Sales Planning and Operations

SALES PLANNING AND OPERATIONS

Table of Contents
INTRODUCTION.....................................................................................................................................4
TASK 1....................................................................................................................................................4
1.1How personal selling supports promotion mix..............................................................................4
1.2 Affects of buyers behaviors and decision-making process on Tesco...........................................5
1.3 Analyzing role of sales team in marketing strategy of Tesco.......................................................6
TASK 2....................................................................................................................................................6
ATTACHED IN PPT.........................................................................................................................7
TASK 3....................................................................................................................................................7
3.1 How to develop sales strategies in line with corporate objective of Tesco..................................7
3.2 Importance of recruitment and selection......................................................................................7
3.3 Role of motivation, remuneration and training in sales management...........................................8
3.4 Explanation how sales management organise sales activity and control sales output..................9
3.5 Explain use of Database in effective sales management..............................................................9
TASK 4..................................................................................................................................................10
4.1Develop sales Plan......................................................................................................................10
4.2Investigate opportunity for selling internationally......................................................................10
4.3Investigate opportunity for using exhibitions or trade fairs.........................................................11
CONCLUSION.......................................................................................................................................11
REFERENCES........................................................................................................................................13

INTRODUCTION
When sales are initiated, planning is the pre-requisite condition to make activities of
marketing effective and efficient. In most of the business organizations sales planning and
operations 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 biggest
challenge for business organizations in the current business scenario is to increase sales of
their offerings. In the present context thousands of companies are operating in the same
industry. This depicts high competition in the industry (Lim Alpan and Penz, 2014.). Each of
the firm faces tough competition. To face this cut throat competition, firms needs sales
planning and operations. The possession of products is transferred with sales. Planning in
simple terms is to determine what is to be done and what should not be done. These
challenges can be met through effective and efficient sales planning and promotion. The
present report is made on sales planning and operations for which Tesco is being taken into
context which is a leading retail brand in UK. The famous supermarket offers products such
as books, clothes, electronic items, furniture, toys, petrol, financial services, telecoms,
internet services software etc. The report is going to highlight the impact of customer
behavior and decision making process on chosen retail company. It will also throw light on
how 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 services
in a direct manner to the customers by taking use of its staff. The employees of firm try to
know the needs and want of customers and meet them with full satisfaction. They also try to
inspire customers to purchase their products and services. Promotion refers to increasing the
amount of sales amount. Promotional mix is the combination of different variables which
fosters amount of sales (Bichou, 2014). This consists of advertising, sales promotion, public
relations, personal selling etc. out of all the four components, personal selling supports
promotional mix on a wider scale. Most of the organizations focus on personal selling.
Personal selling supports promotion mix in terms of two way communication, relationship