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A Coordination Framework for Sales and Operations Planning

   

Added on  2020-01-07

14 Pages5327 Words200 Views
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SALES PLANNING ANDOPERATION
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Table of ContentsINTRODUCTION.....................................................................................................................................4TASK 1.......................................................................................................................................................41.1How personal selling supports the promotion mix...........................................................................41.2Compare buyer behaviour and the decision making process ..........................................................51.3 The role of sales teams within marketing strategy..........................................................................5TASK 2.......................................................................................................................................................62.1 sales strategies can be developed in line with corporate objectives................................................62.2 Principals of selling process to the product and services................................................................7TASK 3.......................................................................................................................................................83.1Explain how sales strategies are developed in line with corporate objectives.................................83.2Explain the importance of recruitment and selection procedures....................................................83.3Role of motivation, remuneration and training in sales ..................................................................93.4 Sales management organise sale activity and control sales output.................................................93.5 Use database in effective sales management.................................................................................10TASK 4.....................................................................................................................................................114.1 Sales plan framed by Primark for new range of goods and services.............................................114.2 Opportunities for selling internationally........................................................................................114.3 Opportunities for using exhibition or trade fair. ...........................................................................12CONCLUSION........................................................................................................................................13REFRENCES...........................................................................................................................................14
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INTRODUCTIONIn today’s competitive environment, selling is considered to be an important part in every organization. It means that the merchandising is the essential part of firm operations. organization. It has been analysed that it is the main function of the sales manager that there should be effective skills employed in sales person, so that they can excellently sell their products and services in the market areaof the company (Ptak and Smith, 2011). The company should utilise effective selling skills so that they canachieve their set objectives and goals in a prompt manner. This present report on the which lead to ultimate achievements of goals and objectives. Also it has been assessed that there is the relationship between personal selling and promotion mix of the company. In addition to this, buyer behaviour affects the decision making process to a much extent. This present report has been discussed from the context of Primark, which is one of the leading retail companies of the UK. Importance of recruitment and selection will also be discussed in regard to Primark. TASK 11.1How personal selling supports the promotion mixPromotion is unitary constituent of the merchandising mix of the company. Personal selling is the activity in which spoken communication with the prospective purchasers of a particular commodity
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and services with the purpose of making sale of its products and services. The personal selling is one ofthe quality of sales manager to interact with the customers. (Miller, 2012). Individual marketing is one of the essential tool of the content mixture and also an impressiveadvertising technique. In the company namely Primark, the sales manager tries to promote personalselling methods by which their sales person can get interactive session with their buyers.Function performed by the sales manager are as:Potentiality: It means to search new people who are willing to buy products and services of thecompany. It means likely to identify those goods and services of the company who like to preferthe products of company. For an example; Primark intents to identify those customers who arekeen to buy its products like confectionery items, accessories, clothes etc.Negotiable tool: It relate respective persons and personal human activity as compared to massand non personal human action of advertisement and gross sales subject matter. Thus it can besaid that persona selling is considered to be an important tool for the company. Also, personalseller can use his skills and of sales to fit the , wants, motives and attitudes of specificconsumers.Pertain minimal pointless activity: in the context of individual commercialism, a salesperson can easily reference its customers in market segment and can concentrate on them. He does not require to conveywith those customers who are fake prospects.(Olhager, 2013). It can be said that personal selling involves minimum wastage of effort.1.2Compare buyer behaviour process and the decision making procedureCostumers are the persons who are refereed as the as the last user a particular commodity orservices of the company. Behaviours of consumers is one of the activity in which customer takesjudgement in purchasing of product, services for satisfaction of his or her needs. The manager ofPrimark has recognised that the consumer buyer behaviour affects the decision making process. Thebuying actions consists of 5 stages which are as:The first stage of consumer behaviour is related to recognition of their needs and wants. In thisthe consumers will realise and also become alert of their desired state compared to their actualsituation, which would probably compel them to purchase the products and services of the saidorganization. It is the step which involves need recognition.Second step involves that consumer after recognising needs, researches in order to widen and obtain in depth information about his need acknowledgement. Consumers will use various methods to research from where he can get best products and services and forms decisions thereafter (Kaplan and Atkinson,
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