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Sales Planning and Operations TABLE OF CONTENTS INTRODUCTION 1 TASK 11 1.1 Importance of Personal Selling in Promotion Mix

   

Added on  2020-01-23

13 Pages4069 Words434 Views
SALES PLANNING ANDOPERATIONS

TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 Importance of personal selling in supporting promotional mix............................................11.2 Impact on buyer to make a decision through Personal Selling- ...........................................21.3 Marketing strategy of the sales team-...................................................................................2TASK 2............................................................................................................................................32.1 and 2.2 Covered in ppt..........................................................................................................3TASK 3 ..........................................................................................................................................33.1 Understand the role and objectives of sales management ....................................................33.2 Significance of applying recruitment and selection approaches...........................................43.3 Role of effective motivation, remuneration and training......................................................43.4 Plan to control sales output...................................................................................................43.5 Importance of database.........................................................................................................5TASK 4............................................................................................................................................54.1 Sales plan for a product or service........................................................................................54.2 Scope of exhibitions and trade fairs- ....................................................................................64.3 Available opportunities through exhibitions and trade fairs.................................................7CONCLUSION................................................................................................................................8REFERENCES................................................................................................................................9

INTRODUCTIONThe sales planning is a tactic which is formulated by the organisations to achieve aspecific target of sales that can aid in earning substantial revenues. The planning related to salesmust be made in a proper way by considering different factors like target market and all the teammembers who are involved in activities of sales. On this basis the top level management mustmade a systematic process that must be followed by them to fulfil the objectives andaccomplishing the sales target for company (Oliva and Watson, 2011). The present report isbased on John Lewis company which handle chains departmental stores all over UK. The majorproducts in which the said company deals are men and women clothes and accessories, electricalgoods, baby care products, home wares etc. The firm has employed 88900 permanent staff in itsvarious stores of UK. The report will focus on various strategies according to which planning ofsales is done. Further, it will also attempt to demonstrate the significance of personal sales andpromotional mix for said business organisation. TASK 11.1 Importance of personal selling in supporting promotional mixThe personal selling is a process in which the business organisations employ itsworkforce in selling the products and services face to face (Thomé and et.al., 2012). In this typeof selling, the major factor is attitude, body language, communications skills and knowledgeabout the product which can impact the decision of buyers. In John Lewis, the sales team is quiteenergetic and skilled due to which the company has managed its performances at good level. Theorganisation has its operations at a wider level, hence they focus on best team of sales which cancontribute in boosting the sales and profits of firm that aids in accomplishing objectives ofenterprise. Thus, efforts made by sales team of company adds in creating brand awareness andenhancing goodwill. The promotional mix includes various elements in it like advertisement,personal selling, public relationships, sales promotions etc. Among the mentioned elements of promotional mix, stated enterprise focuses primarilyon advertisement, sales promotions and personal selling (Kjellsdotter Ivert and Jonsson, 2010).All these elements have contributed the firm in boosting their sales and increase number ofcustomers. In addition to this, the customers are attracted through the activities like discounts,premiums etc. which is a part of sales promotion. Besides this, the personal selling also plays an1

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