Sales and Operations Planning Analysis

This assignment delves into the critical field of Sales and Operations Planning (S&OP). It examines the fundamental concepts, models, and techniques used in S&OP to align production plans with demand forecasts. Students will analyze various research papers and case studies to understand the impact of S&OP practices on manufacturing operational performance. The assignment emphasizes the strategic importance of S&OP in achieving business objectives through effective collaboration between sales, marketing, and operations functions.

SALES PLANNING AND
OPERATIONS

TABLE OF CONTENTS
SALES PLANNING AND OPERATIONS....................................................................................1
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
AC1.1 Personal selling supports other promotional activities.....................................................3
AC1.2 Comparison of buying behavior and decision making process........................................4
AC1.3 Role played by sales team for marketing strategy............................................................5
TASK 2............................................................................................................................................6
TASK 3..........................................................................................................................................15
AC3.1 Sales strategies' development with reference to corporate objectives............................15
AC3.2 Importance of recruitment and selection procedure for plastic products.......................16
AC3.3 Role of Motivation, Remuneration and Training for plastic products ltd......................16
AC3.4 Sales management organize sales activity and control sales output..............................18
AC3.5 Effective sales management with the use of database....................................................20
TASK 4..........................................................................................................................................21
AC4.2 Examine opportunities for using exhibitions/ trade-fairs in chosen emerging market...21
AC4.3 development of sales plan for the categorized product in emerging market..................22
4.1 Development of the sales plan.............................................................................................22
CONCLUSION..............................................................................................................................23
REFERENCES..............................................................................................................................24

INTRODUCTION
Sales’ planning is a process through which sales targets and tactics are analyzed and
evaluated by the organizations. According to this process, a plan is prepared by the sales
managers which consist of certain steps which are going to be taken to attain the targets.
However, sales planning are most crucial process which is required to be considered in the
organizations. In order to raise the sales of the organizations, the sales team needs to make
effectual plans and strategist In order to gain good understanding of the subject, it is necessary to
identify different aspects of sales planning. The present document is based on case study of three
different organizations i.e. Enviro cars Ltd, Plastic products ltd and Curry s (Dixons Carphone).
All the three firms operate in different areas with diverse strategies and motives. The report will
assist in investigating different sales opportunities at the international level. In addition to this, it
will also explain the relation of personal selling with other promotional activities.
TASK 1
AC1.1 Explain how personal selling at Enviro-Cars Ltd supports other promotional
activities
Personal selling is a process in which one and one interaction process is conducted
between the seller and the buyers. In this situation, the seller convinces the buyer Aby raising the
value of the product with the help of promotion. This process assists the customer to gain good
knowledge of the product and also to generate trust factor towards the organization (Ambrose,
2014). The present report is based on the case s tudy of Enviro-Cars ltd where the firm deals in
electric cars in England. Presently, the cited venture is facing a slowdown in sales due to
economic recession. As a result, the experienced sales staff of the company also left the
organization. Therefore, the partners have decided to reinforce the business by introducing the
concept of environmental friendly cars. In this context, the managers have decided to promote
this concept by involving the sales personnel (Adamczak, Domański and Cyplik, 2013).
In context to this, the sales persons of to this company will meet the customers and will
make them aware them know about the Eco friendly cars. With the help of this, the company will
be able to know the perception of customers. It will help the management to develop a new
product as per the customer demands. As a result, the organization will be able to advertise new

products by using different promotional tools like television, newspaper etc. Further, it will result
in attracting the customers towards the new developed product. The overall impact of the same
will help in increasing the sales of the firm. In this manner, personal selling at Enviro-Cars ltd
supports other promotional activities (Wortzel, 2015).
AC1.2 Compare buyer behaviour and the decision making process in different
situations with
special reference to Enviro-Cars Ltd.
Consumer buying behavior explains the basis which is considered by the customers at the
time of making purchases. However, it can be asserted that consumer buying behavior plays a
significant role in for the seller and it is essential while making purchase decisions. However, the
sellers require understanding the needs and demands of the customers so that the satisfaction
level of the customers can be attained. Consumer buying behavior has huge impact on the
decision making process which are explained below.
BUYER BEHAVIOUR DECISION MAKING PROCESS FOR
DIFFERENT SITUATION
COMPLEX BUYER BEHAVIOUR
(CUSTOMERS) AND NEW TASK
BUYING (BUSINESS BUYERS)
Because environ cars products are expensive
purchase is likely not going to occur regularly
and this can be risky.Decison making process
in this regard has to take the following into
consideration:
a) Information search: the buyer will
carry out extensive search to look for
what meets their needs.
b) Need for recognition: the buyer’s
needs maybe based on the economical,
environmental and friendly needs that

the car meets. Also vehicle taxations of
the car will influence the buyers also
(Howard, 2010).
c) Purchase: in this stage the buyer would
have made his decision and so will
purchase the car he wants.
HABITUAL BUYER BEHAVIOUR
(CUSTOMER) AND STRAIGHT RE-BUY
(BUSINESS BUYER)
This way the product is purchased daily
without looking for any information as it is a
cheap product example newspaper daily
grocery etc. So no need for decision making
process. This situation is not relevant for
Enviro cars.
DISSONANCE REDUCING BEHAVIOUR
(CUSTOMERS) AND MODIFIED RE-
BUY(BUSINESS BUYERS)
The product in this situation is expensive
thereby making purchase rare and risky which
is appropriate for environ cars. The decision
making process will the same as in complex
buying behavior (need for recognition,
information search, alternatives and then
purchase.)
VARIETY SEEKING BEHAVIOUR
(CUSTOMER)
the buyer in this regard is not loyal to any
brand and they can change buyers any time
they choose, this can of product are normally
not very expensive and this situation is
different from that of environ cars which
products are expensive (Feng, Amours and
Beauregard, 2010).
Comparison between behavior of buying among B2B as well as B2C buyers:

B2B customers B2C customers
In the Business to business type of firm buyers
purchases high amount of products and
services. Further, there are sales from seller to
buyer may be in terms of cash and credit (Nag,
2011).
As per the business to customer kind of
companies buyers purchase very low quantity
of services and products offered by it.
In such kind of business there are sales amount
is high along with less bargaining because firm
already provide at the reasonable rate.
In such business amount of sales and turnover
is lower as compare to BCB. Further,
bargaining power from the customers is little
high.
The buyers purchase products in such type of
business after collecting more and reliable
informations about the company.
While in this buyers purchases goods and
services after taking fewer informations anout
the seller (Guillén and et.al., 2006).
In this, customers are more loyal towards the
seller because they purchase services and
products in bulk and consistently basis.
Here customers are little or less loyal towards
the seller in comparison to B2B buyers.
AC1.3 Analyse the role of the sales teams in the overall marketing strategy for the
Enviro-Cars
Ltd.
Marketing strategy can be explained as the process of planning where the actions are
considered for promoting goods and services. This is the most necessary aspect for the
organizations to gain effective results. Besides this, sales team is a group of people who focuses
and analyses the sales trends and take decisions. It is seen that, sales are the crucial area where an
organization needs to evaluate (Dewsnap and Jobber, 2012). This allows the company to take
effectual production and product development decisions. However, it can be said that product
marketing plays an indefinite role for providing the assistance to the sales team. There are
different roles which are being played by the sales team of the Enviro-Cars Ltd.

Evaluating demands of market segment: The sales team of the cited organization is required to
understand the requirement of customers and their preferences at the time of purchasing a car.
The partners are going to introduce Enviro cars where it is necessary for them to know the
customer preference. The sales of this firm will provide guidance to the marketing manager for
promoting the new and second hand cars. This process will assist in identifying the expectations
of the consumers by introducing product. As a result, the effectual decision with reference to
business to business and business to customer’s targeted people will be taken (Bichou, 2014).
Marketing plan: This is another point of area where the sales team needs to effectively focus on
the areas which can remain useful for the firm. On that basis, a market plan is needed to be
prepared by the sales team to target the expected customers. Additionally, their needs can be
identified by rendering the appropriate products. The staffs of enviro cars are responsible for
taking active part in formulating the market strategies. Howsoever, preparation of marketing plan
for B2C consumers is necessary for the development of promotional techniques. It leads in
achieving in sales target of the stated organization. On contrary to this, making good relations
with the public is necessary for B2C. The overall impact of the same will be on sales of the
company. In addition to this, introduction of new cars will help the partners to boost their sales.
TASK 2
Slide 1

Slide 2

Slide 3
Promotion is the process through which the value of the products and
services can be enhanced. The stated firm is going to enter into kids
market so that it can expand its services in area. For the same the firm
will adopt penetration pricing. This is the strategy of pricing in which the
product prices remains low at initial level.
With the help of penetration pricing strategy the company Asda able to
generate more amount of sales by attracting higher customers with help
of offering kids wear according to current fashion. As per the
penetration pricing method the company sale its products such as kids
wear to consumers at the lower price at the initial stage.

Slide 4
The organization will mainly focus on demographic and psychographic
segmentation for increasing the demand of the products.
The company has maintain positive goodwill in UK market so that it will assist
the firm to attract the customers easily.
When the company focus on different demographic factors then they will
think that the firm is taken care about all kinds of people such as single,
married, young, old age, rich, poor etc. In this case ASDA focuses on only kids
and babies where it offers better kids wear to them. Due to this reason ASDA
has a better and effectual image in eyes of customers and corporations as
well.

Slide 5
ASDA uses differentiated targeting strategy in designing more than one
promotional message to the customers. .
With the help of these promotional messages, the organization will be able to
target the customers.
The targeting is main part of every business entities which helps to sustain in
particular market and generate higher amount of revenue at the end of accounting
year. In this the Asda have a differentiate strategy that is targeting to the garments
market where it mainly focused on kids garments. Further, due to attracting more
number of customers for purchasing kids wear it able to enhance level of sales and
revenue.

Slide 6
Asda also sells out its products to other departmental stores.ASDA also have
online services for sale of its children clothing line making it easy for parents
who cannot go to their stores for one reason or another can purchase their
products online and have it delivered at a cheaper rate compared to their
competitors.
.

Slide 7
ASDA promote its products with the use of different methods such as
television, radio and print media.
This attract the attention of its customers in an effectual manner.
It also enhance the sales of ASDA children clothing line.
This promotional strategies plays a very important role in the
business environment of Asda because it helps local communities.

Slide 8

Slide 9
TASK 3
AC3.1 Explain with examples, how sales strategies can be aligned with corporate
objectives in
organisations like Plastic Products.
Sales strategies are those planned approaches which are formulated as per the objectives
of the organization. So they are counted as base for the structure of all the strategies on which
every activity of the firm linked to achieve the desired goals and objectives. As taking case study
of Plastic Products Ltd, It is a company which basically deals into production and marketing of
home appliances such as plastic cups, teaspoons, knives and forks for the clients of catering
industries. Same like other corporate, Plastic Products Ltd, also has main corporate objective to
achieve the target and attain the growth year on year basis. Which can be achieved by offering
and marketing of its home appliances plastic products in supermarkets and sells in consumer
packs with four large supermarket groups. So these targets always achieved by linking and
formulating sales strategies according with corporate strategies to attain appropriates results. So
taking company objectives and understanding its corporate strategies we can forecast the future
business and implement the business plan so that an effective sales strategy can be formulated,
which helps in achieving the goals and targets (Bichou, 2014).
Therefore, every corporate goals and objective same like as above, It is very important and
essential task for the business to analysis, formulate and implement effective and efficient sales
strategies. Taking reference of same case study, sales strategy can be defined as that important
activity which includes forecasting approach on the basis of proper assumptions in order to

secure maximum targeted area to achieve & increase maximum sales of the company.
There are several dynamic reasons that need to be undertaken by sales department of the Plastic
Products Ltd under the guidance of sales manager for the improving and enhancing level of sales
strategies according to the dynamic environment to attain desired results such as (Feng,
D’Amours and Beauregard, 2010).
AC3.2 Explain why the recruitment and selection procedures are important for
Plastic Products
Ltd.
Recruitment and selection procedure, is the most important activity that is conducted in
the organizations. With the adaption of this process, organization can get qualified and talented
employees at workplace. In context to this, plastic products ltd aims at raising their sales and
profits for which the firm needs to have quality employees. The belief of the management is that
the recruitment of new employees will assist the organization to enhance the sales. Although, the
management needs to have employees with good knowledge and experience. In this context, this
firm needs to have the candidates who carry good experience in the concerned field. It leads to
expand the operations of plastic product ltd. However, the organization will be required to recruit
and select the new employees who carry requisite experience of concerned industry. Fro the
same, certain steps are needed to be adopted by the management of plastic product limited. The
panel requires focusing on job analysis so that talented sales executives can be taken in the
organization. Besides this, the organization needs to have the candidates who has been working
in retail sector and has good knowledge of the concerned field. Additionally, after recruitment
the process of screening and selection can be useful for judging the knowledge of the candidate.
For the concerned organization, recruitment and selection is important so that quality people can
be a part of this organization (Bichou, 2014).

AC3.3 Evaluate the role of Motivation at Plastic Products Ltd. You should also
explain how
Remuneration and Training can be utilised as tools for motivation within Sales
Management.
Motivation: motivation is the most crucial tool for the enhancement of employee’s
performance. It is the act of defining the needs and desires of an individual (Thomé, Sousa and
Scavarda do Carmo, 2014). Besides this, it can also be said that it is an element through which
the internal and external factors are evaluated which assist in raising the performance of the
employees. In this context, motivation is the best tool for the people attains sales. It is also useful
for the sales manager who mages these people for the effectual outcome. Although, it is seen that
for the effective generation of revenue is done by with the help of sales people. In the present
case study, the manager needs to recruit the candidates who are self-motivated and can help the
company to improve its position. Or the firm can also give rewards and bonuses to them for
increasing their performance in an effectual manner (Feng, D’Amours and Beauregard, 2010).
1) Motivation the management of plastic products has made arrangements to give its
employees a performance award quarterly’s well as award for the year.
2) The management also does organize family trips for employees of plastic company yearly
and these are all done with the intention of motivating their staff.
3) Both new and old employees of plastic company are given equal opportunities and
attention. The evidence regarding to respective statement of equal opportunities is that
the company plastic products limited uses and implement discrimination act at the
workplace. According to the discrimination act the management of enterprise has to
provide same and equal opportunities along with equal behavior to each and every
employees.
Motivation helps plastic products ltd up to greater to be more efficient and productive.
When the employees and workers become more and highly efficient then they are easily able to
generate higher number of products and sales within lesser time. Further, level of sales improves
and attract more number of customers for consuming its products and services. In the

motivational there are different kinds of theories are used by the company which highly helps to
it in order to motivate their employees and achieve goals and objectives properly. One of the best
motivational theory is Maslow's hierarchy model where 5 steps are added as per the needs and
wants of the workers (Grimson and Pyke, 2007). According to the respective theory as one need
fulfil then another generates. Explanation of the Maslow's hierarchy theory of motivation is such
as follows:
1. Physiological: In this basic needs of employee are comes into consideration like as food,
shelter, physical relations, water, cloth, air etc. Further, the employee wants that the
plastic products limited will provide enough salary and wages by which he can survive.
2. Safety: After completion of basic needs the employee want better and protected working
environment. Here main concern of the workers is towards safety and protection.
3. Society needs: As per the respective needs the employees of Plastic product limited wants
that interaction between other workers will become proper and appropriate.
4. Esteem: Furthermore, the workers are seek towards award, appreciation, self respect,
achievements, promotions etc. at the workplace where they doing job. Due to this they
are highly motivated which is profitable for plastic products firm (Kennedy and Avila,
2013).
5. Self-actualization: At the last needs the employees want to spend luxurious life and here
needs and requirements of them are fulfil.
Remuneration: Remuneration can be understood as the amount of payment such as salary,
performance incentives, travelling expenses offered to the person who are providing services on
behalf of the concerned organization. The management of this company requires setting the
remuneration as per the standards so that it can remain helpful for the employees. It leads to be
an indefensible factor for the firm to enhance the motivation of the employees. When the
company provides remuneration to the employees in terms of monetary and other incentives then
employees are highly attracted to complete the work and achieve target. Simultaneously target
and objective of the company also achieve by which sales improves up to better level in the
industry. Plastic company has a basic salary structure for their fresher, medium and advanced
level as per the company standard. The company has conveyance incentives, night allowance
Christmas bonus etc.

Training: Training is the process of increasing the present skills and abilities of an individual
for the attainment of business objective. With the help of this process the employees can generate
good level of understanding towards the subject. Although, offering training to the sales
executives of this company will assist the organization to have experienced level of employees.
As a result, it is must for the management of plastic product ltd, to conduct requisite training and
development programs so that sales people can get proper guidance (Wortzel, 2015).
Training: Training helps the company in order to make the employees highly skilled as well as
talented at the workplace. Further higher the level of skills and talents lead to produce better
quality of products and services effectually. After that more number of users will be attract and
sales affects in better and positive way. Apart from this, motivation is also helps to the employee
and training is one kind of motivational strategy at the workplace. Hence, it can be said that both
the things training and motivations are linked and helps to manager and increase sales and
revenue (Nahmias and Olsen, 2015).
Orientation sessions are given to new employees of plastic company ltd to define their roles and
responsibilities and also to identify areas of their skill needs staff meetings are also integral part
of the company to brief employees both old and new of current situations and development in the
company.
From the above analysed training, motivation and remuneration systems it can be said
that these all are helpful for the plastic products limited in order to make their employees more
profitable and skilled. Further, with this the company able to produce more number of products
and services within less period of time as compare to previous. It can be said that when the firm
provide effective training and development programs then they become highly talented and
motivated as well. Further when they are motivated then firm give remuneration of their
efficiency ans achieve objectives in smooth way. Hence, it can be said that remuneration,
motivation as well as training, these all are interlinked and helps to the plastic products limited to
become profitable and enhance performance in the industry.

AC3.4 Explain how Plastic Products Ltd. can organise Sales activities in order to
control of sales
output.
Sales management consist of planning, organizing and control of several programs with
relation to the sales. This procedure helps in organizing the sales activity with the help of proper
planning and controlling. There are certain steps which is going to enlighten the way through
which the sales activity can be organized with sales management. Following are stated below.
Sales Activity: The setting of objectives and goals for the company is the key stage.
Howsoever, the management needs to take appropriate strategic decision for the attainment of
goals and objectives. Although, the market conditions can be better understood by sales persons.
However, the management of plastic product ltd needs focusing on the skills and abilities of the
sales team. It will help the company to design appropriate goal and objectives with the help of
sales team such as:
a) Set objectivities which will be discussed in the general meeting of the company to set
sales target for the year.
b) To assign the activities to the different team responsible for the production and
marketing of the products.
c) Performance will be evaluated for example the expected revenue is 1,000,00average sale
is 30,000pound therefore 1,000.000 will be divided by 30,000pound that is approximately
33approximately let us consider 11 months as a working month due to the holiday so 33
will be divided by 11 that is 3 and so 3 represents three buyers per month by this way
performance can be measured for the sales and marketing team.
On the basis of different parameters level of performance of the employees and workers
is to be determined. It talking about measuring efficiency in terms of products and services
within half year then company consider total working hours, production units, time period etc.
For instance: the company says that an employee has to produce total 2500 units in six months
and after completion of 6 months if the worker able to achieve target then he is efficient and
performance is better.

d) Territory design and structuring: structuring is the development of the sales team
based on certain qualities to generate more revenues a good sales team leader and a good
succession plan will help to design the structure in an effective way.a good positive
attitude of a target driven sales team will help the company to achieve increase sales.
(Lancaster & Massingham,2010)
Budgeting: Proper budgeting is necessary for the company's financial department so that
proper outflow and inflow of funds can be evaluated. Therefore, the obstacles faced by the
company can be easily overcome for expanding the business. Budgeting will help the company
to map out areas where expenses can be incurred such as travelling, promotional campaigns etc.
(Ambrose, 2014).
Sales output: Proper sales management results in attain the objectives and goals of the
organization in an effectual manner. With the help of this, actual outputs can be controlled by
comparing the desired outcomes. This assist in taking the potential measures so that sales outputs
can be controlled effectively. Further, the sales output of the stated organization can be managed
with the help of sales team for the attainment of desired results.
Sales output is controlled by two ways.
1) Push strategy: in this way plastic products ltd will produce the goods according to the
number that is needed in the market at the time.
2) Pull strategy: using this strategy plastic product will attract the targeted segment through
promotional campaigns, advertisement, and personal selling for creating the demand for
the product.
Other consideration in sales output are
a) Sales Audit: the policies and objectives are framed at the initial stage and then
reviewed by the actual achievements with the help of different financial application
like financial ratios.(Calvin,2004)
b) Sales Analysis: it is the method to determine the sales volume in relation wih the
desired profit and the revenue as fixed at the initial stage.

Performance appraisal techniques: are also highly helpful for the company in order to
assess viability of one project between two or more mutually exclusive projects (Wortzel,
2015).feedback is collected from every department of the company to measure the performance
of its employees, based on this feedback or points performance are measured this will help the
company to provide better and higher return of initial and potential investment after completion
of it. Various techniques to measure future performance of investment also are net present value,
profitability index, internal rate of return, payback period, average rate of return etc.
In order to organise sales activities the company such as plastic products limited has to
make a proper and structured plan which is shown as below:
 At the initially stage the firm has to identify and analyse the overall market that it will ne
profitable for it or not.
 In the second step it selects or choose a particular market at which firm can sale its
products and services and able to sale effectively.
 After selecting a market the company has to make an effective plan for marketing its
products and services by which customers will be aware and attract to purchase
(Kenworthy, 2013).
 Further, here plan is to be implement and execute where selling of the goods and services
of plastic products limited will be increase.
 At the last step it has to control and monitor over the sales as well as output which is
generated in the above stage.
AC3.5 Explain with examples, how effective Sales Management can be supported
by the use of
databases.
Database management is system by which the information can be stored and collected
effectively. This software helps in storage of large amount of data and information for the long
period. In addition to this, the stated software is used for the collection and storage of
information with reference to previous years. This software allows the firm to store the
customer’s information and company information of the previous years. This data can be used by

the company at the time of product development and promotion of the product and services. In
context to this study, the stated firm can also adopt the software for the management of sales of
this company. On the basis of current situation, the management of product plastic ltd needs to
adopt the database software for the management of valuable company information. This assist
the company to store and use the past years of information in an effective manner.
Additionally, the advantage of using this software is that it helps in formulation of
strategic plans and policies. In addition to this, the information of present and future audience is
kept with the help of this software. This ultimately have positive impact on the sales and
profitability of the stated organization. Lastly, the ultimate objective and motive of this company
is to acquire the new consumers for competing the retail market The overall impact of the same
will be on the profit generation capacity of the firm. This will assist the stated venture to enhance
its plastic production as per the needs and demands of the customers. The plans and policies
framed with the help of this software aids in providing appropriate guidance to the management
of the firm. Therefore, it can be said that adaption of database system crucial for the management
of plastic production ltd.
TASK 4
AC4.2 Investigate opportunities for selling internationally into your chosen
emerging market.
In order to target new customers, market expansion is an effective business decision
which is necessarily be taken by the management. As per the scenario of Currys, the motive of
this company is to increase the expansion opportunities in the international market. In case of
Indian market, the economy has stable and has potential to grow and develop. It will assist in
generating the effective and positive impact on business growth. For the growth and business
development market entry will be an effectual step which can be taken by the stated
organization. For the increase of sales of this company, the stated firm will focus on raising the
sales of the firm. However, for the sated plan Delhi is an appropriate place where the population
is huge and the standard of living is also higher. As a result, the electronic segment of this firm
will enhance will get enhanced in the market (Feng, Amours and Beauregard, 2010).

In contrary to above, the stated firm can also face certain issues or challenges at the time
of entering into the new market. However, the management of Curry will evaluate certain
measures at the time of entering into the new market. Following are explained below.
Market entry: It is a major issue of the for the stated business unit because it assist in evaluating
the means of the business in the emerging market. There are different measures such as joint
venture, exporting and partnership. The stated organization will use the concept of licensing as it
will remain cost effective for this firm. Additionally, this will assist the business to attain its
objectives in an effectual manner.
Branding: There are two common means of branding such as adoption and standardization for
the increase of sales of the products. It is seen that, the Indian market has high potential and the
economy has good growth opportunities. However, the organization will adopt the mixed
approach for the branding of the product. With the help of standardization, the marketing mix
will be adopted which will explain the product, price, place and promotion (Wortzel, 2015).
Distribution: The firm will adopt various strategies and plans for the distribution of the
products. In order to attain the raw material and logistics the organization needs to develop
effectual logistics. The business outlet of this firm will get opened in the populated and marketed
place.
AC4.3 Investigate opportunities for using Exhibitions/Trade-fairs in your chosen
emerging
market.
In order to measure the business opportunities and targeted buyers, exhibition and trade-
fairs are the effective measures It is seen that, the stated organization has greater specialization in
electronic appliances and the segments. However, the use of exhibition and trade fair will offer
several growth opportunities to this firm. This will aids this firm to attract wide range of
customers in the emerging market i.e. India. Additionally, platform will offer an effective
opportunity for the promotion of company products in new market. Along with this, using plan
of action of sponsorship or trade name promotion will assist in intensify the brand name
perfectibility of the organization in the industry which will assist the firm effectively market the
products (Ambrose, 2014).

Sales plan for the Curry exhibition
CURRY'S TRADE FAIR AND ELECTRONIC EXHIBITION
Date: February,20 2017
Location: Delhi, Pune and Mumbai (Broad marketplace need and platform for sales)
Cost of participation: INR 5000
Product categories: Electronic products and appliances
Motive of exhibition: Introduction of the products to the targeted customers and raise the needs
and selling of the products.
Expected outcome: Market potential evaluation and promotion of the products.
4.1 Development of the sales plan
Mission:
The mission of this plan is to increase the revenue generation by rendering the quality
good and products to the buyers. In addition to this, attain the demands of the customers is the
prime focus of this company.
Objective 2017:
1. Introduction of more than 20 outlets in India
2. Enhancing the sales of the firm by 25%
3. Developing the range of products for the attainment of requirements of new market.
Strategies:
 Processing global gross sales and selling unit
 Extended activity and competing analysis
 Develop full range of products and services to meet new marketplace necessity
 Set up good consumer relationship for the Indian market.
Actions:
 Market division on the basis of three factor such as geographical, demo-graphical and
psycho graphical factors.
 Focus on thee middle and young group
 Targeting the big cities with the huge population
 Product positioning with the help of different value chain
Key performance indicators:
 Sales analysis on the basis of months
 Evaluation of the stores of this company at different places.
 Customer demand evaluation on quarterly terms.

CONCLUSION
From the above document, it can be evaluated that marketing and sales planning is an
effective element for the business growth. Several business activities and strategies are
formulated for raising the buyers of the company. Therefore, it can be said that planning is the
most important step for the organizations. This assist in developing both the national and
international market.

REFERENCES
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