Sales Development and Merchandising: A Comprehensive Analysis of Key Concepts and Strategies

Sales Development and Merchandising

Table of Contents
Introduction......................................................................................................................................2
TASK A...........................................................................................................................................3
a. Discussion of how the product mix contributes to sales and profit (ref. 1.2) (+M1)...................3
b. An assessment on how market segmentation contributes to maximize sales (ref. 1.3)...............4
TASK B...........................................................................................................................................4
a. A discussion about the factors affecting buyer behavior (ref. 2.1) (+M2)..................................4
TASK C...........................................................................................................................................5
a. An evaluation of personal selling techniques (ref. 4.1)...............................................................5
B. A discussion about the influence of operational design on sales revenue (ref 4.2)....................7
TASK D...........................................................................................................................................8
A. An evaluation of the key components of the product (ref. 1.1)................................................8
B. An assessment of the advertising media that could be used for sales development situations
(ref. 2.2)...........................................................................................................................................9
C. An evaluation of the use of external merchandising to maximize customer volumes (ref. 2.3)
10
D. An assessment of the influence of design and layout on customer spending (ref. 3.1) (+M3)
10
E. A review and evaluation of the effectiveness of internal merchandising materials (ref 3.2)
(+D3)..............................................................................................................................................11
F. An evaluation of different promotional activities according to different scenarios (ref. 3.3)
(+D2)..............................................................................................................................................11
G. Key principles that should be included in a sales training programmer (ref. 4.3) (+D1).......12
Conclusion.....................................................................................................................................13
References......................................................................................................................................14
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Introduction
The developmental objectives and strategies implemented in the marketing tool to reach the
objectives of the company are called marketing mix. It can also be called the 4p’s concept that
involves price, promotion, place and product. The other four vital concepts are physical
environmental, people and processes (Chacour and Ulaga 2015).
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