Sales Planning and Operations - Primark
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Added on 2020-01-28
Sales Planning and Operations - Primark
Added on 2020-01-28
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SALES PLANNING ANDOPERATIONS
Table of ContentsINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 Analysing the impact of personal selling on promotional mix.........................................11.2 Comparing buyer behaviour in different situation ..........................................................21.3 analysing the role of sales team in marketing strategy....................................................2TASK 2............................................................................................................................................3TASK 3............................................................................................................................................33.1 Impact of sales strategies on the corporate objectives of the company............................33.2 Significance of recruitment and selection procedure in the recruitment program of thebusiness...................................................................................................................................43.3 Evaluating role of motivation, remuneration and training on sales managers of thecompany.................................................................................................................................43.4 Planning for organizing sales activity and controlling output..........................................53.5 Analysing the use of databases in effective sales management for Primark....................6TASK 4............................................................................................................................................64.1 Developing a sales plan for a product or service..............................................................64.2 Analysing the opportunities for selling internationally....................................................74.3 Measures to increase sales through exhibitions and trade fairs........................................7CONCLUSION ...............................................................................................................................8REFERENCES................................................................................................................................9
INTRODUCTIONThe business objective of every organization is to enhance the sales of the company whileattaining high growth measures in the global market. The concept of globalization has increasedthe market competition widely in the economy. The pressure of enhancing sales has becomefierce. Companies in the present era thus focus on adopting effective means of sales and planningoperations to meet business objectives while enhancing brand name in the market. The presentstudy focuses on planning sales strategies for Primark which is a well established retail fashionbrand (Leon, 2014). The study will analyse the sales strategies adopted by retail industry andadopt appropriate strategy for the business. The study will undertake different aspects of personalselling, sales management and sales planning for the company. TASK 11.1 Analysing the impact of personal selling on promotional mixPersonal selling is defined as a strategy where business units use people to sale productsand services in the market through developing a direct contact with the buyers. Longnecker,(2011), analysed that seller represent the company and promotes the product on the basis of theirattitude, appearance and knowledge. As per the given case Primark is focusing on launching anew product line of sports wear. Personal selling will help the business unit in enhancing its salesby gathering relevant information which ill help in analysing the new market gap and actualneeds of the consumers. This information will help the business in planning and developing salesstrategies for the business unit. Personal selling will help Primark in supporting its promotional mix in following manner:Analysing push and pull strategies: Primark is introducing new product range in theeconomy. Personal selling will help the business unit in developing strategic means ofenhancing sales (Noonan, 2010). The sales persoanells will adopt push strategy for salesmaximization. Pull strategy on the other hand will be developed by analysing the needsand demands of the consumers and developing high and effective sales measures in themarket. Developing effective communication: Personal selling will develop a well basedcommunication measures with the final consumers. This will help the employees indeveloping the needs of the buyers for products and services offered. Communication1
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