Sales Planning and Operations Assignment
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Added on 2020-01-07
Sales Planning and Operations Assignment
Added on 2020-01-07
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SALES PLANING AND OPERATIONS
Table of ContentsINTRODUCTION:..........................................................................................................................3TASK 1............................................................................................................................................41.1 Explain how personal selling supports the promotion mix..................................................41.2 Compare buyer behaviour and the decision making process in different situations.............41.3 Analyse the role of sales teams within marketing strategy...................................................5TASK 2............................................................................................................................................62.1 sales presentation on the John Lewis company product and services...................................6TASK 3............................................................................................................................................63.1 Explain how sales strategies are developed in line with corporate objectives......................63.2 Explain the importance of recruitment and selection procedures.........................................63.3 Evaluate the role of motivation, remuneration and training in sales management...............73.4 Explain how sales management organise sales activity and control sales output.................83.5 Explain the use of databases in effective sales management ...............................................8TASK 4............................................................................................................................................94.1 Develop a sales plan for a product or service.......................................................................94.2 Investigate opportunities for selling internationally ............................................................94.3 Investigate opportunities for using exhibitions or trade fairs..............................................10CONCLUSION:.............................................................................................................................10\......................................................................................................................................................11REFERENCES:.............................................................................................................................11
INTRODUCTION:Sales planing and operation define the techniques of the sales promotion in theorganisation. The John Lewis company determine the many strategies of the product promotion.This is the process of the management planing it determine the new product development stagein the organisation. The sales plan determine the financial plan, product plan, demand and supplyplan and supply chain management. The SCM determine the relationship between the supplierand distributors. The operation of the sales planing define the productivity of the sale andprofitability of the sale in the John Lewis company. This company use the many techniques toproduce the product in the organisation. Operation determine the management process for theproduct planing, organising, staffing and controlling techniques. The company use the productpromotion techniques including the sales promotion, publicity, personal selling andadvertisement. This is a part of the management process(Abdelghany and Abdelgha , 2011).TASK 11.1 Explain how personal selling supports the promotion mixThe John Lewis company use the sales techniques including the personal selling toincreasing the product productivity in the organisation. Personal selling is the tool of thepromotion mix that determine the price, place, people, promotion, policy and product. This arepromotion mix strategies. Personal selling supporting the promotion mix strategies because thepromotion create the customer product demand and supply in the organisation. There are threekey points that define the promotion mix are as follows.Complexity of product and services: This is determine the complexity between the product andservices. The company use the personal selling techniques because the company growing in theorganisation. Product is a good than the consumer use the product and customer purchases theproduct. Hug competition in the market place: There are many competition of the market place and manycompetitive in the market place. The company determine the marketing competition in themarket. Promotion mix evaluation the price of the product and which place produce the product.This competition provide the customer satisfaction for the post purchase process(Adebambo andToyin , 2011).
Customer demand and values: The demand of the product determine the relationship between thedemand and supply in the market. Inverse relationship of the customer demand and supply of theproduct. The selling techniques determine the customer product value and demand of theproduct.1.2 Compare buyer behaviour and the decision making process in different situationsThe buyer behaviour create the decision making process in the many situation. Thedecision making process determine the many process including the pre-purchase process,purchasing process and post-purchases process.Pre-purchase process: This process determine the many stages including the decision makingprocess in the market. This process recognise the problem of the purchases process. Informationsearching the process and evaluating the alternative sources in the market place.Purchasing process: This process creating the current process of the buyer behaviour for makingthe decision. Purchasing process determine the two stages including the purchases patterns. Thispattern include the brand loyalty and impulse process in the market. The John Lewis companyevaluating the buyer behaviour in the decision making process the company applied the storepurchasing. This process determine the store selecting and buyer behaviour in the store.Post-purchases process: This process determine the after purchasing process. This process createthe customer satisfaction and dissatisfaction related to the product. This process delight the buyerand provide the dissonance of the post-purchases(Banomyong and Supatn , 2011). Decisionmaking process create the buyer behaviour for the John Lewis company product. Company usethe product of the clothes. There are many situation of the decision making process thatdetermine the customer behaviour of the product in the pre-purchase, purchasing and post-purchases process.1.3 Analyse the role of sales teams within marketing strategyThe role of the sales teams determine the many role in the organisation. The role isevaluating the many scope and importance. The manager of the company evaluating the beststructure of the company profile in the organisation. The role of the sale team are as follows.Meeting the sales targets: The role of the sales manager determine the meting of the targetcustomer related to the product. This is also determine the best product(Bethapudi , 2013).
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