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Importance of Sales Management and Operations | Assessment

   

Added on  2020-01-07

14 Pages3982 Words166 Views
SALES PLANNING ANDOPERATIONS
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TABLE OF CONTENTSTable of Contents.................................................................................................................................2INTRODUCTION................................................................................................................................3TASK 1.................................................................................................................................................3Introduction..................................................................................................................................31.1 Personal selling and promotional mix...................................................................................31.2 Effects of buyer behaviour and decision making process......................................................41.3 Role of sales team in marketing strategy...............................................................................5Conclusion...................................................................................................................................5TASK 2.................................................................................................................................................6Enclosed in ppt.............................................................................................................................6TASK 3.................................................................................................................................................63.1 Developing sales strategies with corporate objectives..........................................................63.2 Importance of recruitment and selection...............................................................................63.3 Role of motivation, remuneration and training......................................................................73.4 Organising sales activity and controlling output...................................................................73.5 Use of databases.....................................................................................................................8Task 4...................................................................................................................................................8Introduction..........................................................................................................................................84.1 Develop a sales plan for a product or service........................................................................84.2 Investigate opportunities for selling internationally..............................................................94.3 Investigate opportunities for using exhibitions or trade fairs..............................................10Conclusion..........................................................................................................................................102
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REFERENCES...................................................................................................................................113
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INTRODUCTIONSales planning and operations is a business function that helps in handling distributionand sales of a product or service that is developed by a company. Marks and Spencer is aclothing retailer that has British origins. The standards set by this organisation for production ofclothes and retail outlets has inspired businessmen at all the levels. In this report, basicinformation regarding sales and operations planning of organisation has been provided. Theimportance of sales management and operations will also be demonstrated in this assessment. Asales plan and certain investigations regarding sales opportunities of a clothing line of M&S arealso depicted in this report. TASK 1IntroductionThe role of personal selling in the marketing strategy of an organisation has beendepicted ahead. It is important to understand this link so that effective action plans can beexecuted for obtaining the enhanced sales and better customer base. 1.1 Personal selling and promotional mixPromotional mix is a strategic tool that helps in understanding the techniques which areto be implemented for marketing products and services of company. Marks and Spencer usespromotional mix with components that are mentioned as follows:1.Advertising both online and offline2.Developing public relations3.Sales promotion4.Personal sellingOne of the most effective methods for achieving promotional mix is personal selling. Ithelps in assessing specific needs of customers individually. Communication betweenorganisation and consumers is direct and smooth when it comes to personal selling. Marketing isa medium through which benefits and features of products and services of organisation aredelivered to the customers in an innovative way (Cummins, Peltier and Dixon, 2016). Personalselling has an important support in this strategy. 4
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