Sales Planning and Operations of Sony : Report
Added on 2020-01-07
10 Pages4919 Words262 Views
Sales Planning and Operations
INTRODUCTION.....................................................................................................................................3TASK 1......................................................................................................................................................31.1 Explain how personal selling supports the promotional mix...........................................................31.2 Compare buyer behavior and decision making process in the different situations..........................41.3 Analyze the roles of sales team by using marketing strategy..........................................................4TASK 2......................................................................................................................................................5Covered in PPT......................................................................................................................................5TASK 3......................................................................................................................................................53.1 Explain how sales strategies are developed in line with corporate objectives................................53.2 Explain the importance of recruitment and selection procedures....................................................53.3 Evaluate the role of motivation, remuneration and training in sales management..........................53.4 Explain how sales management organise sales activity and control sales output............................63.5 Explain the use of databases in effective sales management...........................................................6TASK 4......................................................................................................................................................64.1 Develop a sales plan for a product or service..................................................................................64.2 Investigate opportunities for selling internationally........................................................................74.3 Investigate opportunities for using exhibitions or trade fairs..........................................................7CONCLUSION..........................................................................................................................................8REFERENCES..........................................................................................................................................8
INTRODUCTIONSales planning are the business activity which aid in estimating future sales of the products andservices. Along with this they have to set their sales targets. Sales as well as operational planning is aintegrated business management process by which leadership team of the business entity always focuson achieving goals and objectives along with the synchronization among all functions of the businessentity. Sales and operation planning process also having effect on the supply chain management. If thisprocess maintained properly then the review of the consumers according to their demand and supplyresources (Talk, 2016). This process helps the corporation in making the different changes by doingappropriate planning as it helps the management team to attain the targets as well as improve theirperformance along with the productivity. The present report is based on Sony which is a Japanesemultinational conglomerate corporation that is headquartered in Kōnan, Minato, Tokyo. Its diversifiedbusiness includes consumer and professional electronics, gaming, entertainment, and financial service.In the below mentioned report, discussion based upon that how personal selling support thepromotional mix. Moreover, comparison on buyer behavior as well as process which helps in makingcorrect decision in different situation which has to be discussed. TASK 11.1 Explain how personal selling supports the promotional mixPromotional mix is one of the 4P's of the marketing mix as it helps in maintaining publicrelations, advertising, sales promotion along with the personal selling. This factor helps the marketingteam of Sony to reach the goals and objectives. These are used as tools so that they can communicateproperly with a target market. Advertising is a form in which employees can do the one waycommunication so that they can not face any goals and objectives. Personal communication is a type ofconversation which helps in applying and doing the communication with a other person and it can be alarge group (Meyr, Wagner and Rohde, 2015). It aid in expressing the wants, beliefs as well as desiresof the consumers. Impersonal communication is that in which sales person of the Sony communicatewith consumers in a impersonal way. Different sales person deliver their message to their consumers oraudience impersonally. The employees of the business entity have to do personal conversation withevery consumer of the company so that they can not face any problem and by that they can attain theirgoals and objectives. Brakes Sony have to use promotional strategy and the main objective of this is tomake sure that it provides the awareness of the products to the consumers and also by doing theeffective communication so that they can attain maximum benefits by selling the product in the market.Sony also can use push and pull strategy. Push strategy is uses by the different marketing channels liketrade promotions so that they can sale their products. On the other hand, pull strategy is that whereinterest of the consumers is created at any product or services. Push strategy includes trade shows;showrooms as well as they have to create a supply chain to facilitate the distribution. By doing thepersonal selling they can sell their products and services according to the needs and wants of theconsumers. The main role of personal selling at the promotional mix is that they have to provide actualinformation about the products to their clients so that they can make their decisions. Personal sellinghelps in managing the consumer relationships which aid in reducing the cost of promotion and by thatSony improve the performance as well as productivity (Fleischmann, Meyr and Wagner, 2015). 1.2 Compare buyer behavior and decision making process in the different situationsIn the present time competition is increasing day by day. There are different kind of situationsoccurs in front of the consumers which having a influence on the behavior of the buyers. According tothe different situations they can make their purchase decisions and can judge the buyers behavior. The
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