Operations Management in Direct Sales
Added on 2020-02-03
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SALES PLANNINGAND OPERATIONSTable of Contents
INTRODUCTION...........................................................................................................................3TASK 1............................................................................................................................................41.1................................................................................................................................................41.2................................................................................................................................................41.3................................................................................................................................................5TASK 2............................................................................................................................................6TASK 3............................................................................................................................................63.1................................................................................................................................................63.2................................................................................................................................................73.3................................................................................................................................................73.4................................................................................................................................................83.5................................................................................................................................................8TASK 4............................................................................................................................................94.1................................................................................................................................................94.2 .............................................................................................................................................104.3..............................................................................................................................................10CONCLUSION .............................................................................................................................10REFERENCE ................................................................................................................................12
INTRODUCTIONWith the help of sales plan, every organization can easily make their successfuloperations within the organization. It also leads to employees towards the objectives of theorganization through various activities (Andersson, Flisberg and Wilhelmsson, 2016). In respectto this, it can be stated that selling is crucial part of every enterprise. Here, present report is basedon Avon which is working more than 130 years in beauty, innovation and optimising productsfor women. It is the fifth largest beauty organization in the world (AVON the company forwomen, 2016). In this context, present report covers personal selling which support to thepromotion mix of the organization. Furthermore, it covers comparison of buyer behaviour anddecision making process in different situations. Moreover, it also includes sales strategies thathelp to attain corporate objectives. In addition to this, report evaluate the role of motivation,remuneration and training in sales management. At last, report also develop sales plan forproduct and services of the enterprise. TASK 11.1Promotion mix element of Avon is concerned with various activities that are take place tomake communication effective with customers. In addition to this, distribution channel enhancesales of the cited firm which promote to the organization (Baier, Carballo and Varshney, 2012).There are various tools and elements exist for promotion of the company. Thus, following are thecomponents can be considered within the organization:Advertising: Advertisement can be defined as a presentation and promotion of theproducts through sponsor. In this context, Avon cannot directly contact by the customers.It will assist to cited business as they can capture large market area through one method. Sales promotion: Sales promotion defines as short term incentives which stimulate tocustomers for buying a product and services of cited firm (Bjørndal, Herrero andWeintraub, 2012). In this context, Avon uses many sales promotion activities such asrebate, discounts, refund and lucky draw. Personal selling: In personal selling, Avon sell their products direct to customersthrough appoint sales agents in the business. It includes face to face interaction amongsellers and buyer. In this, cited firm can distribute their products personal and impersonal
(Chae and Olson, 2013). Thus, they can make better response of customers towards theproducts and services of the organization. As compare to other components, personalselling give support to each and every customer very carefully. As results, it willeffective to introduce new products in the marketplace.1.2There are different types of consumer exist in the marketplace and their behaviour alsodiffers from each other (Christopher and Ryals, 2014). In respect to this, following are thedifferent types of buying behaviour can be take place:Habitual buying behaviourVariety seeking buying behaviourDissonance buying behaviourComplex buying behaviourAbove buying behaviour are differs from each other so that customers are separateaccordingly (Ingram, LaForge and Williams, 2012). In this context, Avon can identify theircustomers and their buying behaviour and take decisions accordingly. In respect to this, customerdecision making is most important factor for the cited firm. Thus, they take following steps tomake decisions of buyer behaviour:Problem identification: In the first step, customer identify their problems andrequirements of products (Lee, Pietz and Burel, 2013). For instance, a person want topurchase beauty soap then she goes to cosmetic shop.Search information: In the second step, customers search information regarding selectedproduct or services. Thus, woman want to buy soap, she will search whether should sheneed to purchase. Evaluating alternative: In this step customers identify various alternatives that areavailable for purchasing products or services (Lootsma, 2013). In case of beautyproducts, female prefer Avon products. In this context, organization can promote theirnew product as well.Purchase the product: After evaluating various alternatives, customers can take buyingdecisions and purchase products. As results, female can buy products from cited firm. Post purchase evaluation: Post purchase evaluation is the last step to make decisionsregarding products purchasing (Matta, Chahed and Dallery, 2014). In this, customers can
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