Sales Planning and Operations of Body shop company : Report
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Added on 2020-01-07
Sales Planning and Operations of Body shop company : Report
Added on 2020-01-07
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SALES PLANNING ANDOPERATIONS
Table of ContentsINTRODUCTION......................................................................................................................4TASK 1......................................................................................................................................41.1 Personal selling supports promotion mix.........................................................................41.2 Impact of buyer behaviour on decision making process of organisation.........................51.3 Role of sales team in marketing strategy.........................................................................6TASK 2......................................................................................................................................72.1 Principles of selling process.............................................................................................7Planning for new product.......................................................................................................7TASK 3......................................................................................................................................93.1 Developing sales strategies..............................................................................................93.2 Importance of recruitment and selection procedures.......................................................93.3 Role of motivation, remuneration and training in sales management..............................93.4 Organising sales activities and controlling sales output................................................103.5 Use of databases in effective sales management............................................................10TASK 4....................................................................................................................................114.1 Developing a sales plan..................................................................................................114.2 Opportunities for selling internationally........................................................................114.3 Opportunities for using trade fairs and exhibitions........................................................12CONCLUSION........................................................................................................................12REFERENCES.........................................................................................................................13
INTRODUCTIONPersonal selling is a process through which business organisations use to sell theirproducts and services with the help of sales people so that they can sell the products tocustomers face to face. In this type of selling, presentation and other skills of a salesexecutive has a lot of importance so that they can convince buyers for purchasing theirproduct. Thus, it is a type of promotion as well where customers are induced to make buyingdecision through sales person’s attitude, skill, knowledge and appearance (Hübner Kuhn andSternbeck, 2013). The present report has focussed on sales planning which is an importantactivity based on making a strategy for selling a product or service with the help of salespeople and other activities. The report has discussed about significance of sales planningalong with a number of activities that are essential for an ideal sales planning and strategies.For this purpose, The Body Shop Company has been chosen on which the report will bebased. In addition to this, sales planning for a new product will be done so that a properstrategy can be understood for sales and operations planning.TASK 11.1 Personal selling supports promotion mixThe personal selling is a sort of activity which strongly supports promotional mix as itis a way through which firm sell the products with the help of their employees (Chen-Ritzo,and et.al., 2010). Here, the major motive of organisation is to understand the needs anddemands of customers more closely. Similarly, the promotion is a process which is intendedto induce the volume of sales. The Body shop Company also takes help of personal sellingfor promoting products and services. The close link between personal selling and promotionmix is combined to so that sales of organisation can be enhanced which is as follows: Advertisements: Through advertisements, the said company makes communication withcustomers so that they can be informed about various new and existing products along withany special offers and schemes. Apart from this, it is a good medium to give customersinformation about product’s quality and features (Meyr, Wagner and Rohde, 2015).Sales promotion: The sales promotion is also related with the act of promoting goods andservices of organisation so that the sales can be boosted. In stated enterprise, the sales
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