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The role of sales team in marketing strategy of Tesco

   

Added on  2020-02-12

20 Pages4490 Words255 Views
SALES PLANNING AND OPERATIONS91641756

91641756

Table of ContentsINTRODUCTION .....................................................................................................................................4TASK 1 ...................................................................................................................................................41.1How personal selling supports promotion mix ............................................................................41.2 Affects of buyers behaviors and decision-making process on Tesco............................................51.3 Analyzing role of sales team in marketing strategy of Tesco ......................................................6TASK 2....................................................................................................................................................7ATTACHED IN PPT..............................................................................................................................7TASK 3 ...................................................................................................................................................73.1 How to develop sales strategies in line with corporate objective of Tesco .................................73.2 Importance of recruitment and selection....................................................................................73.3 Role of motivation, remuneration and training in sales management.........................................83.4 Explanation how sales management organise sales activity and control sales output..............103.5 Explain use of Database in effective sales management............................................................10TASK 4..................................................................................................................................................114.1Develop sales Plan .....................................................................................................................114.2Investigate opportunity for selling internationally......................................................................114.3Investigate opportunity for using exhibitions or trade fairs........................................................12CONCLUSION.......................................................................................................................................12REFERENCES.........................................................................................................................................14

INTRODUCTION When sales are initiated, planning is the pre-requisite condition to make activities ofmarketing effective and efficient. In most of the business organizations sales planning andoperations plays an important role to increase sales of products and services in a firm.Promotional activities and strategies are key drivers to sell a product or a service. The biggestchallenge for business organizations in the current business scenario is to increase sales oftheir offerings. In the present context thousands of companies are operating in the sameindustry. This depicts high competition in the industry (Lim Alpan and Penz, 2014.). Each ofthe firm faces tough competition. To face this cut throat competition, firms needs salesplanning and operations. The possession of products is transferred with sales. Planning insimple terms is to determine what is to be done and what should not be done. Thesechallenges can be met through effective and efficient sales planning and promotion. Thepresent report is made on sales planning and operations for which Tesco is being taken intocontext which is a leading retail brand in UK. The famous supermarket offers products suchas books, clothes, electronic items, furniture, toys, petrol, financial services, telecoms,internet services software etc. The report is going to highlight the impact of customerbehavior and decision making process on chosen retail company. It will also throw light onhow the firm develops its sales strategies aligned with its corporate objectives. TASK 1 1.1How personal selling supports promotion mix Personal selling process is the process in which a firm sells its products and servicesin a direct manner to the customers by taking use of its staff. The employees of firm try toknow the needs and want of customers and meet them with full satisfaction. They also try toinspire customers to purchase their products and services. Promotion refers to increasing theamount of sales amount. Promotional mix is the combination of different variables whichfosters amount of sales (Bichou, 2014). This consists of advertising, sales promotion, publicrelations, personal selling etc. out of all the four components, personal selling supportspromotional mix on a wider scale. Most of the organizations focus on personal selling.Personal selling supports promotion mix in terms of two way communication, relationshipbuilding, better influential, better reactions, qualities of an effective sales man such as

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