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Sales Planning and Operation: John lewis

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Added on  2019-12-18

Sales Planning and Operation: John lewis

   Added on 2019-12-18

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Sales Planning and Operation
Sales Planning and Operation: John lewis_1
Table of ContentsINTRODUCTION...........................................................................................................................3TASK 1............................................................................................................................................31.1 explain how personal selling supports the promotion mix...............................................31.2compare buyer behaviour and the decision making process in different situations..........41.3analyse the role of sales teams within marketing strategy................................................4TASK 2............................................................................................................................................5Covered in PPT.......................................................................................................................5TASK 3............................................................................................................................................53.1 explain how sales strategies are developed in line with corporate objectives..................53.2 explain the importance of recruitment and selection procedures.....................................63.3 evaluate the role of motivation, remuneration and training in sales management...........63.4 explain how sales management organise sales activity and control sales output.............73.5 explain the use of databases in effective sales management............................................7TASK 4............................................................................................................................................84.1 follow an appropriate process for the formulation of a budget for an integratedpromotional strategy...............................................................................................................84.2 Carry out the development of a promotional plan for a business or product...................94.3 Plan the integration of promotional techniques into the promotional strategy for a businessor product..............................................................................................................................10CONCLUSION..............................................................................................................................10References......................................................................................................................................11
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INTRODUCTIONSales and operations planning is refers a decision making process that assure that allfunctions are support the business plan. It includes all the information which is updated andfuture related that leads to production planning, sales planning, any new product which can beintroduce in future, strategic plan and financial plan (Katz, and Green, 2009). The present reportis based on John lewis operate in United Kingdom. It is a retail chain. There are 46 stores allover in united kingdom. The purpose of this company is to sell their products through personalselling. Also motivate their sales management and provide them proper training, and alsodescribe that making a budget is necessary before doing any work because it helps to identify thecost of promotional activity, sales strategy etc. TASK 11.1 explain how personal selling supports the promotion mixPersonal selling means sellers and buyers meet each other face to face and seller sell theirproduct to them. It is like a promotional activity because in this seller sell their product to buyersby using their abilities and skills. It helps to create permanent customers and build customerloyalty (Sheldon, 2006).Importance of personal selling in supporting the promotional mix:Two-way communication :In this selling is done through face to face so that there is twoway communication and it helps to increase the sell. And buyer can easily collect the informationregarding product. Personal attention :In this seller sell their products personally to the buyers and pay fullattention to them. They also focus on all the problems of buyers and solve them.Immediate feedback :This is the technique through which seller can take immediatefeedback from their customers. It is very useful in sales increment and also helps in promotetheir sales (Kaplan, and Norton, 2008).Customer confident :A good seller can gain confidence of their customers through theirability of talk and presentment of product. It will helps to remove the confusion of buyers whichis related with product and also remove any misunderstanding, queries and doubts.Flexibility :Personal selling is very flexible because seller can adjust according to thesituation or interest of the customer.
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