Sales Planning and Operations

SALES PLANNING AND OPERATIONS

Role of personal selling in the marketing
Role of personal selling
• Prospecting: helps the employees to find out new customers
• Communicating: help the employees to describes about the
specification of products to consumers.
• Selling: To contact with the customer, answering questions
which help to enhance sales

• Servicing: It guides the sales employees to provide effective
support and service to the customers in the period up to delivery
and after sale
• Information gathering: It aids sales staff members to obtain
information about the market from consumers and other
resources.
• Allocating: It helps to provide rational understanding regarding
allocation of resources to sales employees.

D1 Recommending strategies to improve the personal selling process
• Primark organization should use effective schemes like
discounts and card membership for consumers in a regular time
intervals.
• Management of Primark should emphasize on improving
interaction abilities of staff members through providing them
effective training.
• Sales employees of organisation should behave very politely
which can provide better satisfaction to answer the question of
consumers.