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Sales Planning and Operations TABLE OF CONTENTS

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Added on  2019-12-17

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Sales Planning Stages Sales Planning TABLE OF CONTENTS INTRODUCTION 1 LO 1 1.1 1.2 2 1.3 3 LO 2 3 LO 3 4 3.1 4 3.2 4 3.3 5 3.4 5 3.5 5 LO 4 6 4.1 6 4.2 7 4.3 7 CONCLUSION 8 REFERENCES 9 INTRODUCTION Sales planning and operations refer to an integrated business process through which all organizational functions get collaborated. In this way, it can be said that personal selling highly supports promotion mix of the products and services of Ritz Carlton by making customers understand

Sales Planning and Operations TABLE OF CONTENTS

   Added on 2019-12-17

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TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1LO 1.................................................................................................................................................11.1................................................................................................................................................11.2................................................................................................................................................21.3................................................................................................................................................3LO 2.................................................................................................................................................3LO 3.................................................................................................................................................43.1................................................................................................................................................43.2................................................................................................................................................43.3................................................................................................................................................53.4................................................................................................................................................53.5................................................................................................................................................5LO 4.................................................................................................................................................64.1................................................................................................................................................64.2................................................................................................................................................74.3................................................................................................................................................7CONCLUSION................................................................................................................................8REFERENCES................................................................................................................................9
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INTRODUCTIONSales planning and operations refer to an integrated business process through which allorganizational functions get collaborated. Way in which sales turnover and profitability can beincreased is decided with the help of effective sales and operation planning. If it is done in aneffectual manner, ascertaining optimum level of manufacturing output becomes easy thatultimately leads to create a competitive edge of company over others in the marketplace(Noonan, 2010). In the present report, Ritz Carlton has been selected that is a luxury hotel chaindealing in hospitality and tourism industry. With reference to the chosen firm, there will bediscussion on role of personal selling within overall marketing strategy. Also, principles ofselling process to a product or service of organisation will be highlighted along with the role andobjectives of sales management. Apart from that, sales activities for a product or service will beplanned in the report with respect to Ritz Carlton.LO 11.1Personal selling is an important part of promotion that plays a significant role inincreasing the sales turnover of organisation. There are many alternatives available which areincluded in the process of personal selling in order to promote the products and services. Mostcommon among them are like sales training and incentive programs for sales person as well aspresentation and meetings based on sales. In addition to this, personal selling also involvessamples and telemarketing through which sales objectives of the firm are achieved (Wacker andLummus, 2012). As Ritz Carlton is dealing in both; tourism and hospitality business, its salesteam needs to personally communicate with the customers so that their queries can be resolved.Through this, organisation gains details about the customer’s needs and preferences that helps informulating marketing strategies accordingly for selling the products and services. Personalselling helps in influencing the buyers towards advertisement and publicity. Information that isshown in the ad given by Ritz Carlton is demonstrated practically by their sales people inpersonal selling method to the potential customers (Marketing - Promotion Strategy, 2013).Therefore, it can be said that sales promotion tools become more effective when sales peopleprovide personal guidance to the target audience regarding the same. In this way, it can be saidthat personal selling highly supports promotion mix of the products and services of Ritz Carlton1
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by making customers understand the information of products and services that is given bydifferent promotional tools like advertisement.1.2Buyer behaviour to make purchase decision depends on different needs or situations aswell as it highly gets prejudiced with external factors. For example: In Ritz Carlton, the processstarts when a customer desires to visit a place for either spending holidays or his leisure time. Forthis purpose, individual searches for different hospitality and tourism firms in order to select theone that can satisfy his needs. In such case, when Ritz Carlton is selected, it states that among allavailable alternatives, customers found it the best option services of which he can avail (Yu,Ramanathan and Nath, 2014). Thus, in this way, customers of Ritz Carlton make their decisionswith regard to purchase its products and services. Buyer behaviour and their decision making canbe compared in the following steps:Figure 1: Steps of buyer purchase decision makingDetermining the need – It is the first and foremost step where initially the need ofcustomer arises like whether he wants to visit some place or require some good food. Gathering information – After assessing the need, individuals gathers information relatedto same which can be understood like; in case if he wants to spend his holidayssomewhere, he will search that what all places are there where he can go (5 Stages ofconsumer buying decision process, 2016).Evaluating different alternatives – It is the next step where all available alternatives areevaluated by the customer. Here, he searches for the destination to visit, accommodationand restaurant facility as per his preference.2Determining the need Gathering information Evaluating different alternatives Purchase decision Post-purchase evaluation
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