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The role of sales teams in sales operations

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Added on  2020-01-07

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SALES PLANNING AND OPERATION INTRODUCTION 3 TASK.14 1.1 How personal selling supports the promotion mix: 4 1.3 Analyse the role of sales teams within marketing strategy:5 TASK 39 3.1 Sales strategies formulation in respect of corporate objectives 9 3.2Importance of recruitment and selection procedure 10 3.3Role of motivation, remuneration and training in sales management 11 3.4 Sales management control sales activity and output11 3.5 Use of database in sales management12 4.1 Sales plan in context of M&S 12 4.2

The role of sales teams in sales operations

   Added on 2020-01-07

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SALES PLANNING ANDOPERATION
The role of sales teams in sales operations_1
Table of ContentsINTRODUCTION...............................................................................................................3TASK.1................................................................................................................................41.1 How personal selling supports the promotion mix:...................................................41.3 Analyse the role of sales teams within marketing strategy:.......................................5TASK 3................................................................................................................................93.1 Sales strategies formulation in respect of corporate objectives.................................9 3.2Importance of recruitment and selection procedure.................................................103.3Role of motivation, remuneration and training in sales management......................113.4 Sales management control sales activity and output................................................113.5 Use of database in sales management ....................................................................124.1 Sales plan in context of M&S .................................................................................124.2 Opportunities for selling internationally ................................................................134.3 Opportunities by using exhibitions and trade fairs..................................................13CONCLUSION:.................................................................................................................14
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INTRODUCTIONIn the previous time, sales planning were the prerequisite for creating marketing actions effective and efficient. Now, sales planning are done due to the increase in the sales volume in the organizations’ products or services. Sales planning requires adequate promotional activities to entertain so that the sales target can be attained in most effectiveway. Promotional tools or activities are the driving force of selling a product or service.There is a huge difficulty for the marketing managers or key sales planning officers to enhance sales of the products or services. But this challenges can overcome by effective and efficient sales planning and promotion. Sale planning and operational management are done in the organization to improve and enhance the promotional tools and activities for getting the sales target. For getting the more profits in the firm, SP and promotions are the first condition. This is the reason by which most of the big organizations are concerned about such sales planning and promotional activities (Peter, and Donnelly,2011).
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TASK.11.1 How personal selling supports the promotion mix:Personal selling is the verbal message with the potential customer of a product with a perception of making sale. At initial level, personal training concentrates on making a liaison with the potential buyer, but ultimately the main target is to make sale (Tuomikangas, and Kaipia, 2014). This is also very necessary to know the perception of the buyer before going for personal selling without knowing the requirements and desire of a buyer where you can able to sale the product. In personal sales, sales representative get to know the potential buyer where they can sell their products. by having this kind of experience, they become familiar with the market buyer behavior. As, sales representatives will offer and provide the products or services according to wants and desire of the potential buyer (Oliva, and Watson, 2014) There are basically two way of communication. Personal and impersonal. These are further classified into paid personal communication, paid impersonal communication, unpaid personal communication, unpaid impersonal communication.In unpaid impersonal communication there is:Publicity: it is the key part in promotion which offer some kind of positive and negative feedback as per activities done by the company. It has been analysed that publicity is more efficient than advertisement. Although, company avoids ay kind of negative publicity so that a bad image among the audience can not be created. It is non personal communication, which is in the sort of a news story that is transmitted via mass media. As the company need not to pay any fees for such sort of activities. Because, this is a kind of free advertisement about the product or services (N and Fan, 2011).In unpaid personal communication:Word of mouth communication: tit is a kind of communication which pertains to unpaid personal communication. It is commonly the reference to transfer the massage orally by physical spoken communication.To integrate all the personal selling efforts into the entire promotional plan, there is a strong need to evaluate the nature of this tool.Promotional mix is the base model in marketing. The marketing mix has definite series ofmarketing methods that the organization uses to attain the marketing objectives or goals. In the marketplace. Therefore, marketing /promotional mix had a four set of principles which names are: product, price, promotion and place. Which were gradually increased toseven marketing mix principles. These are now are product, price, place, promotion, process, people, physical environment.Promotional mix stands for the four stuff such as personal selling, sales promotion, publicrelation and advertisement. Among these four things keep up promotion mix at a big extent. Many of the cases banks, financial institutions and few manufacturing associations are more concerned about promotional mix. There is a specified manner by which promotional mix is being assisted by personal selling via personal interaction, two way communication, better response, relationship, better convincing etc.
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