[PDF] Sales Management : Assignment

Added on - 24 Apr 2021

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Running head: SALES MANAGEMENTSales ManagementName of the Student:Name of the University:Author’s Note:
1SALES MANAGEMENTTable of ContentsIntroduction......................................................................................................................................2Form 1..............................................................................................................................................3Form 2..............................................................................................................................................6Form 3..............................................................................................................................................8Form 4............................................................................................................................................11Form 5............................................................................................................................................13Rationale for the Plan....................................................................................................................16Reference List and Bibliography...................................................................................................17
2SALES MANAGEMENTIntroductionIn the modern economy, there are several organizations that are operational and each oneof them have the idea of increasing their market share and increase their level of profit byincreasing their level of sales (Rochaet al.2016). It is due to this fact that sales management is akey concern for most of the companies and therefore every one of them have their different andunique strategies with the help of which they can increase their level of sales.In accordance to this topic, the organization that has been taken into consideration isC&C Group which is an Ireland based organization. C&C Group Plc in the previous time hadtheir name as Cantrell & Cochrane Limited, which is the producer, distributor and marketer ofalcoholic drinks especially ciders. C&C Group produces Bulmers which is the leading Irishcider brand, Magners the well-known international cider brand and the C&C brand has variouskinds of English Ciders and the Tennent’s beer brand. C&C Group has their headquarters inDublin and their manufacturing units are located in various parts of Europe mostly in Ireland.The organization is registered under the Irish Stock Exchange and has been functioning in aneffective manner for a very long time in the global economy. The company even manufacturesbeer and other non-alcoholic drinks and thereby have been trying the capture the market of thenon-alcoholic customers. The organization has a key account plan with the help of which thecompany has been functioning all their operational activities in a precise and effective manner.There are several risks that are associated to the operational activities of every company andtherefore it becomes pertinent for any organization to construct plans and polices with the help ofwhich they would be able to mitigate the risks (Nakauchi and Wiersema 2015). The costs that areassociated to the various products that have been manufactured needs to be recorded in order tohave an idea about the profit margin that have been attained. There are several products that are
3SALES MANAGEMENTmanufactured by the company and it is essential for the organization to understand the profit thatis attained from each of the products. Therefore, the short term objective is to assess the volumeof the production, the value of the product and the margin of the product every year (Larrañeta,Zahra and Galán González 2014). The strategies and the tactics that are followed by C&C Groupwould even be assessed in order to have an idea about the plans and strategies are ideal and theones that requires to be changed in order to improve the efficiency of the business. The paperwould even addresses the key activities that is undertaken by the company over a year in order tohave knowledge about how the company operates their business. The following sectionaddresses the suitable framework and the structure that is essential to develop a one year accountplan.Form 1Short-term objectivesVolumeValueGross MarginCommentaryt+1t+1t+1CiderMagners –90000 mlannuallyBulmers-75000 mlannuallyChaplin &Corks- 57000ml annuallyWoodchuck –101200 mlannuallyWyder’s-48000 mlannuallyHornsby’s-93000 mlannuallyCiderMagners –5.28Bulmers-Chaplin &Corks-€ 4.37Woodchuck –€ 4.00Wyder’s-3.90Hornsby’s-2.83Blackhorn-4.00Olde English-€3.90Addlestones-Montano-€5.20CiderMagners –1.40Bulmers-Chaplin &Corks-€ 0.50Woodchuck –€ 0.30Wyder’s-1.25Hornsby’s-0.50Blackhorn-1.00Olde English-€1.30Addlestones-Montano-€3.20The short termobjective has been tomaintain effectivebrandmarketcombinations in thecore locations withthe help of customerinvestmentandbranding with thehelp of leveragingwholesale platformsand creating a highpremiumbrandportfolio (Ruff 2015).
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