Sales Planning

This presentation covers various aspects of sales planning, including personal selling in the promotional mix, buyer behavior and decision making process, role of sales team within marketing strategy, and sales presentation for selected products and services. It provides insights into the importance of each element and how they contribute to the overall sales strategy. The presentation also includes information about a specific product, Samsung Gear 2, and its sales objectives, target customers, competitors, pricing, and promotional methods.

SALES PLANNING
TASK 1

a) Personal selling in promotional mix
Promotional mix is basically a marketing tool, used to activate sales and
generate profits. It is among the 4 P's of the marketing mix, which helps in
the timely achievement of set objectives by the organization. It involves
communicating to the clients by broadcasting information of a company,
brand, or products.
It mainly consists of total five parts, that includes-
Personal Selling- It refers to make a direct communication with the prospective
customer in order to sell a product. It is a quite expensive method, which
involves meetings and telephonic marketing, etc.
Advertising- It refers to non personal selling of products by making
advertisements in varied number of media outlets like magazines and
websites, etc. It is a one way communication with client.

Continued...
Direct Marketing- It refers to advertise through direct mails or e mails by
announcing special offers on products, etc. The focus of direct marketing is to
generate leads for the sales representatives of the company by targeting the
prospective customers.
Sales Promotion- It refers to nourish the purchase and sales of a company's
product. The main objective is to inform the potential customers about any
new product or services and make increase in sales by introducing coupons
and sample products, etc.
Public Relations- It refers to make campaigns to create a positive corporate
image in the business, especially among the targeted customer's. It involves
making charity and donations, etc.

b) Buyer behaviour and decision making process
A buyer faces different situations with certain factors affecting the decision making
process of the buyer, at the time of purchasing a product, which mainly concludes-
New Buy- It defines situation where the buyer purchases a product for the first time. It
requires more significant information and participation by the supplier in order to
convince the buyer. It is affected by the “Social factor” of buying a thing defining
the culture or some sort of family influence behind choosing a product or service.
Straight Re buy- It defines the situation when the buyer again orders the same product,
without seeking other suppliers to investigate more about the product. It is influenced
by the “Personal factor” which denotes an individual preference that varies from
person to person, depending upon the age, likes and dislikes of a person.

c. Role of sales team within marketing strategy
Sales and marketing team are always advised to work coherently. They
together reflects the same role of showing efficiency of their products
to the customers. Thus, it is the best approach to timely achieve the
organizational goals and objectives. The two main roles of the teams
are-
Communicator- The sales representatives needs to be a good
communicator in order to begin an effective conversation with the
customer and end to make a successful closure of sales.
Problem solver- They should together attain the quality of handling the
queries of the customer by knowing their issues and quickly resolve
them.

Characterstics of Sales Adviser
To effectively perform these roles, one needs to essentially possess few characteristics of-
Time management- IT is required that sales personnel must manage their time effectively so
that they can able to meet make up with the appointment of clients.
Good communication skill- Further, sales adviser must have sound communication skill in order
to influence the customer and also to make them buy particular set o products. It is one of the
key requirement that helps the personnel in meeting with their target.
Leadership- One need to lead a team for attaining the sales target and therefore leadership skills
is must.
Motivator: Sales adviser need to motivate employees in order to achieve target and boost sales
on regular basis. Also, he need to be self motivated in order to work under high pressure.
Tackle with negative situation: sales personnel should be good in tracking negative situation.

d. Sales presentation for the selected products and services
Introduction to the chosen product
The product chosen for presentation is Samsung gear 2. It is the smart watch
which has following features:
The users can send SMS, MMS and email through the given watch.
It has inbuilt integrated heart rate sensor which helps in monitoring the health of
buyers.
It has 2 mega pixel camera
It has MP3 player as well as it also has photo viewer option.
Primary sales objective of the product
To raise the sales of Samsung gear 2 watch by 20% in United kingdom market
within the period of two years.

Continued...
Target customers
These are the customers to whom which the firm will focuses upon. Thus, the
target customers of Samsung gear 2 watch will be following:
Young buyer: The buyers who ages between 20-34 year will be regarded as the
targeted customers.
Old buyers: The watch possess heat rate sensor which helps in giving
information about the heat rate of buyers. It is being regarded as one of the
most fruitful option for the old buyers.
Potential competitor
The organization faces competition from the firm such as Apple and Motto etc
which also offers the same type of products and services which is being given
by the firm.

Continued...
Proposed price with brief justification
The product will be availed by buyers at 239 euros. The given prices will cover
all the cost which firm has incurred during the process of manufacturing the
respective product.
Methods for promoting the product
With an aim to give the information about the product, promotional tool such as
placing ads in social networking site will be used. With the help of respective
mean, corporation can attract large number of its targeted buyers.
Concluding remark
By working as per above mentioned sales plan, benefit can be gained by
Samsung in the form of increased profits and sales.

References
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