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Sales Planning and Operations INTRODUCTION 1 TASK 11 1.1 Importance of Personal Selling

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Sales Planning and Operations INTRODUCTION 1 TASK 11 1.1 Importance of personal selling1 1.2 Comparison among buying behaviour and decision making process2 1.3 Role of sales team within marketing strategy4 TASK 25 TASK 35 3.1 Aligning sales strategies are developed in line with marketing objectives 5 3.2 Importance of recruitment and selection process6 3.3 Role of motivation, remuneration and training in sales management 7 3.4 Sales management shown controlling sales output8 3.5 Use of databases in effective sales management 9 TASK 49 4.1 Developing a sales

Sales Planning and Operations INTRODUCTION 1 TASK 11 1.1 Importance of Personal Selling

   Added on 2020-02-14

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Table of ContentsINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 Importance of personal selling..............................................................................................11.2 Comparison among buying behaviour and decision making process...................................21.3 Role of sales team within marketing strategy.......................................................................4TASK 2............................................................................................................................................5TASK 3............................................................................................................................................53.1 Aligning sales strategies are developed in line with corporate objectives............................53.2 Importance of recruitment and selection process..................................................................63.3 Role of motivation, remuneration and training in sales management...................................73.4 Sales management controlling sales output..........................................................................83.5 Use of databases in effective sales management...................................................................9TASK 4............................................................................................................................................94.1 Developing a sales plan for product or service.....................................................................94.2 Investigating opportunities for selling internationally........................................................104.3 Opportunities for using exhibitions or trade fairs...............................................................11CONCLUSION..............................................................................................................................11REFERENCES..............................................................................................................................13
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INTRODUCTIONSales planning and operations can be determined as process through which organizationaim at increasing the sales of their product or services. The ultimate aim of any organization is togain maximum profit and it is only possible when they will be able to satisfy customers(Turkulainen, Kujala and Levitt, 2013). In this context, it is essential for the firm to deliver theirproducts in such way that they will be able to increase their sales. Further, organizations focuson increasing their sales by various tools like sales promotion, personal selling, etc. With thisrespect, they make use of different strategies so as to attract customers and to increase theirsales. Present report is about Next plc which is one of the famous retails which provide clothing,home product and footwear. This report covers comparison among buyer behaviour and decisionmaking process in different situations. Further, it covers the importance of recruitment andselection procedure. Lastly, it also includes opportunities for using exhibitions or trade fairs. TASK 11.1 Importance of personal sellingPersonal selling can be defined as process in which representative of organization willprovide oral presentation of the product and service which are provided by the firm. This is veryhelpful to develop a strong relationship among customers and it also increases brand image(Vandaele and Van Nieuwenhuyse, 2012). There are many advantages which an organizationgets through personal selling. Through personal selling firm gets to know the areas in which theycan make improvement. Accordingly, they make changes in the service which enable to attractcustomer's. Following are the benefits which Next plc gets through personal selling:Personal attention: In advertisement there are different tools like television, radio,newspaper, etc. However, personal selling is the only one in which one have direct interactionwith customers (Thompson, 2013). It is very effective depending upon the employees who isproviding the presentation regarding the product or services provided by the organization. In thiscontext, it is the responsibility of the organization like Next plc to provided them, with propertraining so that they will be able to understand their customers and high quality services can beprovided. Two way communication: In personal selling employees are able to have effectivecommunication with their customers (Kopanos, Puigjaner and Georgiadis, 2012). With thisrespect, one of the main advantages through this is that, customers can clarify all their doubts1
Sales Planning and Operations INTRODUCTION 1 TASK 11 1.1 Importance of Personal Selling_3
related to the product or services which are provided by the firm. It is very common that whenadvertisement are displayed on various advertisement tools, there are many doubts which ariseamong customers mind. But in personal selling employees can clarify all the doubts which arisein the mind of customers. Better convincing: the involvement through the advertisement shown on television or onany other tools is not effective compared with personal selling (Karrenbauer, 2015). However, ittotally depends upon the type of attractive and colourful advertisement has been made. Inpersonal selling employees are able to provide better information and they have a directinteraction with the customers so they get to know the areas if fulfilled, then the firm will getbenefited.Develops relationship: It quite common that when employees have direct interactionwith customers, then they develop strong relationship with them. When ever customers give earsto listen to any product, then they will understand the aim and importance of product when theywill use them (Colliat, Awatramani and Sashikanth, 2014). In addition to this, when relationshipis developed, then they will get loyal to the product and whenever new product is developed bythe organization then they also buy that product as well. One of the main aim for any organization is to promote their product and it is also anessential element of marketing mix. With this respect, cited firm that is Next plc make use offollowing elements with the help of which they achieve their goals and objectives:Public relationshipAdvertisingSales promotionPersonal sellingDirect marketing1.2 Comparison among buying behaviour and decision making processBuying behaviour can be stated as a process in which customers decides on a product orservices to make use of it or not to use it. Buying behaviour and decisions making have closeinteraction with each other (Mitra, Pinto and Grossmann, 2014). Decision making highly getsaffected by the buying behaviour. In order to understand it more effectively, below given is thebuying behaviour process will enable to understand the difference among buying behaviour anddecision making:2
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