Sales Planning and Operations Assignment Sample

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SALES PLANNING ANDOPERATIONS
TABLE OF CONTENTSSALES PLANNING AND OPERATIONS....................................................................................1INTRODUCTION...........................................................................................................................3TASK 1............................................................................................................................................3AC1.1 Personal selling supports other promotional activities.....................................................3AC1.2 Comparison of buying behavior and decision making process........................................4AC1.3 Role played by sales team for marketing strategy............................................................5TASK 2............................................................................................................................................6TASK 3..........................................................................................................................................15AC3.1 Sales strategies' development with reference to corporate objectives............................15AC3.2 Importance of recruitment and selection procedure for plastic products.......................16AC3.3 Role of Motivation, Remuneration and Training for plastic products ltd......................16AC3.4 Sales management organize sales activity and control sales output..............................18AC3.5 Effective sales management with the use of database....................................................20TASK 4..........................................................................................................................................21AC4.2 Examine opportunities for using exhibitions/ trade-fairs in chosen emerging market...21AC4.3 development of sales plan for the categorized product in emerging market..................224.1 Development of the sales plan.............................................................................................22CONCLUSION..............................................................................................................................23REFERENCES..............................................................................................................................24
INTRODUCTIONSales’ planning is a process through which sales targets and tactics are analyzed andevaluated by the organizations. According to this process, a plan is prepared by the salesmanagers 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 theorganizations. In order to raise the sales of the organizations, the sales team needs to makeeffectual plans and strategist In order to gain good understanding of the subject, it is necessary toidentify different aspects of sales planning. The present document is based on case study of threedifferent 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 willassist in investigating different sales opportunities at the international level. In addition to this, itwill also explain the relation of personal selling with other promotional activities.TASK 1AC1.1 Explain how personal selling at Enviro-Cars Ltd supports other promotionalactivitiesPersonal selling is a process in which one and one interaction process is conductedbetween the seller and the buyers. In this situation, the seller convinces the buyer Aby raising thevalue of the product with the help of promotion. This process assists the customer to gain goodknowledge 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 inelectric cars in England. Presently, the cited venture is facing a slowdown in sales due toeconomic recession. As a result, the experienced sales staff of the company also left theorganization. Therefore, the partners have decided to reinforce the business by introducing theconcept of environmental friendly cars. In this context, the managers have decided to promotethis 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 willmake them aware them know about the Eco friendly cars. With the help of this, the company willbe able to know the perception of customers. It will help the management to develop a newproduct 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 resultin attracting the customers towards the new developed product. The overall impact of the samewill help in increasing the sales of the firm. In this manner, personal selling at Enviro-Cars ltdsupports other promotional activities (Wortzel, 2015).AC1.2 Compare buyer behaviour and the decision making process in differentsituations withspecial reference to Enviro-Cars Ltd.Consumer buying behavior explains the basis which is considered by the customers at thetime of making purchases. However, it can be asserted that consumer buying behavior plays asignificant role in for the seller and it is essential while making purchase decisions. However, thesellers require understanding the needs and demands of the customers so that the satisfactionlevel of the customers can be attained. Consumer buying behavior has huge impact on thedecision making process which are explained below.BUYER BEHAVIOURDECISION MAKING PROCESS FORDIFFERENT SITUATIONCOMPLEX BUYER BEHAVIOUR(CUSTOMERS) AND NEW TASKBUYING (BUSINESS BUYERS)Because environ cars products are expensivepurchase is likely not going to occur regularlyand this can be risky.Decison making processin this regard has to take the following intoconsideration:a)Information search: the buyer willcarry out extensive search to look forwhat meets their needs.b)Need for recognition: the buyer’sneeds maybe based on the economical,environmental and friendly needs that
the car meets. Also vehicle taxations ofthe car will influence the buyers also(Howard, 2010).c)Purchase:in this stage the buyer wouldhave made his decision and so willpurchase the car he wants.HABITUAL BUYER BEHAVIOUR(CUSTOMER) AND STRAIGHT RE-BUY(BUSINESS BUYER)This way the product is purchased dailywithout looking for any information as it is acheap product example newspaper dailygrocery etc. So no need for decision makingprocess. This situation is not relevant forEnviro cars.DISSONANCE REDUCING BEHAVIOUR(CUSTOMERS) AND MODIFIED RE-BUY(BUSINESS BUYERS)The product in this situation is expensivethereby making purchase rare and risky whichis appropriate for environ cars. The decisionmaking process will the same as in complexbuying behavior (need for recognition,information search, alternatives and thenpurchase.)VARIETY SEEKING BEHAVIOUR(CUSTOMER)the buyer in this regard is not loyal to anybrand and they can change buyers any timethey choose, this can of product are normallynot very expensive and this situation isdifferent from that of environ cars whichproducts are expensive(Feng, Amours andBeauregard, 2010).Comparison between behavior of buying among B2B as well as B2C buyers:B2B customersB2C customersIn the Business to business type of firm buyersAs per the business to customer kind of
purchases high amount of products andservices. Further, there are sales from seller tobuyer may be in terms of cash and credit (Nag,2011).companies buyers purchase very low quantityof services and products offered by it.In such kind of business there are sales amountis high along with less bargaining because firmalready provide at the reasonable rate.In such business amount of sales and turnoveris lower as compare to BCB. Further,bargaining power from the customers is littlehigh.The buyers purchase products in such type ofbusiness after collecting more and reliableinformations about the company.While in this buyers purchases goods andservices after taking fewer informations anoutthe seller (Guillén and et.al., 2006).In this, customers are more loyal towards theseller because they purchase services andproducts in bulk and consistently basis.Here customers are little or less loyal towardsthe seller in comparison to B2B buyers.AC1.3 Analyse the role of the sales teams in the overall marketing strategy for theEnviro-CarsLtd.Marketing strategy can be explained as the process of planning where the actions areconsidered for promoting goods and services. This is the most necessary aspect for theorganizations to gain effective results. Besides this, sales team is a group of people who focusesand analyses the sales trends and take decisions. It is seen that, sales are the crucial area where anorganization needs to evaluate(Dewsnap and Jobber, 2012). This allows the company to takeeffectual production and product development decisions. However, it can be said that productmarketing plays an indefinite role for providing the assistance to the sales team. There aredifferent 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 tounderstand 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 thecustomer preference. The sales of this firm will provide guidance to the marketing manager for
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