Sales Planning and Operations Essay

Sales Planning and
Operations in the UK

Table of Contents
INTRODUCTION ..........................................................................................................................1
TASK 1............................................................................................................................................1
1.1 Explain how personal selling supports the promotional mix...........................................1
1.2 Compare buying power and decision making process of customers in different situations. 2
1.3 Examine the role of sales team within marketing strategies ...........................................3
TASK 2............................................................................................................................................3
2.1 Prepare sales presentation ................................................................................................3
2.2 Carry out the sales presentation .......................................................................................3
TASK 3............................................................................................................................................4
3.1 How sales strategies are developed in line with corporate objectives..............................4
3.2 Importance of selection and recruitment process.............................................................4
3.3 The role of motivation, remuneration and training in sales management........................5
3.4 How sales management organise sales activity and control sales output.........................6
3.5 Explain use of database in effective sales management ..................................................6
TASK 4 ...........................................................................................................................................6
4.1 Sales plan for product and services..................................................................................6
4.2 Opportunities for selling internationally..........................................................................7
4.3 Identify the opportunities for using exhibitions or trade fairs..........................................7
CONCLUSION ...............................................................................................................................8
REFERENCES ...............................................................................................................................9

INTRODUCTION
In business there are different kind of activities which are taking place. Sales operation is
one of the activity by which business can run in effective manner. Sales planning is very
important concept in a business. Sales is related to selling goods and services to its final
customers. Sales planning is necessary to sell products and goods in effective manner. Sales is
one of the most important department in an organisation. When firm is producing any goods they
need to be sell in market so that revenues and targets can be achieved.
The company which is taken into consideration is Tesco. It is largest grocery retail super
market. They are offering different kinds of products (Careri and et. al, 2011). The firm is
having large market share. There are many competitors of Tesco such as Aldi, Asda, Sainsbury
and others.
In this report personal selling and how it support the promotional mix has been discuss in
this report. Comparison of buying power and decision making process of consumers has been
given in this assignment. Recruitment and selection importance has been given in this project.
Sales plan has been created in this report.
TASK 1
1.1 Explain how personal selling supports the promotional mix
Promotion is very necessary for every business. Promotion help company to create
awareness among customers. Promotion refers to communicating the benefits of products to its
customers. So that they buy goods. By this firm can increase their sales and revenues. For sales
promotion firm adopt promotional mix. In promotional mix there are different techniques by
which firm can promote their goods and services.
Personal selling is one of technique of used by firm to promote their products. In personal
selling seller direct contact with customers. They have personal interaction with customers. By
this communication can easily take place and more customers can be attracted. It very effective
tools to attract customers (da Silva and et. al, 2012). Following are the importance of personal
selling because of which this tools has been chosen by firm.
 Because of different range and complexity of products.
 Competition in market is regularly increasing
 Because of providing high quality and value of products.
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