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Sales Planning and Operations Assignment (Sample)

   

Added on  2019-12-03

20 Pages5159 Words254 Views
Sales planning and operationsTABLE OF CONTENTSINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 1 How personal selling at Enviro-Cars Ltd supports other promotional activities..........11.2 Comparison of buyer behavior and the decision making process ..................................21.3Analyse the role of sales teams within marketing strategy.............................................2TASK 2 presentation........................................................................................................................4TASK 3............................................................................................................................................83.1 How sales strategies can be aligned with corporate objectives in Plastic Products.........83.2 Importance of recruitment and selection procedures........................................................93.3 Role of Motivation at Plastic Products Ltd... .. . ...........................................................103.4 How Plastic Products Ltd. organize Sales activities ......................................................113.5 Effective Sales Management .......................................................................................11TASK 4..........................................................................................................................................124.1 Sales Plan .......................................................................................................................124.2 Opportunities for selling ................................................................................................124.3 Opportunities for using Exhibitions/Trade-fairs ............................................................13CONCLUSION..............................................................................................................................13REFERENCES..............................................................................................................................14Page 1 of 20

Sales planning and operationsINTRODUCTIONA sale planning is a key skill that all sales people must have. With the help of havingappropriate sales Strategy Company can develop better business plan and enhance theirmarket share. Sales and operation planning is another most important concept as well asmonth based business process that helps in achieving balance between company’s demandand supply (Chopra and Meindl, 2007). The present report is based on three different cases ofsales planning i.e. Enviro cars Ltd, plastic product Ltd and Currys (Dixons Carphone). Allthree scenarios present various roles of sales planning as well as its effectiveness for thecompanies. It helps in determining the role of personal selling in overall marketing strategyas well as role and objectives of the sales management.TASK 1Role of Personal Selling within the overall marketing strategyThis task is based on the scenario of Enviro Cars Ltd in which Jack & Thomas run asuccessful partnership business in electric car dealership in England. Recently they are facingproblems that sales of new and second hand cars have been down. Another major problem isthat several experienced sales staff has left and the current sales personnel are mostlyinexperienced. For this, they are planning to recruit competent sales staff in order to reinforcetheir business by delivering environment friendly and economically appealing cars.1.1 How personal selling at Enviro-Cars Ltd supports other promotional activities Enviro Cars Ltd can move forward and resolve all their current problems by the wayof using personal selling tactic. It helps them in improving the effectiveness of the company’ssales personnel in areas B2B and B2C. One of the key aspects of any company is makingbetter promotional activities. Personal selling can also be defined as a person to personcommunication process. In order to improve the effectiveness of company’s sales personnelpersonal selling is the best option (Umble, Haft and Umble, 2003). It supports all thePage 2 of 20

promotional activities of company by the way of reaching or communicating with customerspersonally. It is the best effective option in which presentation to a potential customer isperformed in person. It is the best effective way through which a person can make theawareness of the product towards a purchase. It highly supports the overall promotion ofproduct through face to face interaction. In such a way, explanation about the product can begiven in a more appropriate manner to all the customers. In addition to this, it also enables thebank to gather market information as well as feedbacks. With the help of personal sellingEnviro cars can deliver excellent customer services. They can promote their products andgive them whole information as per their needs and concern (Bradley, 2005). One of the mostimportant advantage of using this technique is that even though the products as well as cars isnot purchased by the customers, the sales person gets to build a good relation. Further, it canbe stated that it is the best way through Enviro cars Ltd can easily resolve their currentproblem of decreasing sales and maintain the effectiveness in their business operations. Personal selling is a two way communication process. Hence it becomes easy torectify any mistake immediately at that point of time. Its interactive nature makes it the mosteffective promotional approach for building relationships with the customers. It is particularlyseen in the business to business market. Through personal selling, company can reach easilyto those customers who are not reached through other methods. Personal selling can alsoassists in sales promotion as things like coupons, sweepstakes etc can be provided at the timeof personal selling.1.2 Comparison of buyer behavior and the decision makingprocess in different situations at Enviro CarsCustomers of Enviro cars can be divided into different categories i.e. individual carcustomers as well as organizational customers. The whole buying behaviour of customersdepends on their decisions based on the purchasing. Consumer behaviour is the process inwhich customer can take varied decisions regarding product. Different decisions about the carpurchasing can be taken by customers who totally satisfy their needs. People are havingdifferent needs and demands for maintenance and servicing of their cars. There are differentcharacteristics of individual consumer such as demographics and behavioural variables(Olhager, Rudberg and Wikner, 2001). There are different criteria selected by different peoplePage 3 of 20

as per their satisfaction and needs. A young person likes to purchase more advanced featurescars whether older people use to purchase a car which covers low maintenance costs. Further,buyer behaviour is based on the needs of consumers and they can take varied decisions on thebasis of this.B2B sales are to businesses while B2C sales are to consumers. Most of studies definesthat both emotional and rational factors are brought at the time of purchasing process. Thereis different buying behaviour of customers for both of the business industries. B2C decisionshighly involves thousands of individuals as well as families buying for own consumption. Onthe other hand, B2B decisions involve considerable less people buying as a group for theorganization. In addition to this, B2B buyers are now more professional than ever in the pastwhile B2C buyers although more informed than in the past. It is having huge implications forenviro cars ltd as at the time of considering two services such car servicing as well asmaintenance available at Enviro Cars, buying behaviour of customers from both individualand organizations differs according to the product they are interested in (Monat, 2011).1.3 Analyse the role of sales teams within marketing strategyOne of the major problems faced by Enviro cars Ltd is inexperienced sales staff. Dueto this, they are facing various problems in their business. They need to recruit best sales staffpersonnel for their firm so that they can deliver environmentally-friendly and economicallyappealing cars with excellent customer services (Ashford, 2007). Sales team plays a majorrole in the overall marketing strategy of Enviro Cars Ltd. They are responsible for generating,implementing and carrying out various marketing strategies as per their corporate strategiesdue to the current problem faced by them. Due to the economic recession, they are facingseveral problems among which several experienced sales staff has left and the current salespersonnel are mostly inexperienced.•Analysis of current market: One of the major roles of sales team is to go through theappropriate conversation with potential or existing customers. With the help of this,sales team is able to gather various information about the current as well as prevailingtrends, competitor and customer feedbacks on current services (Spiro, Stanton andRich, 2003).•Sales forecasting: Another major role of the sales team is to determine the futurePage 4 of 20

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