Sales Planning

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.