Sales Planning and Operations - PDF
15 Pages5161 Words154 Views
Added on 2019-12-03
Sales Planning and Operations - PDF
Added on 2019-12-03
ShareRelated Documents
Sales Planning and Operations
TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 How personal selling at Enviro-Cars Ltd supports other promotional activities.............11.2 Comparing buyer behavior and decision making process................................................21.3 Analyzing the role of sales team in marketing strategy...................................................3TASK 3............................................................................................................................................33.1 How sales strategies can be aligned with corporate objectives........................................33.2 The recruitment and selection procedures are important for Plastic Products Ltd...........43.3 The role of motivation, remuneration and training can be utilized as tools of motivationwithin sales management........................................................................................................53.4 How business can organize sales activities in order to control of sales output................53.5 Effective sales management can be supported by the use of databases...........................6TASK 4............................................................................................................................................64.1 Developing a sales plan for product category of Curry’s emerging market.....................64.2 Opportunities for selling internationally into chosen market...........................................74.3 Opportunities for using Exhibitions/Trade fairs...............................................................8CONCLUSION................................................................................................................................8REFERENCES................................................................................................................................9
INTRODUCTIONSales planning and operations can be considered as an interconnected business processdeveloped in order to focus, alignment and synchronize within different functions ofmanagement. However, it states that business is required to develop a planning process with theaim to achieve business objectives. The current research is divided into different scenarios thatstates that business is facing low sales and profitability because of economic recession andinexperience staff. In the first task it involves analysis regarding sales and planning of EnviroCars Ltd Company (Adamczak, Domański and Cyplik, 2013). It also includes personal selling,comparison of consumer behavior and decision making process within B2B and B2C market.Further, in the third task, sales and planning information has been involved regarding Plasticproduct Ltd. Here, firm focuses to enhance their operations through recruiting skilled workforceand attain desired objectives. Also, management needs to focus on its sales team in order tomaintain customer relationship and overcome challenges faced by enterprise. TASK 1 1.1 Explaining the personal selling at Enviro-Cars Ltd. that supports other promotional activitiesPersonal selling can be stated as a crucial element of business because it involves salesforce to convenience people to purchase the product by showing its features. Here, face to facemeeting is conducted among buyer and seller. Moreover, personal selling activity within EnviroCars supports varied other promotional activities that assist sellers to promote the productthrough their attitude, behavior, product knowledge and appearance etc. All these characteristicshelp sales people to motivate the consumer to purchase the product and achieve sales andprofitability. In the given scenario of Enviro Cars Ltd they are facing serious challengesregarding the sales of both new and second hand cars (Hoyer and Maclnnis, 2012). Themanagement analyzes that firm is facing such problem due to economic recession in the country.While, some partners states that it is faced due to certain experienced sales staff have left the joband the present sales force is not that much experienced in order to understand the needs andwants of clients. Enviro Cars are required to focus on involving other promotional activities such asadvertising and digital media marketing campaign so that it helps them to enhance their businessperformance by selling both new and second hand cars. Moreover, business also aims to develop1
its personal selling activity and for that they need to provide the best training and development totheir workers so that they can improve their skills and knowledge and attract clients to purchasethe cars. Personal selling helps business to identify the potential buyers who are likely topurchase the new and second hand cars. Here, sales force is required to prepare properpresentation that helps them to target and attract both B2B and B2C clients (Johnston andMarshall, 2013). It can be evaluated that personal selling is essential for firm to interconnect withother promotional mix elements so that merchandise can be advertised in market. Personalselling is the crucial element that helps in promoting the products and services face to face orpersonally so that clients can be informed regarding the benefits of the goods. Personal sellingprovides the opportunity to sales persons to modify and change the sales strategies as per theconsumer (Lester, 2015). On the contrary, non personal elements of promotional mix areadvertisement on television, news papers, social media and brochures etc.1.2 Comparing buyer behavior and decision making process in different situations It can be evaluated that the buyer behavior and decision making process can be comparedin regard to different situations that have been analyzed within Enviro Cars Ltd. For instance, atthe time of low sales of new and second hand cars business analyzes the buyer behavior and thusinfluence buyer to make decision regarding the purchase of car. Following are the differentsections that can impact the consumer behavior. These are as follows- Improper customer service- It can be assessed that Enviro Cars is unable to provideproper buyer service because they possess inexperienced staff and those who areexperienced they are leaving the job quickly. Thus, inexperienced sales force is the mainreason because of which they are not able to provide proper customer service. Hence, itdecreases the sales and profitability of firm (Noonan, 2010). Decrease in spending by buyers- Through evaluating the case scenario of Enviro Cars itcan be assessed that business is facing issues such as economic recession andinexperienced sales force. Thus, it decreases the sales and profitability of business inmarket. Because of prevailing economic recession in the economy, consumers do notprefer to purchase new and second hand cars and thus it lowers down the sales of firm(Noroozi and Wikner, 2013). 2
End of preview
Want to access all the pages? Upload your documents or become a member.
Related Documents
Sales Planning and Operations TABLE OF CONTENTS INTRODUCTIONlg...
|22
|6501
|57
Sales Planning And Operations TABLE OF CONTENTS INTRODUCTION 1 TASK 11 1.1 Personal selling at Enviro-Cars Ltdlg...
|23
|6008
|403
Sales Planning and Operations Assignment Samplelg...
|30
|7176
|250
The Adoption of Overall Marketing Strategy | Reportlg...
|18
|4915
|46
Sales Planning and Operations Assignment (Sample)lg...
|20
|5159
|254
Sales planning and operation Assignmentlg...
|14
|4362
|28