also included within these defined processes which brings the organization towards

the path of success.

Singapore airlines are currently more focused on internal recruitment methods being

worked out by the organizations. Through consistently working on different objectives defined,

the airline companies have currently provided on different aims and procedures which make the

organization flourish through the path of success (Vignali,,2001). Singapore airlines should also

focus on interactive strategies being offered through various human resource functions. Airlines

companies and different organizations operating in the airline industry are more focused on

interactive strategies and roles being offered to companies through various human resource

functions. Consistently providing different alternatives linked to the industry, these companies

present provides an overall development of the workforce, through more increased and interactive

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efforts with internal recruitment methods

efforts. With internal recruitment methods and consistently applying the different marketing

techniques, these organizations present provides an overall improved methods of consistently

aligning the workforce to different strategies defined. Having these defined procedures and

interactive strategies aligned, this strategies provides an enhanced and more improved measures

which consistently provides the organization with overall defined and worked out objectives

(Brooks and Simkin, 2012). Making the companies completely aligned towards various objectives,

the company such as Singapore airlines provides an altogether distinct aims which makes the

organizations flourish through the path of success.

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D3

Trade exhibitions form ansignificant part of interactive marketing strategy being applied

well through the organization through consistent trade exhibitions that are going within the market.

Through more improved technology, trade exhibitions such as Mortar Perfecta could be

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extensively utilized within the companies

extensively utilized within the companies for making these functional with different and more and

more extensive marketing strategies which bring forward various aspects linked with overall

functioning of the companies (Schuller, 2004). Having more developed planned activities, the

organizations present in displaying their interactive marketing strategies focus on providing more

enhanced ways associated with different preparation techniques working forward to function on

different and defined exhibitions. With consistent activities being planned and various procedures

applied for effective functioning of various dominant policies imparted brings out these various

objectives defined out for different objectives operating within the market.

Planned activities for making the companies focused towards providing enhanced

measures. Through making the companies directed on providing distinct patterns of planned

activities, organizations. Attending these exhibitions and events, proper planned activity is

required to be provided through the first developing an interactive plan, deciding the set times

frame for each and every activity. Firstly the defined activities include the tracking an outdoor

decided area which brings together various functions and roles associated with bringing in the

individual joined efforts towards continuously providing different defined aims and objectives

(Dunn and Huss, 2004). After working on defined timeline, the objectives set for marketing the

clothing products aggressively within the markets is also considered under various defined aims

which makes the organizations flourish and progress towards the path of success. With these

planned activities and worked out aims and objectives designed, organizations within the clothing

market are providing for different planned activities which currently provide enhancing

techniques. These planned activities defined out for the working and taking initiatives based on

different processes focuses on providing more increased and worked out measures which are

taking the organizations aligned towards its path of success.

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conclusion

CONCLUSION

Sales planning are significant aspect linked to the functioning of organizations. Companies

in present context are looking for more distinct and innovative techniques of covering up the

marketing strategies associated with increasing different needs and aspirations of the workforce

towards providing an increase in the sales through the business.

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references

REFERENCES

Barschel, H., 2007. B2B versus B2C Marketing – Major Differences Along the Supply Chain of

Fast Moving Consumer Goods (FMCG). GRIN Verlag.

Boone, E, L., 2012. Contemporary Marketing.16th ed. Cengage Learning.

Bragg, S.M., 2009. Controllership: The Work of the Managerial Accountant. John Wiley and

Sons.

Brooks, N. and Simkin, L., 2012. Judging marketing mix effectiveness.Marketing Intelligence &

Planning.30(5).pp.494–514.

Buckley, P., 2002. International Business versus International Marketing.International

Marketing Review.19(1). pp. 16-20.

Colletti, J.A. and Fiss, M.S., 2001. Compensating New Sales Roles: How to Design Rewards

that Work in Today's ...American Management Association.

Craig, T, and Campbell, D., 2012. Organisations and the Business Environment.2nd ed.

Routledge.

Dent, J., 2011.Distribution Channels: Understanding and Managing Channels to Market.Kogan

Page Publishers.

Dunn, K. and Huss, H., 2004. Mail survey reliability through follow-up mailings: the case of

auditor changes. Managerial Auditing Journal. 19( 8). pp.1048–1054.

Ferrell, C, O., 2012. Marketing Strategy Text and Cases.6th ed. Cengage Learning.

Fifield, P., 2012. Marketing Strategy.3rd ed. Routledge.

Graham, H., 2008. Marketing Strategy and Competitive Positioning.Pearson Education.

Grieves., 2006. Product Lifecycle Mgmt. Tata McGraw-Hill Education.

Gupta, L, S., 2009. Sales and Distribution Management.Excel Books India.

Gurau, C., 2008. Integrated online marketing communication: implementation and management.

Journal of Communication and Management.12(2). pp. 169-184.

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homburg c and et al 2009 implementing

Homburg, C, and et. al., 2009. Implementing the Marketing Concept at the Employee –

Customer Interface: The Role of Customer Need Knowledge. American Marketing

Association.73(4). pp. 64-81.

Honeycutt, E.D., Ford, J.B. and Simintiras, A.C., 2003. Sales Management: A Global

Perspective., Psychology Press.

Schuller, N., 2004. Urban growth and community safety: developing the impact assessment

approach for crime and disorder. Safer Communities.3(4).pp.4–

Vignali, C., 2001. Kellogg’s – internationalisation versus globalisation of the marketing mix.

British Food Journal.103(2).pp.112–130.

Wise, R. and Sirohi, N., 2005. Finding the best marketing mix.Journal of Business

Strategy.26(6).pp.10 –11

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