Sales Planning and Operations Sample Assignment
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Added on 2019-12-03
Sales Planning and Operations Sample Assignment
Added on 2019-12-03
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PART 1 – To be completed by the studentFirst submission [Y/N]....Resubmission (as per lecturer’s instruction) [Y/N]....No cheating, dishonesty or plagiarism will be accepted from any learner who enrols for a qualification/course. All sources must be properly referenced using the Harvard Referencing System. Failure to properly reference any source constitutes plagiarism whereby the learner will be subject to disciplinary action, and will likely refer (fail) a unit. All assignments must be submitted in electronic format through http://moodle.lsbm.ac.uk. This allows the College to check for plagiarism.PART 2 – Student declarationBy submitting this work to LSBM, I confirm that I have read and understood the Dishonesty and Plagiarism Policy that is applicable to all assessments and assignments submitted by me.
TABLE OF CONTENTSINTRODUCTION................................................................................................................................1TASK 1.................................................................................................................................................11.1 Explain how personal selling at Enviro-Cars Ltd supports other promotional activities..........11.2 Compare buyer behaviour and the decision making process in different situations with special reference to Environ-Cars Ltd.........................................................................................................21.3 Analyse role of sales teams in overall marketing strategy for Environ-Cars Ltd......................2TASK 2.................................................................................................................................................3TASK 3.................................................................................................................................................83.1 Explain how sales strategies are developed in line with corporate objectives..........................83.2 Explain the role of an organization’s recruitment and selection procedure...............................83.3 Evaluate the role of motivation, remuneration and training in sales management....................93.4 Explain how sales management organize sales activity and control sales output...................103.5 Explain the use of databases in effective sales management...................................................11TASK 4...............................................................................................................................................114.1 Develop a Sales Plan for Currys product-line..........................................................................114.2 Investigate opportunities for selling internationally in emerging market................................124.3 Investigate opportunities for using Exhibitions/Trade-fairs....................................................13CONCLUSION..................................................................................................................................14REFERENCES...................................................................................................................................15
INTRODUCTIONSales and operational planning is all about a managerial process which promotes the integratedwork culture so that goals can be accomplished in better way. In other words, it can be said that it is acollective action in which business executives and leadership team both work in collective manner sothat business sales objectives can be achieved in an enhanced manner (BPP Learning Media, 2012). Itprovides better focus to all functional actions and enhance the effectiveness of alignment in order toboost coordination level. This learning will have focus on work culture of automotive companies, plastic productcompany and electrical retailer in order to understand the concepts of sales and operational planning. Itwill focus on various factors of personal selling which can have impact on the overall marketingstrategy. It will also spot light on the principles of selling process which can boost effectiveness ofproduct and services. It will also provide information about roles and objectives of sales management.Furthermore, it will also focus on plan which can boost the sales of company. TASK 11.1 Explain how personal selling at Enviro-Cars Ltd supports other promotional activitiesThere are number of marketing tools which can be used by adopted by management of Enviro-Cars Ltd in order to amend the promotion of its products. In this respect it can be said that the salesperson of company can have improved focus on brand information, self manipulation skills andknowledge about product features so that he/she can easily convince its customers to buy Enviro carproduct. Business organisation is focused towards introduction of environment friendly cars so thatthey can have better sustainability in the market (Gray, 2007). Company product is not well known inthe market that means it is necessary for business firm to have better marketing of products by usingpersonal sales force. It will create awareness among people about environment friendly cars. Moreover,personal selling is all about creating a personal relationship with customers in order to boost businessopportunities (Hayes, 2009). It has been identified that the personal selling plays key role in promotional activities as itprovide enhanced level of information about product to its customers. It also have direct positiveimpact on the sales of Enviro car product. Moreover, it can also be said that personal selling alsocreates better opportunity for sales by adding better value to product (Maier,2012). It is one of mostcritically significant part of promotional activity which can easily manipulate the customer perceptionby using enhanced skills of sales person. It also provides better opportunity to improve communicationwith customer's which can also boost the sales (Mungall, 2009). For example, the person is sellingproducts by approaching customers in personal way then he can easily attract customers towards1
products. It will also facilitate in providing assistance regarding problems and provide clearinformation about product. Other than his, personal selling will improve relationship with thecustomers and facilitate in providing better services to customers.1.2 Compare buyer behaviour and the decision making process in different situations withspecial reference to Environ-Cars LtdIt has been spotted that the buying behaviour of the customers have great dependability on theirwants and needs so it is necessary for business organisation to have improved focus on customerexpectations. It also have great context of relation with decision making process so it is essential forbusiness firm to have proper understanding of customer perception (Fleischner, 2014). Themanagement of Environ-Cars is currently focusing on introduction of environment friendly cars so thatenvironmental conditions can be boosted through proper use of renewable energy resources ascompared to non renewable resources. This kind of action can be considered as revolutionary action toprotect environmental conditions which can impact the customer perception in positive manner whichwill also have direct positive influence on decision making process of customer (Hayes, 2009).In the support of this, while considering the B2C the key necessity of the organization is toprovide convenience factor and create awareness among common people regarding Environ car. It willalso facilitate the business firm to attain better growth and generate more revenue with consideringenvironmental conditions. On the other side, while focusing on B2B the organisation focuses on usingrenewable energy resources rather than non-renewable resources such as petrol or diesel. It will attractmore customers towards product and increase the sales in context of B2B. In this it is necessary for business firm to create better awareness about car so that business canhave advancement in revenue and boost environmental conditions. In order to influence the buyingdecision process it is necessary for management to understand needs and wants of customers.Moreover, the identification of functional and social needs will also impact the sales of Enviro cars.Company can also focus on most searched information by users to have better promotional design inorder to influence the customer’s perception (Johnson, 2005). The proper evaluation of customer wantsis necessary as consumer also focuses on features of car before making decision about purchase. 1.3 Analyse role of sales teams in overall marketing strategy for Environ-Cars LtdSales team plays a key role in success of every organization as their working relates withoverall marketing strategy. In other words, it can be said that the key motive of sales team is to increasethe sales of product for better organizational success. Moreover the various functional planning actionsalso relates with the perception of organization sales force (Link, 2012). Sales team have day to daydirect communication with users so they can easily provide better information about customer’s needs2
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