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Sales Planning and Operations: Assignment

   

Added on  2020-01-28

19 Pages6257 Words79 Views
Sales planning andoperations1

Table of ContentsINTRODUCTION...........................................................................................................................3TASK 1............................................................................................................................................31.1 How personal selling can enhance advertising and sales promotion activities at Electro-Cars Ltd........................................................................................................................................31.2 Compare buyer behavior and decision making process withing B2B and B2C context withreference to Electro-Cars Ltd.......................................................................................................41.3 Analyze the role of sales teams in implementation of the overall marketing strategy for theElectro-Cars Ltd...........................................................................................................................6Task 2...............................................................................................................................................72.1 Prepare a sales presentation for a product or service.............................................................72.2 Carry out sales presentation for a product or service.............................................................7TASK 3............................................................................................................................................73.1 How sales strategies can be aligned with corporate objectives in organizations...................73.2 Why the requirement and selection procedures are important for Acrylic Fabrics Ltd.........93.3 Evaluate the role of motivation at Acrylic Fabricators Ltd...................................................93.4 How Acrylic Fabricators Ltd. Can organize sales activities in order to control sales output....................................................................................................................................................103.5 How effective sales management can be supported by the use of databases.......................11TASK 4..........................................................................................................................................124.1 Sales plan for product category of Curry for market strategy.............................................124.2 Opportunities for selling globally into market.....................................................................134.3 Opportunities for using trade fairs/Exhibitions...................................................................13CONCLUSION..............................................................................................................................14REFERENCE.................................................................................................................................152

INTRODUCTIONSales planning and operations is an approach for management of selling and effectivemarketing strategy. It is key component for facing competition and enhancing productivity oforganization. The present report is based on case studies of Stephen & Liz partnership, AcrylicFabricators Ltd and Currys related to sales management concept. In this regard, significance ofpersonal selling to promote advertisement and buyer behavior in B2B and B2C businesses can bedetermined. Including this, sales presentation on company's produced products are to expressedthrough this study effectively. Moreover, importance of recruitment and selection as a motivationtool for increasing working efficiency of employees is able to understand. Along with this, salesactivities for controlling sales output and systematic management by databases are expressed.Apart from this, utilizing opportunities for selling globally and developing sales plan can beobtained through this report.TASK 11.1 How personal selling can enhance advertising and sales promotion activities at Electro-CarsLtd.As per the given scenario, Stephen & Liz requires to use personal selling approach forselling new and second hand cars increasingly to create balance of production. In accordance tothis, it is useful to promote product and enhancing productivity of organization that impacts onprofitability of partnership firm (Bichou, 2014). Therefore, essentials of personal selling atelectro car ltd can express as follows:-Effective communication:- Personal selling considered as an appropriate tool for twoway communication. In this regard, seller advertises company's product to customers throughpromoting features of goods. However, effective communication is obtained for encouragingbuyers towards entity's items (Bilginer and Erhun, 2015). In addition to this, under this process,consumers get information related to quality of products and aware about goods. It generatesdifferent ideas for production and distinction system. Thus, two way communication isdetermined for advertising through personal selling. Individual attention:- Personal selling plays crucial role to achieve attention ofcustomers for promotion of goods produced by Stephen & Liz. Hence, attitude and perception of3

customers towards business qualitative services is determined. It is key tool for implementingefficiency and working performance of business. Thus, by obtaining personal attention,organization can advertise and sales management for production of goods more effectively(Biswas and et.al., 2013).Determining honest feedback:- Seller can obtain immediate feedback regarding productvalue and further creates idea for getting attention. In this process, a sense is made forsustainability of products in market. However, business and competitive strategies oforganization enhanced through this way.Customer confidence:- Under personal selling process, seller of Stephen & Liz emergesconfidence of consumers through promoting products. Moreover, different inquires aredetermined related to quality features of goods. Including this, all doubts of buyers get reducedand increases satisfaction level of users through personal selling approach. Hence, personal selling is useful for advertisement and promotion of sales at high level.Including this, it is beneficial for customer, salesman and company that impacts on marketposition and sustainability of goods in competitive market. Personal selling is interlinked with advertising that is useful for attracting customers atmaximum level. Through personal selling, seller of the organization advertises products door todoor and create publicity to pull consumers. Including this, all quality features and different toolsare applied by seller to enhance demand for goods and services. However, it is useful for gettingactual business performance on the basis of which different tools are applied for increasingproductivity and profitability of entity. It imapcts on competitive and marketing strategies to beenhanced.1.2 Compare buyer behavior and decision making process within B2B and B2C context withreference to Electro-Cars Ltd.Buyer behavior is considered as gaining customer choice for purchasing decision. It ishelpful for conducting systematic market research that affects productivity and profitability offirm.However, buyer behavior includes various factors at the time of making choice which arepsychological, social, demographic and geographic components(Cabral-Miranda, Gidlund andSales, 2014). It creates sense for production and distribution system of Stephen & Liz for4

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