Sales Planning and Operations

Sales Planning and
Operations

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
1.1 How personal selling supports the promotion mix................................................................3
1.2 Compare buyer behaviour with decision process in different situation.................................3
1.3 The role of sales teams within marketing strategy.................................................................4
TASK 3............................................................................................................................................5
3.1 How sales strategies are developed in line with objectives...................................................5
3.2 Importance of recruitment and selection................................................................................5
3.3 Role of motivation, remuneration and training in sales management...................................6
3.4 Sales management organise sales activity and control their output.......................................7
3.5 The use of database in effective sales management...............................................................7
CONCLUSION................................................................................................................................8
REFERENCES................................................................................................................................9

INTRODUCTION
Sales planning and operation is considered as a significant aspect in an organisation that
mainly focuses on the enhancing and promoting the sales practices among the competitive
market (Yannopoulos, 2011). Along with this report would also focus on gaining insight
knowledge regarding the role of personal selling that overall supports the company in enhancing
the sales of their services in the marketplace.
TASK 1
1.1 How personal selling supports the promotion mix
One of the major element within the marketing includes personal selling that supports the
company in promoting their services to the large mass of audiences in the targeted region and
area. The personal selling approach focuses on the different elements that mainly include
advertising, sales promotion as well as publicity that supports in enhancing the overall image of
the organisation in the industry. The key role of personal selling is that it supports in sales
promoting the services that are introduced by the organisation that further assists them in
influencing the customer to purchase their services (Thomé and et.al., 2012). Along with this,
personal selling through engaging in public relation activities also support the promotion mix as
with the help of this sales personnel favourably promote and market the services in the media
that enhances their brand image.
The key advantage of personal selling is that it support the company in engaging in direct contact
with the customers as sales persons personal engage in selling the services to customers. On the
other hand, disadvantage of personal selling is that it have limited reach and very expensive form
of marketing the services.
Personal selling is very effective to create awareness about the products and services for
purchasing. It facilitates in explaining all features of the products to prospective buyers. This also
helps banks to collect information regarding marketplace. If personal selling is adopted in an
organisation then it will be easy for the customers to get the product. There will be no need to
reach the location to purchase the products. The person who is selling makes decision regarding

the elements of marketing-mix. The methods of sales promotion and advertisements help to
attract attention of customers.
1.2 Compare buyer behaviour with decision process in different situation
There are different factors as well as an element that mainly influences the buyer's
decision related to the services provided by the company. The key factors that influences buyers
include quality of services, price of the services etc. that directly impact the decision making
process in the situation. For instance, the behaviour of buyer is to purchase the low cost services
that meet their budget. Therefore, buying process of buyer include certain steps i.e. determining
the need that is recognizing the actual requirement of customers. Another step is determining the
general need description of individual related with the services. After that individual would
analysing the market that is searching the supplier that provide the required product and services.
After that, they would make a selection of the services that they want to take. The last step in the
buying process include reviewing the performance of the selected products and services.
Major influence on business buyer
 Environmental: In environmental it includes economic development, supply,
technological changes and customers.
 Organizational: In organizational it includes policy, procedure system and structure.
 Interpersonal: In this it includes status, persuasiveness and authority,
 individual: It includes education, income and risk attitudes
The business buyer may influences at the time of making decision of buying. Hence,
above discuss all factor influences the buying behaviour.
Stages in business buying process
 Awareness: In this company identify the needs of purchase. In this it can buy or replace
the existing item. Further need can be stimulated which organization is not aware of its.
 Specifications: In this when buying teams has agreed the requirement, it prepares a
detailed specification which sets out quantities, performance and technical requirement
for the product. They can use internet for searching product or companies which provide
match to their specification.