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Sales Planning and Operations at Electro Cars Ltd.

   

Added on  2020-01-16

19 Pages6725 Words162 Views
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Table of ContentsINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 Enhancement of advertising and sales promotions activities at Electro Cars Ltd. byPersonal selling............................................................................................................................11.2 In context with B2B and B2C comparing of buyer behaviour & decision-making process..21.3 Role of sales team in implementation of overall marketing strategy.....................................4TASK 2............................................................................................................................................5In PPT..........................................................................................................................................5TASK 3............................................................................................................................................53.1 Aligning of sales objectives with corporate objectives..........................................................53.2 Importance of Recruitment & selection procedures for Acrylic Fabricators Ltd..................63.3 Role of motivation within Acrylic Fabricators Ltd................................................................73.4 Organising sales activities in order to control sales output....................................................83.5 Effective sales management can be supported by the use of databases...............................10TASK 4..........................................................................................................................................114.1 Sales plan for a product of Curry’s in India.........................................................................114.2 Opportunities for selling internationally into emerging market i.e. India...........................124.3 Opportunities for using exhibitions/trade fairs within emerging market.............................13CONCLUSION..............................................................................................................................14REFERENCES..............................................................................................................................16

INTRODUCTIONSales and Planning process accounts to be the integrated management procedure withrespect to business of an organization (Thomé, Sousa and Scavarda, 2014). All the functionscarried in an organization are continuously focussed, aligned and synchronized by the executiveteam. Organizations as per the current trends try maintaining their competitive advantages overother rivalry companies. In order to do so, identification, analysation, anticipation & satisfyingcustomer needs and requirements. Different marketing are implemented by organizations thattake in consideration many activities. In order to carry out strategies various sales and marketingdepartments are assigned by organizations. So report briefly analyses roles of personal sellingwithin such implied marketing strategies. Also, various principles of selling processes applied bycited organizations have been discussed. The cited organizations referred within report areElectro Cars Ltd. , Acrylic Fabricators Ltd. and Currys. Also, the report also gives a detailedknowledge about planning up of sales activity with respect to a particular product/services.TASK 11.1 Enhancement of advertising and sales promotions activities at Electro Cars Ltd. by PersonalsellingPersonal selling is the process of business where people sell products through directcontact with the customer's. The goods are promoted through the style,, attitude, behaviour andproduct appearance. They motivate people to purchase their products. There are various waysthrough which it helps to promote sales promotion and advertising such as they directly promotethe customer to buy the products. As it is two way communication so details can be transferredmore effectively and efficiently. Moreover, it gain personal attention and demonstration is givenin details. Along with this, its an individual service and immediate feedback can be received bythe person. It provides more flexibility and confidence to the customers. Sales person can alsomake 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 canexperience the product physically and visually that inculcates in them a feeling ofconfidence & trustworthiness. Henceforth, as a result of this, customer will tend to getattracted towards Electro Cars Ltd.1

(2).Communicating two-ways : Required information can be provided to the customersfrom sellers with aid of presentation about the desired products. With help of personalcommunication, all doubts and queries of customers are cleared in accordance withparticular product.(3).Responding in much better way: This accounts to be effective only, if consumers areconvinced by sellers in terms of quality of product (Goh and Eldridge, 2015). Whencompared to other promotional activities, personal selling allows getting of far betterresponse from customer's side.(4).Relationship development: Seller has to face diversified range of customers. In orderfor establishment of strong relationship with customers, various tools are made applicableby business.(5).Convincing in much better way: Demonstration can be made to buyer regarding theproduct from customers. Changes could also b e introduced within the product as desiredby customers from seller. Personal selling concept provides aid within the associatedpromotional activities (Olhager, 2013). Trust is developed from side of customer overorganization since changes in products are made according to them. 1.2 In context with B2B and B2C comparing of buyer behaviour & decision-making processThese are the commercial transaction form. Business to consumers is where goods aresold directly to the customers. However, the former one refers to business to business whereproduct is sold for another business. Customers plays key role in the B2C while sales isimportant 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 moreand they have low level of transaction. Customers basically undergo through five stages while purchasing a product. Thesestages have been mentioned below:(1).Recognizing need: Need is the root cause for purchasing of product. If any sort ofproblem is recognized by customer, then, level of importance of that particular need isfound out. For example, if customer wants that his car should be maintained monthlyprovided the costing involved should be affordable. So definitely pricing will play animportant role. SO, if Electro Cars are providing this service that too at an affordable &2

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