Sales Planning and Operations : Assignment Sample
Added on 2020-07-22
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SALES PLANNING ANDOPERATIONS
Table of ContentsINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 Personal selling supports promotion mix..............................................................................11.2 Comparing buyer behaviour and decision making process...................................................21.3 Roles of sales team within marketing strategy......................................................................3TASK 2............................................................................................................................................4Covered in ppt.............................................................................................................................4TASK 3............................................................................................................................................43.1 Development of sales strategies in line with corporate objectives.......................................43.2 Importance of recruitment and selection procedures............................................................53.4 Organisation of sales activity and control sales output by sales management......................53.5 Use of database in effective sales management....................................................................6TASK 4............................................................................................................................................63.3 Role of motivation, remuneration and training in sales management...................................6TASK 5............................................................................................................................................74.1 Sales plan for product or service...........................................................................................74.2 Opportunities for selling internationally...............................................................................74.3 Opportunities for using exhibitions or trade fairs.................................................................8CONCLUSION................................................................................................................................9REFERENCES..............................................................................................................................10
INTRODUCTIONThe integrated business management process by which managers of organisationcontinuously focus on all functions of sale is known as sales and operations planning(Careri andet. al., 2011). The updated forecast which leads to make plans based on sales, inventory,production, product development and financial planning are included under sales and operationalplanning. In today's business world, sales and operational planning plays an important role forimproving the level of competition in business place. Following assignment is based on TescoPlc. which is a leading retail grocery store operating its business in the economy of UnitedKingdom. This report will help to understand the support of personal selling in promotional mix.Significant comparison is done in-between the behaviour of buyers and process of decisionmaking in different situations. Also, the importance of recruitment and selection procedure androle of training, motivation and remuneration in management of sales will be studied here. TASK 11.1 Personal selling supports promotion mixPromotional mix: -It is the most significant element of marketing mix of Tesco plc.Promotion and advertisement are the activities that help organisation to create awareness intarget market for products and services that are offered by them to increase sales anddevelopment of brand image. This supports business to seek attention of potential customerstowards products by providing certain knowledge about its usage, benefits and other information.The promotional mix of Tesco Plc includes elements which are personal selling, advertising,sales promotion, public relation and direct marketing. Personal selling: - It is a significant process where sales representatives of Tesco Plc.directly contact with their potential customers who are seeking to buy products from the store. Itis the basic model of personal selling. It also refers to the process of convincing potentialcustomers for buying products through sales presentation, direct selling and telemarketing. Support of personal selling to promotional mix: -Personal selling is the most effective and efficient tool under promotional activity whichsupports Tesco PLC in increasing the sales for its products and services and this can be changedaccording to the need of potential customers and target market of cited organisation. The overallmarketing objectives of business is to ensure that products offered must be sold at determinedprice level(Da Silva and et. al., 2012). Personal selling of products is done at the level of1
individuals i.e. person-to-person. Sales representatives of cited business undergoes through directcommunication with their customers and listen to the needs and promotes products directly. Thissupports in providing goods as per the wants of users and satisfy them effectively. Personalselling helps to create healthy relations with customers which supports in developing a positivebrand image of firm. This relation helps to understand the wants of customers and supports incollecting their feedbacks. This supports in making changes in products and promotionalactivities(Da Silva and et. al., 2010). Ultimately, the objectives of promotional mix of Tesco aresignificantly supported by personal selling. Personal selling plays an important role inpromotional mix as it is an effective promotional tool adopted by the companies. It helps inassessing the intention of buyers and understand that whether they are going to make purchase ornot. Hence, the company must adopt this promotional selling techniques in order to derve best tothe organizational goals.Personal selling supports promotion mix as the way of tool to the business. The strategieswhich are made for marketing of the products should be proper andthe ways in which marketingis done should be proper so customers are well aware about the product.1.2 Comparing buyer behaviour and decision making processBuyer’s behaviour: - The behaviour of customers is stated as their mind set to purchasethe products and services offered by organisation. The buying behaviour of each customer isdifferent from others. Effective assessment of customers buying behaviour is done byorganisation that provides assistance to frame strategies and implement it so that sales of theproduct can be increased. Decision making process: - It is a process through which customer goes through while hethinks to make purchase of any product or service. The process of decision making involves fivestages i.e. recognition of need, information search, evaluation of alternative, decision of purchaseand post-purchase behaviours. These five steps of decision making are briefly being described asfollows: -1.Recognition of needs: - It is the first stage to decision making process regarding purchaseof any products or services offered by an organisation. At this stage, potential customerrecognises his need in relation to buying. 2
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