Assignment : Sales Planning and Operations

   

Added on  2020-09-03

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Sales Planning andOperations
Assignment : Sales Planning and Operations_1
Table of ContentsINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 Personal Selling at Experiencia with other promotional activities...................................11.2 Buyer behaviours and decision-making process different situations...............................21.3 Role of sales team in the overall marketing strategy........................................................2TASK 2............................................................................................................................................32.1 and 2.2 Covered in Power Point Presentation..................................................................3TASK 3............................................................................................................................................33.1 Sales strategies aligned with corporate goals...................................................................33.2 Importance of recruitment and selection procedure for Experiencia...............................43.3 Role of motivation, remuneration and training................................................................53.4 Sales activities in order to control sales output................................................................63.5 Effective sales management supported by the use of database........................................7TASK 4............................................................................................................................................74.1 Sales Plan for a product category of Experiencia's in India.............................................74.2 Opportunities for selling internationally into India..........................................................84.3 Opportunities for using Exhibitions/Trade-fairs in India.................................................8CONCLUSION................................................................................................................................9REFERENCES..............................................................................................................................10
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INTRODUCTIONSales planning and operations is a strategic activity which include sales and operations ofmarketing together, so that it helps to achieve the strategic goals and objectives of a firm.Organisation follows the sales planning techniques, to accomplishing their future goalseffectively (Renwick, Redman and Maguire, 2013). To make effective sales planning andfollowing operational process, it helps to make link between the master plan and businessplanning together. Sales planning includes all the sales related report like sales plan, plan ofproduction, inventory plan, new product development plan etc. The present report describes thepersonal selling which support in the promotional mix. It also describes the buyer behaviours anddecision making process which are assessed by the sales team within marketing strategy.Furthermore, it describes various kinds of principal in selling process to a product or services. Inthe third phase, it describes the role and objectives of sales management. In the last phase, it alsodescribes the plan of sales activity for a products or services.TASK 11.1 Personal Selling at Experiencia with other promotional activitiesSales promotion is a important activities which help to make effective support inpromotional activity of Experiencia Personal selling is kind of sales promotion method, in whichfirm and their workers can make face-to-face communication with their customers. In thismethod, seller encourage or promoter their products as per their looks, attitude and knowledgewhich is related to it. As per such conditions, company use the promotional strategies so thatthey can promote their products. They can launched new products which is economic in natureby using of advertisements, sales promotion, personal selling, by making public relation orpublicity etc. Hence, personal selling can be improved by use of various kinds of sellingstrategies. For example: Experiencia use voucher facility to the public for purchasing. They alsomeet their potential customer personally and give full details about they offer to them. Hence,personal selling make positive impact on customers and it also make the great impact in theirdemand or needs of the customers (Meyr, Wagner and Rohde, 2015).To make comparison between advertisements and personal selling, it is found thatpersonal selling is related to the communication with persons. Such communication is done fromoral mode and in a limited manner. But on the other hand, advertisements is large option to1
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attract the people in a wide level. Hence, personal selling can satisfying the need of thecustomers by getting feedback from them and after getting such feedback company makeeffective changes in their sales planing strategies to increasing their sales. In addition to this,personal selling also create awareness and create good brand image by making effectiverelationship with their customers. Hence, sales person which have positive attitude and goodcommunication skills can attracts the customers and increase their sell (Kjellsdotter Iver, andJonsson, 2014). 1.2 Buyer behaviours and decision-making process different situationsThere are different kinds of situation which make great impact on buying behaviour of acustomer. Hence, purchase decision and buying behaviour are make different impact in differentsituations. In economic recession situation, sales of new and old products rate is declined. This ishappened because customers does not make interest in cost of event. However, Experiencia islaunching economical product in a market so that it will attract the customer's attitude. Thisstrategy is highly dependent on customer's behaviours or experience towards their purchases.Hence, there are various kind of factors which affect the consumer behaviour and there impact isbased on the customer's knowledge and ability etc. For example: there are some customers in amarket who take quick decision for purchasing the products while other take time on collectingthe information and also analysis the future before making a purchase. In a decision-makingprocess, the involvement of buyer also make great impact on buying behaviour. In B2C factor,make great impact on buyer's behaviours whereas, it is based on task and benefits for makingeffective decision related to the buying behaviour. For example: In this condition consumersmake their complete focus on the features of the products, buying benefits, utility etc. All thesefactors are analysis by Experiencia to ensure that products is suitable in a working place or not(Wöhr and Schwarting, 2013).1.3 Role of sales team in the overall marketing strategyTo make effective control in buying behaviour of the customers, organisation makeeffective sales marketing techniques which are analysis and implement by the sales team. Thus,to develop overall marketing strategies, sales team plays various kinds of roles which are asfollows:2
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