Sales Operations Management - Assignment

Added on - 21 Jul 2020

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SALES OPERATIONS
TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 Interrelationship between personal selling and promotional mix.....................................11.2 Comparison between buying behaviour and decision-making process in differentsituations.................................................................................................................................21.3 Roles and responsibilities of sales team within marketing strategy.................................3TASK 2............................................................................................................................................32.1 Prepare sales presentation for product or service.............................................................32.2 Carry out sales presentation for product or service..........................................................3TASK 3............................................................................................................................................43.1 Sales strategies which develops in line with corporate objectives...................................43.2 Importance of the recruitment and selection process.......................................................43.3 Role of motivation, remuneration and training in sales management..............................53.4 Sales management organize sales activity and control sales output.................................63.5 Use of database in effective sales management...............................................................7TASK 4............................................................................................................................................74.1...........................................................................................................................................74.2 Opportunities for selling internationally..........................................................................74.3 Opportunities for using exhibitions and trade fairs..........................................................8CONCLUSIONS..............................................................................................................................9REFERENCES..............................................................................................................................10
INTRODUCTIONSales department of an organisation is its integral part that assist in increasing the business value.There are differs roles and responsibilities that are to be undertaken by the people engaged in thesales operation of an organisation(Johnston and Marshall, 2016).The present report covers themajor functions played by the sales department in meeting organisational aims and objectives. Inaddition to this relationship between the promotional mix and personal selling is also developedin the present piece of work. The study further aims on the effective sales managementtechniques that are implemented in an organisation. Moreover, a product will be chosen and asales plan will be generated for it. This development will be narrowed in line with the corporatestrategies. Further, different databases that will be used in boosting the sales operation of anestablishment will be discussed.In order to attain the desired outcomes of the present assignment, the organisationselected is IKEA. It is a private limited company belonging to retail industry which was funded73 years ago in Netherlands. The selected organisation is spread worldwide at 411 locationsaccounting in considerable profit. The product of the company involves self-assembly furnitureand households.TASK 11.1 Interrelationship between personal selling and promotional mix.Promotion is one of the most important element of marketing mix. There are further differentmethod in which this action is performed. Some of them includes personal selling, salespromotion, direct marketing, publicity and advertising. Personal selling is regarded as the mostsignificant tool which is used for the promotion of either services or products or an organisation.It is a process through which person to person communication is carried between theorganisation’s sales people with the customer(Zeschky Widenmayer and Gassmann,2014).Personal selling differs from entities to entities depending on several factors such as natureof products, size and scope of industry, etc. However, there exists a common things betweenthem all and that is the role it plays in the effective promotion of the services. With the help ofpersonal selling method, salesperson communicates with the different customers with variedperception. This interaction can help IKEA in getting deep in-sights of the rising antitheticdemands and needs of the customers. Following this, personalised services can be developed to1
satisfy a large base of consumers. This satisfaction level will further assist in increasingprofitability of the selected company. This, in turn, will raise the business value of IKEA.1.2 Comparison between buying behaviour and decision-making process in different situationsThere are different situations that are faced by the organisations and its customers and theirbehaviour in these conditions highly varies from each other. Below present a table comparing thebuying behaviour and decision making process in different situations:SituationConsumer buying behaviourDecision-makingPurpose of buyingThe purpose of buying forcustomers is to satisfy theirneeds and demands for theproduct.They buy services form thesuppliers to sell them in anincreased price to generatebusiness profit.New product entryTo check either thesedeveloped products meet theirneeds and demands or not.To check the effectiveness ofthe newly developed productin attracting a large customerbase so that profit can beraised.EffectSome common factors thateffects in the buyingbehaviour of consumerincludes the age, gender,geography, beliefs, etc.(Ulagaand Loveland, 2014).Decision-makingoforganisation relies on thedifferent micro and macrofactors such as consumers,investors, government, etc.QualityIt is the basic desire ofcustomers that they receivequality product or value formoney. Quality in theproducts highly influencecustomers to buy the services.Effective quality in theservices and productsis maintained to meetthe legal requirementsand to increaseconsumers(Hoenigand Henkel, 2015)....2
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