Assignment on Sales Plan and Operations

Added on - 21 Jan 2020

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Sales Planning1
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TABLE OF CONTENTSINTRODUCTION...............................................................................................................................4TASK 1.................................................................................................................................................4AC 1.1 Support of personal selling to the promotion mix...............................................................4AC 1.2 Comparison between buyer behaviour and the decision making process in differentsituations..........................................................................................................................................5AC 1.3 Role of sales teams within marketing.................................................................................5TASK 2.................................................................................................................................................6TASK 3.................................................................................................................................................6AC 3.1 Sales strategies in Thomas Cook’s Romania holiday packages tourism agency.................6AC 3.2 Importance of recruitment and selection procedures for Thomas Cook’s tourism agencyto launch its Romania tour package.................................................................................................7AC 3.3 Role of motivation, remuneration and training in sales management for Thomas.............7Cook’stourism agency......................................................................................................................7AC 3.4 Organising sales activity with controlling sales output by Thomas Cook’s tourismagency..............................................................................................................................................8AC 3.5 Use of database in effective sales management to track and sustain sales of Romania......8holiday tour operations...................................................................................................................8TASK 4.................................................................................................................................................9AC 4.1 Sales plan for Romania Holiday tour..................................................................................9AC 4.2 Opportunities for selling Romania tour package internationally........................................9AC 4.3 Opportunities for using exhibitions or trade fairs for Apple Watches...............................10Conclusion..........................................................................................................................................10References...........................................................................................................................................113
INTRODUCTIONSales planning refers to the formation of appropriate sales plan as per the sales targets andobjectives. Sales plan helps organisations in defining their set of sales targets and in choosingproper strategies for achieving them. It includes production plan, new product development plan,inventory plan, strategic plan, financial plan and many more. The focus of whole planning is tofulfil the expectations, demands, needs and desires of the customers by providing them effective,innovative, user friendly and easily accessible product(Cao and Thomas, 2005).For the present study Bentley auto-mobiles is taken into the consideration. As per the givencase study, Bentley cars are taken for explaining the various processes, strategies, etc for the salesplanning. The file consists of role of personal selling in overall marketing strategy, principles ofselling process to a product or service, role and objectives of sales management, sales plan forproduct or service. In the end, conclusion is explained with the key findings.TASK 1AC 1.1 Support of personal selling to the promotion mixPromotion mix consists of proper coordination of the marketing activities such asadvertisement, direct marketing, publicity and many more. These activities are taken intoconsideration for interacting with the customers and influencing them for the product or services.Bentley auto-mobilesalso uses promotional mix for promoting its services and cars among thecustomers and to influence them for purchasing them (McClaren, 2013.).Personal selling is a part of promotional mix, uses by theBentley auto-mobiles, for themarketing of its services and products such as different models of cars, automotive tyres, and otherauto-mobile gadgets. Personal selling, in the field of promotional mix, provides firm with anopportunity to solve the queries of the clients individually. Through this, sales person can provideproper and important information related to the products and services to the customers which latermake them to purchase those products and services. The main benefit of this promotional method isproper conveying of message to the client with the help of attractive personality and polite language(Solomon, Cornell and Nizan, 2016).Bentley auto-mobilescan also do personal selling with the help of external network of salesperson. It can also use team sales approach for promoting their auto-mobiles services with themeans of personal selling. This Bentley team tries to identify the expectations of the customers andproduce various types of products for their satisfaction. This team promotes their serviceseffectively and in appropriate manner by explaining the benefits of the cars and services in their lifewhich in result makes customers to purchase them (Personal Selling, 2016).4
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