Sales Planning And Operations TABLE OF CONTENTS INTRODUCTION 1 TASK 11 1.1 Personal selling at Enviro-Cars Ltd
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With other promotional activities: 1 1.2 Buyer behavior and decision making process different situations 2 1.3 Role of sales team in the overall marketing strategy 2 TASK 24 TASK 38 3.1 Sales strategies aligned with corporate goals 8 3.2 Importance of recruitment and selection procedures for Plastic products ltd. 9 3.3 Role of motivation, remuneration and training 10 3.4 Sales activities in order to control of sales output 11 3.5 Effective sales management supported by the use of database 11 TASK 412 4.1 Opportunity for selling internationally into chosen emerging market 12
Sales Planning And Operations TABLE OF CONTENTS INTRODUCTION 1 TASK 11 1.1 Personal selling at Enviro-Cars Ltd
Added on 2019-12-03
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SALES PLANNING AND OPERATIONS
TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 Personal selling at Enviro-Cars Ltd. With other promotional activities:.........................11.2 Buyer behavior and decision making process different situations...................................21.3 Role of sales team in the overall marketing strategy........................................................2TASK 2............................................................................................................................................4TASK 3............................................................................................................................................83.1 Sales strategies aligned with corporate goals...................................................................83.2 Importance of recruitment and selection procedures for Plastic products ltd..................93.3 Role of motivation, remuneration and training..............................................................103.4 Sales activities in order to control of sales output..........................................................113.5 Effective sales management supported by the use of database......................................11TASK 4..........................................................................................................................................124.1 Opportunity for selling internationally into chosen emerging market...........................124.2 Opportunities for using Exhibitions/Trade-fairs in India...............................................124.3 Sales Plan........................................................................................................................13CONCLUSION..............................................................................................................................13REFERENCES..............................................................................................................................14
INTRODUCTIONSales Planning and operations is an activity which combines sales and marketingoperation of firm and it helps in achieving strategic goals and objectives of organization. Salesplanning play a very crucial role in organization's success. Effective sales plan and operationsprocess is linked with business planning and master planning in the organization. The salesplanning and operations includes updated reports which indicates sales plan, production plan,inventory plan, new product development plan, customer lead time plan, strategic initiative planetc. This report describes sales planning and operations of Enviro Cars Ltd. which is apartnership firm and they have dealership of electronic cars. Since organization is going throughdecreased sales due to recession, they are reinforcing the idea of ‘environmentally-friendly’ &‘economically’ appealing cars for their customers. Thereby, through this report new andimproved sales plan and business strategies have been developed. TASK 11.1 Personal selling at Enviro-Cars Ltd. With other promotional activities:Personal selling can be improved with use of various promotional activities. For instance,the Enviro Cars Ltd. can distribute brochure's of their offer in public places or target market andthen meet up personally to the potential consumers and discuss about the offer. Personal sellingmake positive impact on consumers as sales person modified the offer immediate according tocustomer's need and demand. Sales promotion plays very significant role in supporting otherpromotional activities of Enviro Cars Ltd. Personal selling is one of the promotional method inwhich sales force are used to sell firm's product after a face to face meeting with customer.According to this, seller promotes their product with the help of their looks, attitude and theirknowledge about product. At Enviro Cars Ltd. Sales of new and second hand cars is going downdue to economic recession. In this case, company can promote their environment friendly andeconomic cars through advertising, sales promotion, personal selling, public relations andpublicity. In comparison to advertisement personal selling is based on personal communicationwhich relies more on oral mode of communication and communicates with limited people.Personal selling can satisfy the need of customer which provides feedback to management abouttheir product. It is effective in creating awareness about product towards purchase; it explains allthe aspects related to product, to the customers and enables the market information and feedback.1
Most importantly through personal selling sales person can create good brand image and canbuild good relationship with customers. Sales persons with positive attitude and bettercommunication skills can create customer's objections into reasons for buying. It can beevaluated that the management of Enviro-Cars Ltd is required to develop effectual sellingstrategy so that promotional activities can be carried out. These are as follows-In the first step, it can be assessed that in spite of having ineffective sales team Enviro-Cars Ltd is able to achieve best outcomes and achieve goals. For instance, here, it isessential for business to determine the needs of buyers and identify that who are actualconsumers ready to purchase second hand cars. It helps in carrying out positive mouthpublicity and develop promotional activity of firm.Second, business is required to develop proper presentation will help in targeting B2Bconsumers. It involves proper research to be done and thus helps sales person to createproper brand image of company in market.Thirdly, involving promotional element of personal selling it helps in improving theselling environment and helps in creating proper base for all the promotional activities.For instance, with the help of personal selling, sales person helps in identifying andevaluating the basic needs and wants of consumers and thus provide them best offers inregard to enhance sales and profitability. 1.2 Buyer behavior and decision making process different situationsDifferent kind of situations affects the behavior of buyers. Purchase decisions and buyerbehavior varies according to situations. In the situation of economic recession, sales of new andsecond hand cars have been decreased because customer takes less interest in cost consumingpurchases. However, Enviro Cars Ltd. is launching environmentally friendly and economicalcars to attract customers which will give boost to their business. There are many factors thataffect consumer behavior and it is completely dependent on customer experience and knowledge.Some customers take quick decisions of buying while other consumers gathers the informationand involve themselves into decision making process before making a purchase. The level of involvement of buyer in the decision making process also affect buyerbehavior. In B2C consumers emotional factors make huge impacts on buyer's behavior howeverB2B purchasing is based on tasks and benefits for decision-making. For instance, in lowinvolvement situation buyer's decision to purchase product of specific firm largely depends upon2
its peer or family members. In this regard, they prefer to choose the product of that firm which isbeing recommended by their family members. Thus, it can be considered as one such situationwhich affects the sales of Enviro Cars Ltd. Furthermore, In B2B selling the consumer willresearch on the features of the car, benefits of buying this, utilization of this car in theirworkplace will play huge role in taking decision for buying the car from Enviro Cars ltd.Product. Following are the several situations that make huge impact upon the buyer behavior areas follows-Spending power of consumers- Here, Enviro-Cars Ltd is facing issues in enhancingtheir sales and one of the main reason is lack of recovery of profits. For instance, hereB2B consumers are also focusing upon spending minimum upon purchasing theaccessories of cars in bulk. Ineffective consumer service- Here, Enviro-Cars ltd possess ineffective sales force andthus they are not able to provide best consumer services. Thus, B2B consumes are facingdifficulties in carrying out the trade activities for long term.Preferences of consumers- Here, it is essential for company to determine thepreferences of people and thus provide them effective cars and thus satisfy the needs ofpeople. For instance, B2B consumers prefer fuel efficient car models as they are able topromote the products in effective manner. Lack of trust- However, being operated in a small or medium sized car dealershiporganization, it is crucial for enterprise to develop trust among their targeted segment sothat client's loyalty can be attained. Thus, it helps firm to become loyal consumers andgrow firm up to a great extent.1.3 Role of sales team in the overall marketing strategyIn order to improve the effectiveness of organization's Sales and marketing, theMarketing division have to analyze consumer needs to generate new ideas. Thus, the role of salesteam in the overall marketing strategies is as follows:Market Segments: The roles assumed by the Members of sales team depends on theproducts company is offering in which segment or market. If product is highly technical,then segmentation by industry will be effective, because role of a sales team member whois responsible for industrial segment is expert for your product in that industry. In this3
context the role of sales person is to identify the need and demands of the customers forcars in particular market segments.Strategic level: Once sale and marketing team members know which market segmentthey are representing than they have to make sure that team marketing strategy areaccording to need of their segment. The role of a team member in developing salesstrategies is to understand the needs of targeted market. However,The sales person of theEnviro Cars Ltd. should make the sales strategies as per the competition factors anddemands of the consumers.Marketing Plan: After developing marketing strategy, each team member is responsiblefor implementing sales plan in the areas of their responsibilities. Responsibility of thesales in marketing plan is to decide the price and plan promotional activities for hisselected market segment.For instance, sales team of the Enviro cars can perform variouspromotional activities such as, advertisement in news papers, social media networking,road shows, brochures and personal selling for attracting more number of consumers.TASK 24
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