Sales Planning and Operations TABLE OF CONTENTS INTRODUCTION
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supports other promotional activities 1 1.2 Buyer behaviour and the decision making process in different situations with special reference to Enviro-Cars Ltd.2 1.3 Role of sales teams in the overall marketing strategy for Enviro-Cars Ltd. 4 TASK 25 Sales presentation on Apple watches 5 3.1 Aligning sales strategies with corporate objectives in Plastic Products Buyer 9 3.2 Importance of recruitment and selection procedure for Plastic Products Ltd. 10 3.3 The role of Motivation at Plastic Products Ltd.11 3.4 Organizing sales activities in order to control the
Sales Planning and Operations TABLE OF CONTENTS INTRODUCTION
Added on 2019-12-03
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SALES PLANNING ANDOPERATIONS
TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 Ways in which personal selling at Enviro-Cars Ltd. supports other promotional activities.11.2 Buyer behaviour and the decision making process in different situations with specialreference to Enviro-Cars Ltd..................................................................................................21.3 Role of sales teams in the overall marketing strategy for Enviro-Cars Ltd.....................4TASK 2............................................................................................................................................5Sales presentation on Apple watches.....................................................................................53.1 Aligning sales strategies with corporate objectives in Plastic Products...........................93.2 Importance of recruitment and selection procedure for Plastic Products Ltd................103.3 The role of Motivation at Plastic Products Ltd..............................................................113.4 Organizing sales activities in order to control the sales output in Plastic Products Ltd.133.5 Use of database in effective sales management.............................................................14TASK 4..........................................................................................................................................154.1 Opportunities for selling internationally into India........................................................154.2 Opportunities for using Exhibitions/Trade-fairs in India...............................................154.3 Sales Plan for a product category of Curry’s in India....................................................16CONCLUSION..............................................................................................................................17Appendix........................................................................................................................................18REFERENCES..............................................................................................................................20
INTRODUCTIONSales and operational planning is a process which aims at balancing the company’sdemand and supply. It is linked with developing effective planning and provides monitory plansfor the business. In this report, first task is about Enviro-Cars Ltd. which is a successfulelectronic car dealer. Recently, the sales for new and second hand cars have reduced and theywant to improve their promotional activities and require developing strategies for increasing thesales of company (Gray, 2007). Moreover, third task is about Plastic Products Ltd. whichproduces plastic cups, knives, teaspoons, etc. for catering industry which wants new employees.Further, it covers recruitment process, role of motivation and sales activities in order to controlthe sales output.TASK 11.1 Ways in which personal selling at Enviro-Cars Ltd. supports other promotionalactivitiesThe ways through which personal selling at Enviro-Cars Ltd. supports other promotionalactivities are as follows:Personal Interactions: Personal selling enables the seller to have personal interactionwith the buyer. It develops a trust among buyers. Customers can have visual and physicalexperience of the product which creates a confidence and a feeling of trust among sellers(Sheldon, 2006). This is an effective promotional way through which the customers willtend to adopt Enviro-Cars Ltd. Two way communication: Seller can give his presentation to the customer and canprovide him required information about the service or product which he tends to sell.Personal selling is a two way communication as it clears all the doubts which customerhas in his mind regarding the product.Better response: This promotional activity is only possible if the seller convinces thecustomers that the product is best in the market. While comparing with the otherpromotional activities, in personal selling, seller can have a better response from thecustomers.Develops relationship: There are different types of customers which the seller has toface. For such customer, the business applies different types of tools for establishing astrong relationship with the customers.1
Better convincing: In personal selling, customers can demonstrate the buyer regardingtheir product (Burrows, Cecere and Hackett, 2012). Moreover, seller can even makechanges in the product according to the requirements that are demanded by customers.Personal selling is very helpful in promotional activities as customers develop a trust onthe organization as the make changes in their product or services according to thecustomer's needs and wants. Changes can be made according to their needs and wants.Personal selling is communication process in which buyer and seller have direct interaction. Asa result it becomes easy to solve all the issues immediately. Through this way it makes it a wayof effective promotional approach in building up customer's relationship. It is the best way toreach out the customers, even in B2B context as it involve detailed description of service orproduct. In addition to this, it is better and more effective than any other method. It can alsoassist sales promotion like sweepstakes, coupons, etc.1.2 Buyer behaviour and the decision making process in different situations with specialreference to Enviro-Cars Ltd.Illustration 1: Decision making process(Source: Marketing & Buyer Behaviour - the Decision-Making Process, 2014)In decision making, customers go through five stages for purchasing or using a product.Following are the five steps in which a customer decides whether to use the service or not:2
Need recognition: This is the first step in buying process. Without need, there is nopurchase. When the customer finds a problem regarding any product then he tries to findthe level of importance for that particular need (Riley, 2015). For example, when acustomer wants his car to be maintained every month, first and the most important thingwhich matters is the price. If the customer perceives that the price is high, then he won'tpay for the service and would not accept that. However, if the customer perceives thatthe price provided by Enviro-Cars Ltd. is affordable, then he will go to buy that as hetrusts that company would provide quality service and with this regard, their exist apositive purchase behavior. Search for information: In this stage, customer will seek the possible situation inproblem (Dougherty and Gray, 2006). Customer will search the information based onquality of choice to be made. In accordance with the case, in servicing and maintainingcar, customers require plenty of information. There are two types of information fordecision making. One is internal information which is already present in the customer'smemory or the experience that he had regarding the brand or product. Another one isexternal information which is obtained from family, friends, etc. This informationdepends upon the experience which they had. In case of maintaining or servicing,external information is suitable and the buying behaviour is affected by family, friends orclose ones. If Enviro-Cars Ltd. satisfies the customers fully then the family or friendswill recommend other people regarding the quality of services provided by them.Alternative evaluation: When customer gets the required information then he evaluatesdifferent alternatives for maintaining and servicing his car. Evaluation is mostly done onthe basis of price, quality and quantity (Bragg, 2005). In case of servicing andmaintenance, customer buying behaviour will bend towards that company whichprovides them high quality services at low price. Purchase: The customer evaluates different services which are provided in maintainingand servicing. He will go for the most appropriate product or service which satisfies hisneeds and wants.Post purchase evaluation: Once this purchase decision is made, he evaluates thatwhether he has made the right decision or not. If he does not get satisfied with thepurchase made then, he will go through the same decision process in the next purchase.3
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