Enhancing Sales and Operations Planning: A Review of Key Concepts

Advanced planning and scheduling systems can bring numerous benefits to sales and operations planning. This includes enhanced forecasting, improved supply chain management, increased efficiency, better decision making, and effective alignment of business strategies with operational plans. The use of simulation games and optimization techniques can also improve the effectiveness of these systems. Furthermore, social media and related technology have revolutionized the selling environment, requiring businesses to adapt their sales strategies accordingly.

Sales Planning and
Operations

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
1.1................................................................................................................................................1
1.2................................................................................................................................................1
1.3................................................................................................................................................2
TASK 2............................................................................................................................................3
TASK 3............................................................................................................................................5
3.1................................................................................................................................................5
3.2................................................................................................................................................6
3.3................................................................................................................................................6
3.4................................................................................................................................................7
3.5................................................................................................................................................7
TASK 4............................................................................................................................................7
4.1................................................................................................................................................7
4.2................................................................................................................................................8
4.3................................................................................................................................................8
CONCLUSION................................................................................................................................9
REFERENCES................................................................................................................................9

INTRODUCTION
Sales is the main target of the entity and have to use the proper strategies so that they can
do the improvements. Sales planning helps in doing the proper assessment in the particular
market (Kusiak., Smith. and Song.,2007). The present report is based on L'Oreal. This report
contains the marketing strategy, process of the sales has to be discussed.
TASK 1
1.1
Personal selling is the important tool for the organizations. Personal selling have many
important roles. It place a important role in promotional mix. Sales person have to meet with
customers and explain them the features, quality and uniqueness about the product and seller
should know about the needs, demands and desire of the customers that is known as dynamic
role of the seller. This method should focuses on expected customers and sales should be made
in less time and less cost (Bhagwat and Sharma., 2007).
Sales is a hard profession. sales person should have skills and knowledge about the
product and need of the customer. Various components are required in successful selling without
these components seller will not be able to perform his work. There should be components like
motivation, trust, face findings, presentation and unanswered questions. Trust is an important
component on the both sides because without any trust no customers will buy any product from
seller. Seller should have ability to give the answers of the questions to the customers.
In today's dynamic market consumers needs and wants are changing frequently so sales
person should be aware of these changes and take the right decision at right time. Manager will
be able to know the productivity of the company , growth of the company. Manager can identify
the consumer interest.

L'Oreal uses this promotional strategy to get attention of the customers towards the
products. L'Oreal use this strategy for newly launched product so that demands of that product
can rises. This is sometimes used by the L'Oreal in buy one get one free product (Marshall., and
et. al., 2012). L'Oreal can get the attention of their customers by advertising of that product.
1.2
Stages of buyer decision making process-
Whenever consumer purchase any product then he go through some stages. These stages
are-
1.Need- This is the first stage and it is important because this can change the buying decision of
buyer. Here buyer satisfied his need and wants.
2.Search- In this stage buyer search for the product and services that can satisfied his need and
wants.
3.-Evaluate Alternatives- In this stage buyer find out the alternatives and on the basis of these
alternatives buyer find out the best option.
4.Make choice- In this stage buyer select an alternative and purchase that product.
5.Post purchase evaluation- It is based on the consumer analysis that the product is useful or not
(Lapide.,2007).
Compare the corporate decision making process with consumer buying process-
1.Planning- When business purchase any product they planned it before sometime and
consumer purchase product without any planning.
2.Decision-Making- Consumer decision maker is the person who individually purchase the
product but n business decision process go through a formal way.
3.Support- Many businesses need support contracts when they purchase any product but
consumers are not restricted with any kind of support.
4.History- The buying decision of business is sometimes based on the relationship between
supplier and company. Consumer decision is based on the price of a product.
How sales people impact buyer behaviour-
1.Decision making- sales person should have skills or good communication so that he can
influence the consumer.
2.Social status- The changes take place in the society that can impact the social status of the
consumer.

3.Culture- The changing or popular culture can impact the buyer behaviour (Chen-Ritzo., and et.
al.,2010).
4.Personality- this factor can also influenced according to age, gender and so on.
5.Psychological factors- this depends on attitudes, values, safety and social needs of a consumer.
1.3
Sales team responsibilities-
The Role of the sales team depends upon the market segment and the products that the company
offering to consumers. Sales team have to be ensure that there strategy for market segment
matches with the needs of the segment. Once the strategy is implemented then each team
member should focus on the area that assign to them.
Role of sales team with L'Oreal marketing strategy-
In L'Oreal sales team focus on the customer satisfaction with respect to the product price
(Theodosiou and Katsikea., 2007). They focus on the sales objectives of the company, market
growth and brand image of the company.

TASK 2

TASK 3
3.1
Company having the different objectives which includes profit, return on investments,
market share, sales volume, cash flow etc. They have to make the strategies for increasing the
sales which are helpful in achieving these objectives in the fast manner and L'Oreal have to make
the efforts. Sales strategy have to attain the plans so that they can attain the objectives of the
company. Company have to adopt the different strategies so that they can do the development of
the high level managers (Matthyssens and Johnston., 2006). Entity have to make the discussions
so that they have to increase the sales. Along with this they have to achieve the goals for hat they

have to make the strategies and they include the different steps in the entity. Steps includes needs
of the consumer, proper research, analysis of the targeted market, marketing of the product and
distribution. They have to use the proper process and have to use these steps because it is the
proper chain and having a proper way which helps in achieving the objectives.
3.2
Recruitment is the essential factor and also a tough challenge for the company as they
support the company in attaining the targets. L'Oreal have to attain the requirements in the sales
team so that they have to use the important and essential process in the recruitment. They have to
use the proper procedure to recruit the person. L'Oreal have to use the different steps in the
recruitment.
 They have to make the proper advertisements within the selected websites with the
proper description of the job.
 They have to take the aptitude test from every person which is based on general maths,
reasoning and the analytical problems so that the company members can check the
mental growth and abilities of the person (Draganidis and Mentzas., 2006).
 Then they have to take the interview of the person which the entity is recruiting. The
company members have to conduct the face to face interview with the manager of the
sales team. They can ask those questions by which they can find the potentiality of the
person and can check their depth and knowledge so that they can select the proper
candidate.
This is the main process of the recruitment and L'Oreal have to use this so that they can
appoint the best person by that they can attain the goals and objectives.
3.3
Motivation is the basic need of the employees for doing the proper work in the effective
manner. There are different motivational tools which includes team building, target setting,
financial incentives, salary and commission based remuneration. They have to motivate the
employees with the support of the team members. Then they have to set the targets and then
L'Oreal have to provide the incentives so that they can motivate and do the extra work (Lodree.,
2007). They have to provide the best salary and the remuneration so that they can attain the
benefits. Company members have to provide the training to their staff members so that they can

do the best work and by that L'Oreal can attain the targets and growth. Along with this they can
attain the competitive advantage.
3.4
Planning, implementing and controlling are the key factors and the activities of the
organisation by which L'Oreal can attain the targets. Company have to set the targets in the sales
of the product. To attain the targets they have to develop the products and services. The company
have to do the geographical planning and do the sales analysis which is important for the
business. They have to make the proper design which helps in enhancing or improving the sales
of L'Oreal. There are some sales control measure and have to analyse the differences which is
done between the targeted and actual sales (Tang., Wilson and Perevalov., 2008). Cost and
budget analysis for some play a significant role in the economy. It helps in attaining the goals in
the market.
3.5
They have to use the database is the more effective for the sales management. Database
management helps the manager so that they can forecast the sales on the basis of the data. They
have to formulate the strategy so that they can manage the person according to that they have to
formulate the policy. Ti also helps in reducing the time and effort so that they can enter the data
and also recall the data whenever it is required. They have to make the data so that they can
mange properly and have to maintain the quality of the data so that they can attract the
integrative approach so that they can comprise the data and by that they can do the changes so
that they can attain the target (Kjellsdotter Ivert and Jonsson., 2010).
TASK 4
4.1
Mission of the company is that they have to expand the market share with launching the
new product that is oil based shampoo along with this they are having the conditioner. It is
having the various kinds of the shampoo, oil and conditioner by which entity can attain the
success and achieve the target as it is the new line for L'Oreal. By launching this product
company can increase the competition in the industry. Objective of the entity is that L'Oreal have
to set the target of expand the market share up to 7% so that they can easily achieve the
objectives. Strategies are to be decided that is they have to develop the new distributors or the

suppliers in the international market (Tavares., Martins and Tsuzuki., 2011). Along with this they
have to maintain the consistent sales level. Company members have to make the new contacts in
the new countries. Along with this they have to attain the special incentives for doing the
additional sales for the sales team. L'Oreal have to use the key determinants of the performance
which includes that they have to analyse the area on which sales increased on the monthly basis.
Analyse the number of the stores established. They have to evaluate the demand of the consumer
on quarterly basis. L'Oreal have to provide the package which can save the time and money for
the consumer.
4.2
International selling refers to that which helps in adapting the marketing, sales, products
and business strategies so that they can sell the products to the clients in the different countries.
They have to attain the opportunities to L'Oreal which helps in expanding its business. They
have to set the laws and the regulations so that they can affect the business (Thomé and et. al.,
2012). Along with this they have to use the different resources which helps in business so that
they can navigate the international environment of exports.
Choosing to export – The company members have to provide the comprehensive list of
resources and services which helps in exporting the operation, including information on the
required license.
Marketing Plan – They have to understand the potentiality in the given market which
helps in making the decisions which helps inn increasing the sales.
Financing – The company have to attain the financial resources so that they can boost the
international selling.
Regulations – The company have to use the legal requirements and regulations will be
useful. It can tell about the L'Oreal that what products can be sold and the regulations of the
regulatory bodies of the country (Léger., 2006).
4.3
Trade is the major part of the marketing mix in the whole industry in the market place.
Trade fair is also the most important part for the company as they are more business to the client
or having the many type of event. L'Oreal have to gather the information or the data so that they
can improve the products and services along with this they have to sell the product in the market
and can attain the success. Trade fair is the exhibition which the company have to organise so

that they are having the specific industry so that they can determine and demonstrate the latest
products and services so that they can examine the recent market trends and opportunities.
Trade fairs will help the L'Oreal in attaining the targets and when the company do the
improvement or developments in the products then they can easily sell the products and attain
the maximum profits (Oliva and Watson., 2011). The company have to build the new business by
offering that they are having a chance so that they can do the proper demonstration of the
products and services. Along with this they are having the direct way so that they can test the
new market and launch the new product. Along with this they have to develop the products
according to the consumers want. They have to attain the maximum opportunities for the
networking. In the competitive market they are having the potential consumers which will
concentrate in the work place so that they can attain the success and the targets in the
competitive market.
CONCLUSION
From the above report it has inferred that L'Oreal company have to increase the sales by
making, improving and launching the new product in the market which helps the entity in
attaining the success and by that they can attain the maximum share. In the terms of the business,
sales planning, management, operation and selling process all are important in the organisation
in attaining the leading position and also helps in increasing the profitability. L'Oreal have to
attain the success they have to do the development and improvements in the effective manner
and efficient way.
REFERENCES
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Tavares, R. S., Martins, T. C and Tsuzuki, M. D. S. G., 2011. Simulated annealing with adaptive
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Online
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The Elements of a Successful Sales Business Plan , 2016. [Online]. Available
through:<https://www.entrepreneur.com/article/69864>. [Accessed on 16th December
2016].