Text Generation and Analysis

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Sales Planning and Operations

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
1.1 Enhancement of advertising and sales promotions activities at Electro Cars Ltd. by
Personal selling............................................................................................................................1
1.2 In context with B2B and B2C comparing of buyer behaviour & decision-making process..2
1.3 Role of sales team in implementation of overall marketing strategy.....................................4
TASK 2............................................................................................................................................5
In PPT..........................................................................................................................................5
TASK 3............................................................................................................................................5
3.1 Aligning of sales objectives with corporate objectives..........................................................5
3.2 Importance of Recruitment & selection procedures for Acrylic Fabricators Ltd..................6
3.3 Role of motivation within Acrylic Fabricators Ltd................................................................7
3.4 Organising sales activities in order to control sales output....................................................8
3.5 Effective sales management can be supported by the use of databases...............................10
TASK 4..........................................................................................................................................11
4.1 Sales plan for a product of Curry’s in India.........................................................................11
4.2 Opportunities for selling internationally into emerging market i.e. India...........................12
4.3 Opportunities for using exhibitions/trade fairs within emerging market.............................13
CONCLUSION..............................................................................................................................14
REFERENCES..............................................................................................................................16

INTRODUCTION
Sales and Planning process accounts to be the integrated management procedure with
respect to business of an organization (Thomé, Sousa and Scavarda, 2014). All the functions
carried in an organization are continuously focussed, aligned and synchronized by the executive
team. Organizations as per the current trends try maintaining their competitive advantages over
other rivalry companies. In order to do so, identification, analysation, anticipation & satisfying
customer needs and requirements. Different marketing are implemented by organizations that
take in consideration many activities. In order to carry out strategies various sales and marketing
departments are assigned by organizations. So report briefly analyses roles of personal selling
within such implied marketing strategies. Also, various principles of selling processes applied by
cited organizations have been discussed. The cited organizations referred within report are
Electro Cars Ltd. , Acrylic Fabricators Ltd. and Currys. Also, the report also gives a detailed
knowledge about planning up of sales activity with respect to a particular product/services.
TASK 1
1.1 Enhancement of advertising and sales promotions activities at Electro Cars Ltd. by Personal
selling
Personal selling is the process of business where people sell products through direct
contact with the customer's. The goods are promoted through the style,, attitude, behaviour and
product appearance. They motivate people to purchase their products. There are various ways
through which it helps to promote sales promotion and advertising such as they directly promote
the customer to buy the products. As it is two way communication so details can be transferred
more effectively and efficiently. Moreover, it gain personal attention and demonstration is given
in details. Along with this, its an individual service and immediate feedback can be received by
the person. It provides more flexibility and confidence to the customers. Sales person can also
make new image of the company, brand and product.
Promotional activities at Electro Cars Ltd are supported by following methodologies:
(1).Personal Interactions: With aid of personal selling, interaction with buyers is enhanced.
Trust is able to penetrate within buyers (Heizer and Barry, 2013). Customer can
experience the product physically and visually that inculcates in them a feeling of
confidence & trustworthiness. Henceforth, as a result of this, customer will tend to get
attracted towards Electro Cars Ltd.
1

(2).Communicating two-ways : Required information can be provided to the customers
from sellers with aid of presentation about the desired products. With help of personal
communication, all doubts and queries of customers are cleared in accordance with
particular product.
(3).Responding in much better way: This accounts to be effective only, if consumers are
convinced by sellers in terms of quality of product (Goh and Eldridge, 2015). When
compared to other promotional activities, personal selling allows getting of far better
response from customer's side.
(4).Relationship development: Seller has to face diversified range of customers. In order
for establishment of strong relationship with customers, various tools are made applicable
by business.
(5).Convincing in much better way: Demonstration can be made to buyer regarding the
product from customers. Changes could also b e introduced within the product as desired
by customers from seller. Personal selling concept provides aid within the associated
promotional activities (Olhager, 2013). Trust is developed from side of customer over
organization since changes in products are made according to them.
1.2 In context with B2B and B2C comparing of buyer behaviour & decision-making process
These are the commercial transaction form. Business to consumers is where goods are
sold directly to the customers. However, the former one refers to business to business where
product is sold for another business. Customers plays key role in the B2C while sales is
important for the B2B. In B2B, purchasing process, transactions is considered as difficult task.
Moreover, it has more complex structures. B2C transaction are more easy, they sales are more
and they have low level of transaction.
Customers basically undergo through five stages while purchasing a product. These
stages have been mentioned below:
(1).Recognizing need: Need is the root cause for purchasing of product. If any sort of
problem is recognized by customer, then, level of importance of that particular need is
found out. For example, if customer wants that his car should be maintained monthly
provided the costing involved should be affordable. So definitely pricing will play an
important role. SO, if Electro Cars are providing this service that too at an affordable &
2

agreeable price then, customers will definitely be attracted towards it in terms of quality
and assurance.
(2).Information searching : Customers usually seek the situation in which problem occurs.
So, with respect to this particular case, the servicing and maintenance of car will
definitely require plenty of information (Alvekrans and et.al., 2016). Two type of
information that internal & external come in consideration of it. Internal is already
present information within a consumer. External information is gained with aid of friends
and family. This is usually encountered from experience. If customer has a good
experience at Electro Cars Ltd. then, he will recommend the same organization to his
family & friends.
(3).Evaluating alternatively: Evaluation is done by customer in accordance with the
servicing and maintenance of his car after getting ample of information. The buying
behaviour of consumer is hugely attracted towards that company which offers him with
highly qualified service that too at an affordable price.
(4).Purchasing: The particular product or service that will significantly serve the desired
needs & wants of customers will be finally purchased from his side.
(5).Evaluating post purchasing: Evaluation is done by custom er over the purchased
product (Fleischmann, Meyr and Wagner, 2015). If he is not satisfied up to the mark
then, same decision will be followed by him while making next purchase.
B2B B2C
For excellency, industry-jargon could be
utilized.
For excellency, should be relatable to
customers thereby using simplified
methodologies to ease their work.
Efficient task-handling and expertising in them
is seeked usually.
Dealings & entertaining methodologies are
focussed.
Purchasing process is likely to be rational as
well as logical.
Emotional driven choices are involved.
3

Consistently educate themselves for achieving
expertise in every task.
They are self-focussed laying attention only
towards entertaining themselves.
Close relationship building with the associated
brands is mainly focussed.
No close relationships are observed.
Contracts made last for longer time period for
months, years.
Shorter time span, even a few minutes.
Lack time & content for creation. Because of greater budget for advertising,
product could be spread across easily.
Customers are related to B2B sales. Businesses are related to B2B sales. Pricing, consignment
size, sales & purchasing methodologies, purchasing decisions, product benefit and image of
brand are some of factors hat have a huge impact over B2B & B2C buying decisions. For
example, if B2C strategy is adopted by Electro cars for selling their SUV model, on requirement
of monthly maintenance & servicing of car by customer, over pricing focus will be paid. On the
other hand, B2B gets constrained through bid-purchasing methodology.
1.3 Role of sales team in implementation of overall marketing strategy
For allowing the products of Electro Cars to reach out potential customers marketing
strategy is built up by cited company. So, marketing mix in terms of product, price, place &
promotion, is created b y cited organization. To accomplish this a sales team is recruited for
focussing product-sales of Electro Cars.
The significance of the sales team lies in the fact that the position of a business will be
driven towards excellence thereby keeping it more prone towards success. It is accountable for
strengthening of trust with context to customers. In order to provide new customers effective
interaction and making them understand the service/product better, sales team is responsible.
They create an overall image of the brand on the minds of customers. Also, in addition to this,
re-engaging of previous employees via promotion, formulation of discounts, enhancing
communication, all lie in the hands of sales team.
The sales team of Electro Cars is responsible for enhancing the sales of their associated
products. Increased sales have a direct & positive impact over profits of an organization. They
posses a direct connection with consumers. So, all their issues or queries are being solved by
4

members of sales team. Different information in accordance with organization such as its brand
image, reputation, popularity & demand in market is given to customers by sales representative.
(Ganesan, 2015) So, the cited organization is able to maintain its reputation & brand image in
the market with their help. Customers of Electro cars continue trusting it as a result of follow up
conversations with sales-representative with reference to brand new products from Electro Cars
Ltd.
Further, sales team helps in making the brand awareness and promoting the sales. They
have deep understanding about the products and services. Moreover, they have better and
creative ways to promote the business. They can effectively analyse the market situations and
can effectively understand the market conditions(Consumer's behaviours) to sell the products.
They have more knowledge about the existing potential customers. They can effectively achieve
the sales target and can support the company to achieve their objectives.
TASK 2
In PPT
TASK 3
3.1 Aligning of sales objectives with corporate objectives
Acrylic Fabricators Ltd. Is famous for its products such as polymer cups, teaspoons,
knives & forks within industry of catering business. In accordance with the growing fast food
sectors, following illustrated strategies could be adopted by cited firm: Differentiate from customers: In order to face the tough competition of today's modern
world where every one loves eating fast food, cited company should mainly focus upon
enhancing their quality so that customers are gradually attracted towards them. The
products of cited organization should be easily available and conveniently purchasable.
Premium quality can be used as an effective parameter to get differentiated from others. Maintenance of relationship with customers: Acrylic Fabricators should mainly focus
upon the customers in association with it. Customers are the one who affect the sales &
profits of an organization (Bichou, 2014). So, properly maintaining relationship with
customers, is a major point of concern & utterly important. If cited organization is able to
satisfy customers in terms of both quality and quantity of food served then, brand loyalty
will be achieved from the customer's side.
5

 Evaluation of effectiveness in planning done periodically: Daily issues have to be
managed effectively by cited company in order for achievement of set objectives and
goals. To determine the effectiveness of implied plan, analysation has to be done
frequently.
Following is stated the MOST hierarchy for Acrylic Fabricators Ltd. :
(1).Mission : Developing strong and trustworthy relationship with customers.
(2).Objective: To serve as a tough competitor in fast growing industry of fast food.
(3).Strategy: To apply product development and market penetration strategies for increasing
the customer base.
(4).Tactics: To grab the attention of more customers by offering premium quality products
that too at a significant price desired task will be achieved.
In order for aligning the sales strategies with the corporate objectives set by Acrylic
Fabricators, following frame work could be utilized :-
“Recruitment → Attracting, Screening, Selecting methodology”
If Acrylic Fabricators follows this framework then it would be able to gather a efficient
customer base thereby enhancing the sales & profits. Recruitment basically involves three
methodologies. The deserving candidates needs to be attracted so that highly skilled people are
assigned to carry on with sales regarding a product. For this, they need to be realised the ample
of benefits associated with the specific tasks. Furthermore, screening of the recruited candidates
is done based upon the specifications of sales team job. For example, if vacancy for sales
management trainee is there then, the screening should be based upon the management skills in
him. Also, the skills which he managed to attain in previous organization should be assessed.
The candidate needs to have the capability of working in team. So, communication skills and
interpersonal skills need to be present in candidate in ample amount in order to build effective
relationships with customers. Then, the desired selection method should be organizing of group
discussions and then personally interviewing them for final selection. Henceforth, choosing this
methodology will ensure that the set objectives of cited organization have been achieved.
3.2 Importance of Recruitment & selection procedures for Acrylic Fabricators Ltd.
Recruitment accounts to be the most important procedure within organization of any
sector. In it, identification of those employees is done who will be best suited to serve the
purpose of cited organization (Swink and et.al., 2014). Vacant posts that exist within an
6

organization are able to be filled up. Also, the identification of skills & knowledge is done with
aid of recruitment process. If employees effectively follow a systematic sequence then, then they
are able to perform their duties in an efficient manner. An organization can attain success if it is
able to employ potential & efficient customers. The organization of Acrylic Fabricators Ltd.
should appoint such candidates who are very much familiar with organization. That selected
candidate should have ample of knowledge regarding the areas dealt by cited company.
Deserving candidate shall be selected who is efficient enough for achievement of the
organizational purpose. For example, if appropriate candidate is selected then, Acrylic
Fabricators will be able to reduce their costings with betterment provided by efficient candidate
selection. In order to gain loyalty from customers, delivering of enhanced and effective services
will provide help. Selection of efficient and deserving candidates with diversified skills will help
the cited organization to enhance their growth rate.
The significance of recruitment and selection procedures lies in the fact that it acts as
filter for eliminating non-deserving candidates since upon advertising a particular job vacancy,
ample of applicants are attracted. Candidates further get screened within the selection stage of
group discussion and personal interviews. In addition, the potentials of individual candidate gets
assess leading to selection of most appropriate one satisfying all the perspectives of job thereby
showcasing his capability and adaptability towards job.
For the recruitment & selection procedures in the company there are different process
adopted. Some of these are making strategic planning, preparing job-analysis, job-discription,
person specification. Further, they identify different sources where through which recruitment
and selection process should be made so that maximum people can come for the selection
criteria. Besides this, they need to identify the best tools which can help to establish the process
in more effective and efficient way.
3.3 Role of motivation within Acrylic Fabricators Ltd.
A very important role is played by motivation in the growth of an organization. So,
Acrylic Fabricators is also affected hugely when proper motivation is given to employees.
Efficiency of individual is impacted by ability & willingness for working. Motivation
affects the willingness of working and ability is achieved as a result of proper education &
training.
7

A very positive attitude is able to be maintained within an organization environment with
help of motivation. There occurs times when due to low and profits employees of cited firm get
demotivated. But leader & managers working at Acrylic Fabricators make use of effective
motivational theories to keep up the spirits of employee (Mangkuharjo, Hidayat and Wee, 2015).
Such a positive work culture of employees allow the employee to keep a positive attitude
towards every problem. They are able to stay motivated towards every change that has to be
adopted by organization in order to deal with various situations. Consistently motivating the
employees to perform their assigned job in effective manner will ensure that the company is able
to achieve their set goals and targets in shorter time-span. Furthermore, this will also create a
positiuve impavct upon other applying candidates that employees of, for example Acrylic
Fabricators, are happy with the treatment given to them inside the company.
Maslow's theory could be utilised for motivating employees at acrylic Fabricators Ltd. It
has been briefed below:
 Physiological needs: Cited firm should offer employees with basic needs of food, air,
shelter etc.
 Safety needs: Workers should be provided a safe working environment.
 Social needs: A very warm & pleasant environment should be provided to workers for
working
 Esteem needs: Deserving employees should be rewarded and credited.
 Self-actualization needs: Employees shall be offered different opportunities to realise
their own growth within the organization.
Furthermore, training shall be regularly given to employees so that they are able to
enhance their skills. This enhancement will provide them further motivation. If impressive
performances are shown by employees during their training time then, rewards shall be awarded
to such candidates that enhancing employee remuneration (Shujaat, Cheema and Manzour,
2014). This way employees will be further motivated to carry on their duties in a more
systematic approach. For example, at Acrylic Fabricators, if a particular employee is found out to
be devoted towards his assigned tasks then he could be provided bonus. Or rewarding could be
done on the basis of units produced. Besides providing bonus, they shall also be appreciated
among the whole staff to set an example for other employees as well thereby motivating them to
effectively perform their tasks.
8

3.4 Organising sales activities in order to control sales output
It is essential for businesses to organize sales activities and direct the sales team so that
sales output could be controlled. However, with the help of this it would result in avoiding
wastage of resources and attain the desired goals. Further, detailed explanation of sales activities
could be done in relation to control the sales output and thus improve the business performance.
Also, scheduling the sales activity and arranging the same with suitable time frame so that cost
and other resources could be minimized (Chen-Ritzo and et.al., 2010). Acrylic Fabricators aims
to carry out effective sales activities and thus prepare a checklist so that different activities could
be performed in an effective way. Sales person of cited firm aims to adopt push and pull strategy
so that output could be controlled. It is essential for management of business to understand the
sales structures and territory design so that sales could be organized effectively and thus control
the output as well. Thus, it is essential for business to prepare proper budgeting and performance
appraisal so that sales could be improved in regard to control the sales output. It is essential for
them to undertake organizing sales activities and thus perform the business operations in an
effective and efficient manner (Bichou, 2014). Firm needs to organize sales activities so that
proper structuring of sales could be done and thus territory need to be fixed in which sales output
could be controlled till the produced products has been sold in market.
Following are the different activities which are involved in organizing sales activities so
that it helps in controlling the sales output such as- Sales territories- It involves the different customer groups and geographical areas for
which different sales team are provided the responsibility so that sales could be balanced
within the territory (Cherbakov and et.al., 2005). Structure- It is essential for cited firm to form appropriate structure which results in
providing instructions to the sales force and carry out controlling functions in sales output
so that best results could be attained.
 Sales quotas- Acrylic Fabricators helps in setting sales quotas so that set targets could be
attained in an appropriate time frame. Thus, at the time of setting sales quotas, manager
of cited firm could compare the past performance of firm (Dougherty and Gray, 2006).
Budgets helps in many ways as they help to evaluate the performance during the
particular period of time. Moreover, flexibility budgets can be used where figures are depended
on the actual data. It also helps to maintain the spending and saving of the company. Besides
9

this, budget which are set for the individual sales target, helps to identify the performance level
of the person. Through this, they may get performance appraisals. Helps to save the money for
the potential impact which can be faced in future. Promotes to produce extra money. It also
promotes the company statics that they can take loan or not. Through such ways budget can be
used to effectively control the sales output.
3.5 Effective sales management can be supported by the use of databases
Database is considered as the area where all the sales are being recorded. Thus, it is stated
as effective way through which organization is required to identify the effective sales
management practices so that customer details, sales records, profitability and target customer
base are recorded in such database which could be further used in order to record and manage
sales and profitability (Swink and et.al., 2014). Thus, it is the best way through which database
helps in enhancing effectiveness of sales management so that it helps in recording the sales and
profitability so that sales activities could be carried out in an effective way. Following are the
different ways through which sales management can be supported with the help of databases
such as- Identifying customer details- Acrylic Fabricators need to use databases so that they can
maintain proper record of customers so that it could be used in future. Scheduling- Here, management of firm needs to prepare schedules such as meeting with
customers, providing them product information in the form of demo etc. needs to be
schedules and thus databases could be used in terms of preparing schedules within firm
(Feng, Amours and Beauregard, 2008). Profitability and sales- Further, sales team of Acrylic Fabricators requires using
databases in order to maintain profitability and sales of firm. Thus, involving detailed
information results in carrying out personal sales meeting with customers so that it could
be recorded in databases and enhance the profitability of firm in market (Feng,’Amours
and Beauregard, 2010).
 Target marketing- With the help of sales databases it would result in identifying the
target market so that product information could be provided to customers using e-mail.
However, both database and sales management aspects are interconnected and thus it
helps Acrylic Fabricators to improve its sales performance in market. Thus, business uses such
databases in regard to record accurate information of daily sales, updating and tracking of
10

customers etc (Oliva and Watson, 2011). Thus, all such information is being recorded in
databases and thus it could result in supporting the sales management within Acrylic Fabricators.
TASK 4
4.1 Sales plan for a product of Curry’s in India
Curry is a British electrical retailer in UK and thus aims to expand it products and services
in India and promote their services through using different promotional channels. However, it
involves two different types of product that is being provided by Curry i.e. electronics and
household appliances in India. Further, promotion is being done through different channels such
as TV, newspaper, social media websites and radio etc (Sheldon, 2006). It is the best way
through which products are being promoted in emerging market i.e. India. However, within India
product is being delivered in different states such as Delhi, Bangalore, Kolkata, Maharashtra etc.
Sales plan of Curry selling electronics and household appliances:
Mission-
Curry’s mission in India specifically targeting Mumbai to sell Television sets helps in enhance its
market share and profitability through entering into different states.
SMART Objective-
 Enhance the sale of Curry’s products by 10%.
 Minimize the manufacturing cost of products to reduce the cost of products.
 To raise the customer base by 20% till 2020. Further, to improve the market share of firm by 15% (Tang, Wilson and Perevalov, 2008).
Strategies- Curry’s marketing strategy is to increase the number of sales forces so that they can promote
the products in market. Business focuses upon carrying out effective promotion through
different channels so that large number of customer could be attracted.
Actions-
 Curry undertakes several actions such as cost reduction technique so that product could reach
target audience.
 Business appoints expertise sales manager so that they are responsible for enhancing sales
and profitability within emerging market (Wallace and Stahl, 2006). Cited organization develops participation in fair trade and exhibition in regard to attract large
number of customers within short time period.
11

Key Performance indicators-
 Monitoring monthly sales targets.
 Customer database should be maintained regarding enquiry made by customers about the
Curry’s product (Riley, 2015).
 Preparing cash flow statement and balance sheet for customers.
4.2 Opportunities for selling internationally into emerging market i.e. India
It is essential for Curry to undertake Television sets and target customers living in Mumbai
so that sales and profitability of firm in market. Thus, adopting different strategies such as
market entry so that Curry could easily enter into the market i.e. Mumbai in regard to sell their
electronics products (Feng, Amours and Beauregard, 2008). Also, management of firm needs to
identify the local competition before launching any product in market. Thus, it is the best way
through which firm could expand its operations in international market and thus obtain
opportunities so that success could be attained. Further, it helps business to raise the
opportunities for selling the products in international market. Curry aims to expand its business
in international market i.e. India. Further, there are different opportunities for selling products
internationally in market which are as follows-
 Retail industry of India is led by domestic customers who are followed by different
customers which involves travellers. Thus, domestic consumers have increased the
disposable income. Therefore, around 1.252 billion lives in India and thus it is very large
market for companies to enter and sell their products. Hence, it also increases the demand
of products and enhances their sales (Feng,’Amours and Beauregard, 2010). Therefore, it
is significant for retail industry to expand its operations in emerging market i.e. India.
Thus, in regard to enhance the opportunity of increasing buying power capacity of people
so that they can purchase the products or services. Curry uses such opportunity by
promoting their products and influence Indian customers towards product.
 Another opportunity for selling internationally Curry’s products are change in lifestyle of
customers due to introducing new technologies and thus increase in mobility and
disposable income of customers. Thus, such action enhances the market share of firm and
raises its profitability (Oliva and Watson, 2011). Hence, it is significant for retail industry
to ensure that they enhance the electronic goods in Indian market and persuade customers
12

to purchase the same. It results in attracting Indian customers as they are influenced
towards modern lifestyle.
 Due to urbanization it enhances the customers towards retail firm and thus influences
them to purchase the goods. Hence, such opportunity can be best worked out by Curry.
Business also segments the Indian population who have been shifted from rural to urban
areas. Thus, it increases the target audience so that sell their electronic products and
appliances to them (Sheldon, 2006).
In terms of the economy, India is among the 6th largest at the international level in terms
of GDP. Moreover, they are considered to be at 3rd largest country in purchasing capacity. They
have growth rate of 7.1% and economic aids to $3.16 billion (2015). However, their currency
price is less that pounds which promotes the business. In India, there are many electrical
companies but the technologies used by the Curry is still not available in that country. There are
various language spoken here, most common among them is Hindi and English. They have
diversified culture which can be utilized by the company so that they can promote their business.
4.3 Opportunities for using exhibitions/trade fairs within emerging market
Curry identifies the Mumbai market for selling Television sets so that large number of
customers could be attracted. Thus, it is essential for firm to understand the cost involved in
marketing of products and thus improve the sales performance so that desired outcomes could be
attained (Oliva and Watson, 2011). Therefore, it is significant for business to adopt effective
strategies so that sales and profitability of firm could be improved. For instance, Curry could
participate in exhibitions and trade shows so that they could carry out its exhibition in Mumbai in
order to influence target customers towards business. Through introducing exhibitions and trade
fairs within emerging market i.e. India it helps in influencing target customers. Curry provides
opportunities for using exhibitions and trade shows so that it helps in benefiting business in
terms of raising customer base within firm.
 Trade shows- Through organizing trade shows it helps in providing strong networking in
emerging market and thus promotes the products or services within Indian market. It
helps in influencing target audience so that large number of customers could be attracted.
Further, through trade shows it helps in providing opportunity so that they can assess the
behaviour of people towards the products in market (Chen-Ritzo and et.al., 2010).
Through trade shows it helps in identifying the behaviour of customers visiting the trade
13

show and observing the drawbacks so that they can bring changes within the products so
that customers could attain satisfaction.
 Exhibition- It is another effective tactic used by Curry’s so that they can exhibit their
products in market. Further, exhibition helps in showcasing the products or services in
order to provide information to customers about the available goods. Therefore, it is
essential for Curry to participate in India’s exhibitions so that they can persuade
customers towards firm (Cherbakov and et.al., 2005).
For selling products of the company Curry will attend trade fair in Mumbai . “World of industry”
trade fair will be attended by the organisation. In this fair many organisations around the world
comes to showcase their electronic products like washing machines, TV, fridge and other IT
products.
Venue Mumbai
Date 7 Aug 2017
Visitors Men, Women , professionals
Cost of participation 100GBP
Appropriateness of participation This fair will help company in giving
information about their products to its
customers
Limitation of participation Company can reach to limited number of
customers.
Merits Advantage of attending this fair will support
company in advertising its products to Indian
consumers.
CONCLUSION
It can be concluded from the study that sales planning and operations is an integrated
process and thus it helps business to carry out effective leadership goals so that all the functions
of firm could be carried out. Further, personal selling is two way concept that helps in carrying
out strong relationship among buyers and sellers. Also, preparing a sales plan results in
14

influencing customers towards the firm and thus results in enhancing the sales and profitability
of business. It has been evaluated that changes in customer attitude and perception results in
fluctuation of price range of product. Databases are used in terms of recording the sales figures,
customer records and other crucial information so that it could be used in future.
15

REFERENCES
Books and Journals
Alvekrans, A. L., and et.al., 2016. From knowledge to decision–a case study of sales and
operations planning in health care. Production Planning & Control. 27(12). pp.1019-1026.
Bichou, K., 2014. Port operations, planning and logistics. CRC Press.
Chen-Ritzo, C. H. and et.al., 2010. Sales and operations planning in systems with order
configuration uncertainty. European journal of operational research. 205(3). pp. 604-
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