Sales Planning and Operations

This presentation explores the role of personal selling in marketing strategy and its support to the promotional mix. It compares buyer behavior and decision making process in different situations. It also discusses theories of sales planning and operations. The presentation includes a sales presentation for Reebok shoes.

Sales Planning and
Operations

INTRODUCTION
This presentation entails to understand the various concepts
regarding the role of personal selling within the context of
marketing strategy. It also describes that how it supports to
the promotional mix. In addition to this, Further, buyer
behaviour and decision making process in different
situations are also being compared in this presentation.
Moreover, this presentation is divided into two sections.
First section of the presentation describes about popular
theories pertaining to sales planning and operations.
Second section of the presentation carries out in
relation to a particular product or service of the choice. For
the same, sales presentation for Reebok shoes has been
taken into account.

PROMOTIONAL MIX
PROMOTIONAL MIX
• Publicity
• Face to face
interaction at the time
of selling
• Direct Marketing
• Sales Promotion
• Public Relations

PROMOTIONAL TOOLS OF BRITISH
GAS
Some of the best promotional mix tools are as follows:
Direct marketing
Social media sites
Hoarding boards
Mobile market
Sponsorship: British Swimming team
Southern Football league of England

ROLE OF PERSONAL SELLING
This technique plays a crucial role in the context of British Gas such as:
▪ Increased market share with effective consumer response
▪ Enhanced customer loyalty
▪ Helps in handling all the queries and issues of customers
▪ Bridge out the gaps between company and end users

BUYER BEHAVIOR
Buyer behavior differs as per the situation such as:
▪ B2B Buying situation: At this situation, British Gas sells its
products to other business organizations such as hotels,
restaurants etc.
▪ B2C buying situation: At this situation, company sells its
products directly to the customers.

BUYER BEHAVIOR IN DIFFERENT
SITUATION
Buyer Behavior in B2B:
▪ Effective decision making with
the involvement of different
people
▪ Extra time requires to take any
decision
▪ Business consumers are highly
focused towards the quality and
cost
▪ Better and long term
relationship
Buyer behavior in B2C:
▪ Suggestions might take from
friends and family members
regarding the product’s
purchasing
▪ All the decisions can be taken
in less time period after taking
different suggestions
▪ Customers focus on quality
▪ Fulfilling existing requirements
of customers

ROLE OF SALES TEAM
Sales team plays a crucial role in any organization. With respect to the
selling of products, sales team of British Gas plays an effective role such
as:
▪ Making better relations with customers and enhancing their loyalty level
▪ Offering all the necessary information to the customers
▪ Identifying needs and demands of customers
▪ Addressing consumer’s issues effectively
▪ Development of customer loyalty
▪ Increasing sales and market share
▪ Development of sales targets
▪ Taking feedbacks

CHARACTERISTICS OF SALES
ADVISER
▪ Appropriate communication and presentation skills
▪ Excellent knowledge of product
▪ Checking lead of sales on the regular basis
▪ Proper time management skill
▪ Good and presentable personality
▪ Impressive attitude

SALES PLAN
▪ Product: In order to develop a product for
this section, sports shoes of Reebok has been
selected. One of the major reasons behind
this selection is the availability of its high
demand among consumers.

PRIMARY SALES OBJECTIVES
▪ The main objective of developing this product is just
to enhance the sales within next upcoming times.

TARGET CUSTOMER
▪ Effective base of target customers for the sports shoes of Reebok will
help company in attaining the desired objectives in an effectual
manner.
▪ Women: 30-60
▪ Men: 30-60
▪ Boys and girls: Age group: 10-25

POTENTIAL COMPETITORS
▪ Nike
▪ Deck Shoes
▪ Timberland UK
▪ Puma

PROMOTION
Promotion will be done in the following manner:
▪ Viral marketing
▪ Social media campaign
▪ Interactive advertising
▪ Television advertisement

CONCLUSION
▪ From the whole presentation, it is being identified
that Sports shoes of Reebok will help them in
enhancing their customer base as well as sales
margin.

REFERENCES
Burrows III, R. P., 2012. The Market-Driven Supply Chain: A Revolutionary Model for Sales
& Operations Planning in the New On-Demand Economy. AMACOM Div American Mgmt
Assn.
Caffarella, R. S. and Daffron, S. R., 2013. Planning programs for adult learners: A practical
guide. John Wiley & Sons.
Noonan, C., 2010.Sales Management. Taylor & Francis.
Jobber, D. and Lancaster, G., 2011. Selling and Sales Management. Prentice Hall.
Oliva, R., 2006. The three key linkages: improving the connections between marketing and
sales. Journal of Business & Industrial Marketing. 21(6). pp.395 – 398.
Hoyer, W. D. and Macinnis, D. J., 2008. Consumer Behaviour.5th edition. Cengage
Learning.
Linea , K. and Jonsson, P., 2010.The potential benefits of advanced planning and scheduling
systems in sales and operations planning. Industrial Management & Data Systems. 110 (5).
pp.659 – 681.

Thank You!!