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Report on Sales Planning and Operations

   

Added on  2019-12-03

26 Pages5976 Words196 Views
SALES PLANNING AND OPERATIONSPage 1 of 26

Table of ContentsIntroduction..........................................................................................................................................4Task 1....................................................................................................................................................41.1 Explain how personal selling at Enviro-Cars Ltd supports other promotional activities..........41.2 Compare Customer behaviour and the decision making procedure in various situations.........41.3 Define the role of the sales teams in the overall marketing strategy for the Enviro-Cars Ltd. .5Task 2....................................................................................................................................................6Task 3....................................................................................................................................................63.1Define how sales strategies can be aligned with organisational objectives in firm withexamples..........................................................................................................................................63.2 Explain why the recruitment and selection procedures are important for Plastic Products Ltd63.3 Describe the role of Motivation and explain how Remuneration and Training can be utilisedas tools for motivation within Sales Management in the firm.........................................................73.4 Represent how Plastic Products Ltd. can arrange Sales activities in order to control of sales..7output..............................................................................................................................................73.5 Analyse how effective Sales Management can be supported by the use of databases withsuitable examples.............................................................................................................................84.1 Opportunities of selling electronic products in the emerging market........................................84.2 Opportunities for using Exhibitions/Trade-fairs .......................................................................94.3 Develop a sales plan for a product category of British firm......................................................9Conclusion..........................................................................................................................................10references............................................................................................................................................11Page 2 of 26

INTRODUCTIONSales and operations planning (S&OP) is an integrated business management procedure. Italso helps executives to determine the optimum level of manufacturing output in order to saleproducts to consumers in the market in the enterprise. The present file focuses on promotionalactivities of Enviro- Cars Ltd. It also defines the role of sales team to sell its electronic cars in themarket of United Kingdom. In an addition, it also stresses on importance of selection andrecruitment for plastic specialists in Plastic Products Ltd. Further, it also states sales plan of Curryorganisation that is launching its electrical products in India. TASK 11.1 Explain how personal selling at Enviro-Cars Ltd supports other promotionalactivitiesPersonal selling supports promotional and other activities of Enviro- cars Ltd which leavespositive impact in the United Kingdom. Effective Communication- Personal selling contribute effective role for the organisation toincrease sales of electronic cars with help of proper interaction in the nation. For example,Sales executives of firm understand needs of consumers which contribute effectively toincrease personal selling and attracting them towards the Enviro– Cars (Boone and Kurtz,2010). This method is categorised under business to consumer model to develop effectivecommunication. In addition, they explain good features of vehicles very effectively tocustomers in the firm. This business activity also supports public relations and directmarketing in the corporation to lure people for buying their product. These things supportspersonal selling of Enviro cars Ltd. Objective of Promotional Activity- For the purpose of personal selling, this method alsohelps sales employees in the organisation to increase sales of electronic cars in UnitedKingdom. For example, Personal selling also gives unique direction to its staff members toenhance revenue of Enviro cars with aid of advertising and sales promotion of its product(Gray, 2007). This strategy comes under Business to consumer in order to promote electricalPage 3 of 26

cars in the corporation.Push and Pull strategies- Personal selling approach provides efforts to build consumerrequirements for electronic cars by describing proper features of electronic cars. Forexample, firm can offer various types of discounts to clients like free insurance as well asadditional gifts to develop public relationship with help of push strategies in the nation(Magloff, 2015). Mainly pull strategy tries to make relationship with consumers throughadvertisement on television and social media (Face book, Twitter and you tube). Personalselling also helps the firm to increase sales of electronic cars with aid of pull strategies in thecountry. It also contribute effectively to enhance revenue with help of business to consumermodel (Dougherty, 2006). 1.2 Compare Customer behaviour and the decision making procedure in various situationsConsumer behaviour and decision making procedures help the individual or firm to takevarious decisions in different conditions. There are several differences between business tocustomer and business to business for buyer behaviour in the market. Business to consumerIndividual purchases electronic cars on the basis of personal thinking process regardingimage of Enviro- cars in their mind. This thing also impacts the purchase decision of client respectof the product buying. For example, psychological condition also affects purchase decision ofconsumer as by monitoring positive or negative reviews of other people regarding electronicvehicles. Subordinate of individual gives negative comment in respect of electronic car. Hence,person does not buy that vehicle from the Enviro Cars Ltd. So this decision also affects theconsumer behaviour which impact on the business to consumer strategies. Social situations alsoimpact the purchase decision of customer for product as by observing latest trends and lifestyle ofsociety in the UK (Hair and et. al., 2008). So Enviro cars can make its strategies to interpretconsumer behaviour with help of business to consumer model. Business to BusinessThere are many different factors like competition and market trend which affect companybehaviour regarding purchasing or selling of material as comparison of business to consumermodel. Enviro cars buys raw material and semi -furnish products according to the market trendwhich help the firm to make reliable product in their factory. Business to business model alsoreveals environmental condition of firm in the market. For example, organisation uses this modelPage 4 of 26

for purchasing of raw and semi furnish material from the vendors. Availability of better quality ofraw material for electronic cars also affect decision of firm in the nation. It also create impact on byincreasing or decreasing price of raw material in auto mobile industry regarding electronic cars(Haneef, 2013). Mainly business firm can be customer for another business organization. Somanagement of Enviro cars makes their buying decision on the basis of rivalry conditions with helpof business to business model in the nation. Sometimes, corporation prepares its purchasing plan onthe base of its self-perception which helps to enhance its sales of the electronic cars with help ofBusiness to business model in the market of United Kingdom. (Hair and et. al., 2008). From the comparison, it can be said that b2c model is emphasize to understand consumerbehaviour and its decision making strategies in the nation. On the other side, B2b model concentratemarket trend, competition and other external conditions. These process helps the Enviro-cars tomake its plan in nation. 1.3 Analyse the role of the sales teams in the overall marketing strategy for the Enviro-Cars1Sales team aids the firm to enhance sales of electronic cars with help of proper marketingstrategy in the United Kingdom. Sales executives of Enviro cars adopt a procedure for making the consumers busy byshowing special features of product n the showroom. Mainly sales executives followbusiness to customer model to sell their product in the market. For example, employees alsotake order of client for selling the products in the firm. To increase the revenue of Envirocars, they help to identify new consumers by covering new areas. They also play major roleto communicate with consumers and give answers to the question of client in the firm. Salesexecutives of organisation give full support and service to customer at the time of deliveringthe car (Jones and et.al. 2005). They also help the consumers to provide full assurance aftersales on behalf of Enviro- cars in the auto mobile market. They also contribute effective roleto collect feedback of their service from consumers and are responsible in handling database of customer in the organisation. Sales executives helps the the firm to manage various types of varying factors such as dataof competitor products and its weakness to take competitive advantage for selling theirelectronic cars in the auto mobile market. Sales executives also aids to reduce the sales ofPage 5 of 26

its rivals in the auto mobile market of UK. For example, staff members aid the firm tochange purchase decision for customer. This thing aids the Enviro cars to enhance itsrevenue and profit in the nation.Sales team of the firm contribute effective role for managing various types work. Forexample, they help the organisation to maintain and update sales reports as well as recordsin the Enviro cars. This type of process helps them to complete their targets in the market(Lyus, Rogers and Simms, 2011).It aids them to make good relationship with consumerswhich increase the sales of Enviro cars in market. Task 22.1 And 2.2 prepare sales plan of organisation productPage 6 of 26

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