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Sales Development Assessment

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Added on  2019-12-03

Sales Development Assessment

   Added on 2019-12-03

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SALES DEVELOPMENT
Sales Development Assessment_1
TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1TASK A...........................................................................................................................................1A. Components of product mix and how it contributes to sales and profit............................1B. Assessment on how market segmentation contributes to maximize sales.........................2TASK B...........................................................................................................................................3A. Factors affecting buyer behavior.......................................................................................3B. The advertising media that could be used for sales development situations.....................4C. Use of external merchandising to maximize customer volumes.......................................4TASK C...........................................................................................................................................5A. Influencing of design and layout of consumer spending...................................................5B. Evaluation of effectiveness of internal merchandising material........................................5C. Evaluation of different promotional activities...................................................................6TASK D...........................................................................................................................................7A. Evaluation of personal selling technique...........................................................................7B. Influence of the operational design on sales revenue........................................................8C. Principles included in sales training program....................................................................8CONCLUSION................................................................................................................................9REFERENCES..............................................................................................................................10
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INTRODUCTIONSales development can be stated as the effectual tool of promotion which helps firm topromote the products and services in market. Further, it also helps business to attract consumersand thus enhance the sales of firm. It is the best method of encouraging clients to influencetowards the goods of company and attains satisfaction. Moreover, business undertakes variedpromotional activities to enhance the sales of products and services and achieve desired profits(Irwin, Sutton and McCarthy, 2008). In the current study, sales development and merchandisinghas been carried out in regard to understand the external sales development techniques withinMarriott hotel. Also, the tools and techniques of internal sales and merchandising can beevaluated in the business and service context. Further, different elements of product need to beassessed in regard to business and service context. At the end, different tools and techniques ofinternal sales promotion and merchandising are required to be assessed so that sales and profitscan be maximized (Kasper, 2005). TASK AA. Components of product mix and how it contributes to sales and profitIt can be evaluated that there are varied key components of products and services withinMarriott that involves the luxurious room facilities and the restaurant that serves quality food anddrinks to guests. However, it is essential for service industry to provide quality services tocustomers in order to retain them within firm for long term. It also increases the sales of firm.The hotel industry involves different product mix and services for its clients so that they can beretained also possess varied benefits for the same (Luther, 2001). Following are the differentproduct mix rendered to consumers that are as follows-Core products- It involves the core products of firm that provides direct satisfaction toconsumers and thus satisfy the needs and wants of individuals. For instance, luxuriousrooms are the core products for any hotel business and thus provide relaxation toconsumers (Ohai, 2008). Facilitating services- Such types of services involves facilities that provides satisfactionto clients. It includes housekeeping services that provides extra services wheneverneeded so that guest satisfaction can be attained within Marriott (Randall, 2009). 1
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Supporting services- These are the supportive or additional services which are providedby hotel such as pick and drop facilities. However, hotel has contact with different travelagents and thus provide convenient travel facilities for sight seeing so that satisfactioncan be attained (Weinberg, 2012). Augmented products- It states that Marriott involves varied augmented services such asspecial deals and packages so that customer satisfaction can be enhanced. Also, itprovides varied facilities such as bar, casino and pubs that improves the sales (Maier,2012). Product mix involves varied number of product lines that helps firm to provide best offersto its clients and attain satisfaction. However, Marriott provides different services and productsto its clients that enhance the sales of firm. It involves product assortment which refers to thetotal number of product lines which is offered by company to its customers. Further, it involvesfour dimensions to a company's product mix such as width, depth, length and consistency. Allthese helps firm to improve the sales and profitability in market (Sparks, 2001). B. Assessment on how market segmentation contributes to maximize salesMarket segmentation can be stated as that it involves segregating the market intodifferent subgroups so that it contributes to maximize the sales of firm. However, aftersegmenting the target market it is essential for Marriott to identify their needs and thus providethem required services so that satisfaction can be attained (Wong, 2004). Hence, undertakingsuch technique it assists in categorizing the clients and thus fulfilling their needs. For instance,the marketing team of Marriott segment its target market into different categories so that theycan develop effectual strategies in order to satisfy their needs. It is the best way through whichcompany can retain clients for long term and thus provide them varied augmented services as pertheir requirement. For instance, business is required to categorize its clients into three categories high classpeople, business class and regular visitors. Thus, considering such segmentation Marriott isrequired to categorize its services and products and hence provide satisfaction to them. It is thebest way through which consumers can be retained within firm for long term. Also, Marriottfocuses on collaborations with different travel agents so that they suggest to tourists who lookingfor luxury hotels. Furthermore, it is significant for firm to assess its competitor's policies and alsomake appropriate tactics so that it assists in increasing the sales of firm in market (Usui, 2011).2
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