Developing Key Performance Indicators for Supply Chain: An Industry Perspective

The provided content discusses various industry perspectives, research studies, and frameworks related to supply chain management, forecasting, and operations planning. It highlights the importance of effective forecasting and judgmental adjustments in supply chain planning, as well as the role of advanced planning systems and enterprise resource planning in optimizing business processes. The articles also explore concepts such as sales and operations planning, cross-functional alignment, and strategic choice in public planning.

SALES PLANNING
AND
OPERATIONS
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TABLE OF CONTENTS
Introduction......................................................................................................................................4
TASK 1............................................................................................................................................4
1.1 Explaining how personal selling at Eviro Cars Ltd support other promotional activities.....4
1.2 Comparison of buyer behaviour and decision making process in different situations of
Eviro-Cars Ltd.............................................................................................................................6
1.3 The role of sales team within overall marketing strategy for Eviro Car Ltd.........................8
TASK 2..........................................................................................................................................10
TASK 3..........................................................................................................................................15
3.1 How sales strategy can be aligned with the corporate objectives of Plastic products Ltd...15
3.2 Why recruitment and selection process are important for Plastic Products Ltd?................16
3.3 The role of motivation, training and remuneration in sales management............................18
3.4 Describing the use motivation within sales management....................................................19
3.5 The use of database in Plastic Product Company................................................................21
TASK 4..........................................................................................................................................21
4.1 Opportunities for selling internationally..............................................................................21
4.2 Opportunities for using exhibitions and trade fairs..............................................................23
4.3 Sales plan for Currys product..............................................................................................24
Conclusion.....................................................................................................................................25
REFFERENCES............................................................................................................................27
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Index of Tables
Table 1: Sales Plan ........................................................................................................................28
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INTRODUCTION
Sales and operational planning is a coordinated process which involves the prediction of
future sales and planning the production process accordingly. It helps business in managing its
manufacturing output in an optimum manner so as to meet the present as well as future
requirements of customers (Oliva and Watson, 2011). Therefore, it is the key activity for
organization which helps company in attaining its sales targets and ensuring the satisfaction to
customers. In the present research study, various aspects of sales and operational planning has
been studied. In this aspect various companies have been selected in this report to deeply
understand the concept of sales and operational planning.
TASK 1
1.1 Explaining how personal selling at Eviro Cars Ltd support other
promotional activities
Personal selling is an important part of promotional mix which assists the business in
reaching its potential customers. Promotion mix is the combination of different variables that are
selected by the marketers of Eviro Car Ltd. to target the potential customers and to accomplish
the business objectives. However, personal selling is a component of promotion mix which
involves direct or one to one communication between customers and sellers (Grimson and Pyke,
2007). Thereafter, various components are included in the promotional mix such as sales
promotion, publicity, personal selling and advertisement etc. The role of personal selling in Eviro
Car Ltd. is explained as follows:
 It assists the organization in targeting potential customers and results in actual sales by
persuading the customers.
 There is the least wastage of efforts in personal selling as sales personnel selects the
target market and concentrates on customers within that segment only.
 Personal selling generates the awareness among customers about the products and
services that are offered by Eviro Car Ltd (Miller, 2012).
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 It is more impelling than advertisement or publicity as it involves direct communication
between buyers and sellers.
 It supports advertising as it explains those attributes and clear those misconceptions
which are ignored during advertisement.
 The sales personnel can modify its message and explain in the language that is
understood by the target customers. Therefore, it is more flexible than other mediums.
Personal selling helps in developing better relationship between buyer and seller. This is
because, seller makes efforts in understanding the needs of target customers and suggests the
ways in which offerings of Eviro Car Ltd. can fulfil them.
Despite of personal selling they may also use some other promotional activities like
celebrity endorsement, after sales services, promotion through social media etc. social media
marketing is the contemporary trend that is being used by each and every organization. However,
with using this advertising and promoting of servicing the cars, maintenance of the vehicles etc.
To the large audiences. Although with the social media sites like Facebook, YouTube, LinkedIn
etc. Eviro-cars Ltd. can easily supply the information regarding the car services that they provide
to the customers. However, through social media marketing, car dealership can also target
various customers section. In addition to this, for promoting the services they also focus on
providing after sales services for the product that assist in attracting the large customers to use
their services.
The sales team of organization collects the relevant information about the needs and preferences
of target customers. This information further helps company in modifying its present offerings.
With the help of this, firm becomes aware of the changing tastes and demand of customers and
thus, becomes competent to provide better services (Meyr, Wagner and Rohde, 2015). In
addition to this, it provides competitive advantage to business over its rivals. Thereafter, business
can design new strategies to fulfil the demand and expectations of target consumers in a better
way. Personal selling further support other promotional mix elements in many ways. For
instance, in the advertisement of Eviro Car Ltd only general information like speed, price and
some specific features of car are explained while through personal selling, sales man can explain
other plan like insurance that will be provided by company. Thereafter, the sales executive can
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detail out the features demonstrated in advertisement in the language understood by the
prospective customer.
1.2 Comparison of buyer behaviour and decision making process in
different situations of Eviro-Cars Ltd
Buyer behaviour is related to various stages that target customers undergo before buying
a particular product. Buying decision making process is directly associated with the behaviour of
customers. The purchasing decision of customers involve different steps, the description of
which is as follows:
 Need identification: It is a first step of decision making process in which buyer decides
the need that he or she wants to fulfil first. In this step, buyer determines a purchase
priority for himself (Kaplan and Norton, 2008). For instance, John wants a 4 seater car
for its personal use and it should be fully equipped with new music system, modified
features etc.
 Information search: It this step, the customer tries to identify various ways to fulfil its
requirements. For example, John will discuss among its co-workers, relatives and peers
or on internet about the new cars of various models that are available in the market.
 Alternative solution: After gathering information, it is required by the customer to
determine various alternatives to select the one which fulfil its needs in the best way
(Mentzer, Stank and Esper., 2008). For instance, John will take the help of online
medium and will search and analyse various models in terms of price, design, attributes
etc.
 Purchase decision: After evaluating different alternatives, customers select the best
suited available option as per its requirement. For example, John will make his decision
on the basis of attributes that he wanted in a car. Thereafter, he will select the best which
falls in his budget and have all the required features which he want.
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 Post purchase evaluation: It is a final step in which buyer after making purchase
decision evaluates and matches its satisfaction level with its actual requirements. Here, in
our case, John is happy and satisfy with its new Eviro Car (Katz and Green, 2007).
Comparison of B2B and B2C buyer behaviour
Business to business buyer behavior (B2B) Business to customer behavior (B2C)
B2B buyers are few in number but do bulk
buying.
B2C buyers are large in number but do few
buying as per their need.
Business buyers are geographically
concentrated.
Customers are scattered and are not
concentrated in a particular region.
They do purchasing for their professional
purpose.
Customers do purchasing for their personal
use.
Buying process of business buyers is more
formal.
Buying procedure of customers is informal
(Nurmi, 2012).
The distribution process of business to
business marketing involves more direct
distribution channels to prospective customers.
The distribution process of business to
customers involves more indirect channels and
intermediaries like, wholesaler, retailer etc.
For instance, while purchasing Eviro Cars, the
business buyer will directly contact company
for purchasing cars in bulk.
For example, while buying Eviro-Cars the
customers will contact distributor or visit
showroom for purchasing single car
There are different factors that mainly impact and affect the buying decisions of the
customers. For instance;
 Promotional schemes- one of the major factor that affect the buying decisions of the
customers mainly include discount as well as different promotional schemes like car
services at the lower price, attractive gift for the customers that purchase second had cars
in the give time period etc. thus, all these promotional scheme and activities affect the
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buying decisions of customers (Factors Affecting Buying Decision of the Customers at
the Store, 2015)
 Customer treatment- Another factor that affect the buying decisions of customers include
the way staff or worker of the Eviro-Cars treated their customers who bring their car and
other vehicle for servicing purpose. Thus, treating customers with respect and warm
feeling it will assist in building loyalty among the customers.
1.3 The role of sales team within overall marketing strategy for
Eviro Car Ltd.
The sales team plays a key role in the success of marketing strategy of organization. The
sales team is responsible for implementing the marketing strategy that is designed by the
management of business enterprise. Different functions of sales team are elaborated as follows:
 Division and study of market: The main function of sales team is to divide the market
into different segments after studying various aspects of business environment. The sales
team bifurcate the market on the basis of psychographic, behavioural, demographic and
demographic segmentation (Jonsson, Kjellsdotter and Rudberg, 2007). Thereafter, the
target customers are selected by the team.
 Develop strategy: In order to fulfil the needs of target segment in the best possible
manner, the sales team develops effective and creative marketing strategy. The need and
preferences of target market is considered before developing such strategy. Every
individual within team is responsible for attaining the allotted sales target.
 Develop alternative strategy: It is also important for the sales team to develop a
alternative strategy which will act as a backup plan if the actual strategy fails or cannot be
implemented for some reason (Fildes and et.al. 2009).
 Design marketing plan: The marketing plan is developed by the sales team after
considering the business strategy of Evio Car Ltd Company. Further, it includes various
decisions regarding choice of marketing medium, use of promotional techniques and
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determining pricing policy. However, it is important for individuals within sales team to
coordinate different activities to achieve the objectives in an effective manner.
 Result: The competent individuals within sales team will help in enhancing the market
reputation of Evio- Car- Ltd Company by addressing the demands of each segment to
maximum possible extent. The coordinate team will help in maintaining the sales and
demand of to meet the overall goals of company (Chae, 2009). This will improve the
current declining sales and operational performance of business.
 Information management: It is important for the sales team to communicate the vital
information to management. They will also help in preparing customer database and
communicate the same to company. For instance, the extent to which sales target has
been achieved by the team should be communicated so that, management can measure
their performance.
However, the overall marketing strategy of Eviro-Cars Ltd should concentrate on developing
strong relationship with customers by satisfying their needs and preferences by designing cars
according to the specifications mentioned by customers (Chae, 2009). Therefore, the customers
will suggest their friends, relatives to buy Eviro-Cars and thus boost the sales of company’s
product. The increased satisfaction among customers will increase the reputation of company.
Role of ‘team’ of sales people supporting the overall marketing strategy as well as it also
has substantial influence on the profitability of the organization. The role of team will mainly
focuses on segmenting the whole market place under different section that will be targeted by the
Eviro-cars. Therefore, sales team is responsible for selling or promoting the services and product
into the classified segment. In order to fulfil the needs of target segment in the best possible
manner, the sales team develops effective and creative marketing strategy. As sales team must
render services collaboratively so that they may increase the brand image in the market that
would result in driving the sales of Enviro-cars in the market.
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TASK 2
TASK 2
SALES PRESENTATION OF
HYBRID CARS
By TOYOTA
Hybrid Car by Toyota
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Sales and Sales Plan
Sales represents the transfer of products between prospective
buyer and seller in exchange of money.
Sales plan is a marketing strategy used for determining the
sales targets for business target. It further helps in identifying
different alternatives for achieving the stated targets within
the given time frame.
Sales Plan is effective strategy that will assist Toyota, to frame sales targets, and strategies that
will further help in increasing the productivity and profitability of organization. The importance
of Sales planning are explained as follows
 It will help business identifying the profile of customers
 It will assist company in determining the target customers and taking effective steps to
reach them.
 Toyota can set sales goals with the aid of sales planning.
 It will also assist business enterprise in identifying the sales cycle.
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C ont..
The sales presentation is based on the hybrid car made by
Toyota. The benefit of using hybrid car is that it uses different
power sources to run the vehicle. It use electric source as well
as petrol or diesel. The concept of Hybrid car is more
environment friendly and appreciated by countries where
pollution is rising at alarming range.
The present sales presentation will be based on various
principles which are explained as follows:
The advantages of buying Hybrid Car
 The Hybrid car of Toyota uses two engine, electric and conventional, therefore, it provide
more choices and benefit to customers.
 It help in conserving fuel and therefore, it is cost effective.
 It emit less Co2 and therefore, more environment friendly.
 They are financially beneficial as, many banks provide loan at lower interest rate
especially on Hybrid Cars.
 The resale value of Hybrid Car is more as its goodwill is increasing day by day.
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Customer-oriented approach
and Objective
Customer-oriented approach: The concept of hybrid car is
based on the needs and preferences of target customers. In the
present era the customer wants environment friendly cars
which emit less pollution therefore, Hybrid car is best option
as it is eco friendly.
Objective: The aim of company is to increase the sales of
hybrid car by 5% from now. The company also want to
increase its market share by designing hybrid cars for global
market.
Sales forecast and Preparation
Sales forecast: The company will forecast its future sales and
plan its production process accordingly. The forecast will help
in meeting the demands of customers in effective manner.
Preparation: Toyota before targeting the international market
will design car for domestic first and if the product is
successful in local market only than company will proceed
towards global market.
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Marketing and Customer relationship
marketing
Marketing: It is also important for company to market hybrid
car to generate awareness among public. Therefore, Toyota
can advertise its hybrid car on the social networking site or
through online portals, advertisement on mass media etc.
Customer relationship marketing: The company can take
help of CRM technique for marketing its product. It is an
effective method of identifying and grouping customers in
order to prepare a marketing strategy which will assist Toyota
in expanding its market share and retaining its brand loyal
customers.
Thank You
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TASK 3
3.1 How sales strategy can be aligned with the corporate objectives
of Plastic products Ltd
The sales strategy is a process through use by an organization to achieve its sales target
and increase its profitability. It also help in company in attaining its marketing objectives and
generate awareness among public about the products offered by company. However, corporate
objectives refers to the overall business goals of Plastic product Ltd (Monk and Wagner, 2012)..
For instance, increasing the market share or increasing the profitability are some corporate
objectives of business. In present case, the plastic product company is providing plastic teaspoon,
knife and cups etc. The corporate objective of company is to increase the profit margin of
company by using different sales techniques for selling the plastic products (Kaplan, 2008). The
company also want to generate awareness about the plastic products among its new employees so
they know what they are selling. Thereafter, business enterprise can use Delphi method to predict
the future sales.
However, it is important for company to align its sales strategies with corporate
strategies of Plastic product Ltd. Both of these strategies are crucial as they cause direct impact
on the performance and productivity of company. The sales strategy involves use of promotional
techniques to generate awareness among public. It further involves determination the
requirement of sales force needed to accomplish sales target. The sales strategy also involves the
use of marketing information for preparing business plan and making important decision that
will assist in attaining organizational goals.
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3.2 Why recruitment and selection process are important for Plastic
Products Ltd?
The recruitment and selection refers to process of attracting and selecting individuals
towards a vacant job in an organization. It involves selection of right person for the right job at
the right time (Friend and Jessop, 2013). The importance of recruitment and selection process is
explained as follows:
 Finding the competent candidates: This process assist in finding appropriate person for
the vacant job in Plastic Product Company at right time. The HR manager can take help
of online job websites, or recruitment agency or give advertisement about the vacant job
to find the suitable candidates for company (Monk and Wagner, 2012). For instance; by
identifying the competent personnel plastic products Ltd. They can effective render
services within the organization. However, if sales manager find out incompetent
personnel than it may result in affecting the process of Plastic Products Ltd.
 Selecting competent candidates: With the help of selection process, company can select
the best suited candidate for the vacant job. This also help Plastic product Ltd Company
in increasing quality of its human inventory by employing best person for its job. Further,
it will improve the productivity of company as the work will be performed by individual
who is competent in performing it.
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 Communication of organizational goals: The selection and recruitment process assures
that candidate Plastic Product Company wants to appoint is not only good in learning and
technical skills but also possess identical values as shared by company (Ngai, Law and
Wat, 2008). Thereafter, the manager can explain the organizational goals, mission and
vision of company, so individual is well aware of his duties and responsibilities within
Plastic Product Company. For instance, sales manager after selecting the appropriate
candidate they should communicate the different goals and aims of the organization so
that they may render proper services within the catering industry.
 Long term benefits: After selecting the competent candidate for business operations,
organization can ensure that candidate helps enterprise in attaining its overall stated
goals. Thereafter, experienced candidate is a key asset for Plastic product Ltd, so proper
steps should be taken to sustain employees within company. The human assets will
further help firm in making business productive and profitable on a long term basis.
 Build market image: The success in appointing competent candidate for vacant job in
Plastic Product Company assures that different task within the company will be
performed properly by the hired candidate (Van Weele, 2009). This will further help in
increasing the market image of company. It will lead to increase in respect among other
employees too, as company is performing its functions perfectly. The positive attitude
will result in increase in quality of products of Plastic Product Company and enhance the
productivity of company (Katz and Green, 2007).
Furthermore, the successful recruitment and selection process will help company in
improving its overall performance. The task will be performed by the candidate best suited for
performing the particular task. This will further result in performance of work in best and
effective manner. The recruitment of efficient sales force will also help in increasing the sales of
Plastic Product Ltd as they will be able to persuade customers to purchase the company’s
product (Oliva and Watson, 2011). The recruitment process will help in selecting candidate who
is best in different aspects like, communication skills, knowledge, presentation skills etc.
Therefore, the selected candidate will be able to increase the sales of Plastic Product Company
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by understanding the needs of customers and communicating how their product fulfill their
needs.
3.3 The role of motivation, training and remuneration in sales
management
 Motivation: It relates to the process of inducing the sales team to attain the sales
target effectively within the provided time frame. This also help the team in
maintaining their goal directed behavior. The financial progress of Plastic product
Ltd lies on the sales of its product so, it is important for company to motivate its
sales team (Chae, 2009). However, business enterprise can use monetary and non-
monetary incentives to motivate its employees.
 Training: Proper training helps the individuals within sales team to perform
various functions effectively. Further, they can fulfill the Plastic product
company’s expectation in a better way. The amended skills of sales person help in
increasing the sales and meeting the sales targets more effectively.
 Remuneration: The sales management help in increasing the profitability of
company (Friend and Jessop, 2013). Therefore, management should boost the
morale of sales personnel by providing them commission based remuneration so
they perform more better in future.
However, it can be said that remuneration and training are best tool used for motivating
employee. The increasing remuneration will motivate employee to work hard for the growth and
success of Plastic product Ltd as the increasing profitability of company will have positive
impact on the income of employee. In addition to this aspect, training will motivate employee to
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perform the assigned task in a effective and innovative manner (Tracy, 2014). This will further
lead to career growth and development. Further, the company can adopt suitable theory that will
help in increasing the motivation level of employee through the remuneration.
According to the reinforcement theory, management of company can use rewards to
support the behaviour company wants from its employee like, timely completion of work targets,
punctuality etc. In addition to this, punishment can be used to discourage the negative or
unwanted behaviour like, unpunctuality, high absenteeism. Eviro-Cars Ltd can use monetary
rewards to reinforce the behaviour company wants from employee (Ngai, Law and Wat, 2008).
Thereafter, company can use Expectancy theory which states that increased employee motivation
is outcome of fulfilment of different goals of individuals. For instance, one employee can be
motivated through monetary rewards while other may be motivated by enhancing career
opportunities through proper training and development. Therefore, different motivational tools
can be used to increase motivation among employees.
In addition to this aspect, Maslow theory of need can be used. According to this theory,
individuals are motivated if their needs are fulfilled. In this theory, the needs of individual are
arranged in chronological order therefore the fulfilment of lowest level needs motivate towards
highest level needs (Mcleod, 2007). Therefore, the different needs are, physiological, safety,
social, esteem and self-actualization. Further, various needs are explained following with the
diagram.
3.4 Describing the use motivation within sales management
Sales management refers to the administration of personal selling element of Plastic
Product Company’s marketing program. It helps business in attaining the sales targets efficiently.
It further help in managing the sales operations and organizing sales activity sales output with
the help of various methods: Building a team: The first objective of sales management is to develop a sales team. The
team should include competent candidates who are good in performing sales functions.
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Further, the management will determine how various functions within team should be
coordinated to perform the various functions effectively. Goal setting: Sales management determine objectives for sales team which will help in
achieving the overall goals of company. The objectives should be set after considering
the sales potential of team. Planning, organizing and implementing: The sales management further help in
developing strategies in order to attain the business objectives in a better manner (Katz
and Green, 2007). It pertains to planning and organizing various functions of sales team
in order to attain the sales target within the provided time frame and budget. Further, it
involves implementing the developed strategy effectively within the sales team.
 Controlling and evaluating: With this function management of Plastic Product Company
critically evaluate the performance of sales team. It also assist in determining the
loopholes in time and take corrective actions.
Further, it is important for Plastic product Ltd to have clear goals and objectives and
communicate the same to sales force so that they know what is expected with them. The roles
and responsibilities of sales force should be well defined so that there is no confusion and
employees know what work should be performed by them and how. For this aspect, structuring
plays an important role. The structuring will help in guiding the sales team and help in attaining
the sales objectives of company. However, the sales force should be allocated a particular sales
territory so that they know their target customers. The sales territories refers to the customer
segment or geographic location for which sales force is responsible. This further reduces the
work load of sales team as the work is divided among them and they are responsible for small
segment only (Jonsson, Kjellsdotter and Rudberg, 2007). Sales territory refers to the customer
group under which the sales team hold their responsibilities in enhancing the sales volume of the
company. Sales territory has been used to reduce the overall cost of the company with increasing
sales volume. This increase the sales potential of workforce as they will concentrate on particular
segment or location and implement their skills within target territory. However, with a particular
territory a budget should also be allocated to sales force to they do not expend more than it’s
required. This will also help in allocating the available resources and making optimum use of
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them. Further, it will help in controlling the expenditure of Plastic product so that it does not
exceed the benefit received from doing personal selling and recruiting sales force. The sales
budget will help the company in controlling the funds, raw material, work force and facilities
(Gray, 2007).
3.5 The use of database in Plastic Product Company
The database is very important for company as it help in managing data and other vital
information of Plastic Product Company. The sales team of Plastic Product Company use data
base management systems to store the important information of its customer. This further help
the team in targeting the customers in future. The management uses this information in getting
feedback and suggestions from customers before designing and new product. Thereafter, the
sales team can store the information like needs and preferences of customers and provide the
same to company. With this aspect, company can increase its product range by designing
products which are more demanded by customers. Further, Plastic product company can avail
information about buying pattern of consumers and then company can utilize this information to
ensure continuous growth in sales volume. Thereafter, database will furnish sales record which
help in measuring the sales turnover accurately (Richareme, 2005).
TASK 4
4.1 Opportunities for selling internationally
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Curry’s is electrical retailer known for selling electric appliances through number of
superstores and chain stores. With the growing revolution in electronic field the opportunities for
the company has increased to a large extent. Business enterprise can export its product to
emerging markets like India, South Africa and China etc. These countries have limited technical
resources which prevent them in manufacturing electrical appliances in their home country itself.
Therefore, business enterprise can market its product to emerging nation. However, business
enterprise can also set manufacturing units in those countries after taking permission from the
respective government (Jonsson, Kjellsdotter and Rudberg, 2007). Furthermore, it is required for
curry’s to use proper marketing channels to generate about its product among emerging markets.
Thereafter, business enterprise can take help of online websites to promote its products. The
certain opportunities for selling internationally include-
1. Broaden the marketplace- Selling appliances in the market broaden the reach of Currys
that will support in targeting their new audiences. However, it will also support the
company in enhancing their market share as well as increasing profit ratio of the
company so they may diversify the range of appliances and products that they offer to
their customers.
2. Market entry: There are many developing countries that can be entered by Curry Ltd to
increase its market share. Further, market entry will also provide an opportunity to
company to increase its customer base and brand image. In this respect, emerging
countries like, India having large population and marketing opportunities can be entered
by Curry Ltd. Further, Indian government also support business by providing free trade.
Thereafter, company can improve its profits on the basis of exchange rates.
3. Local competition: The level of competition in Indian market is still low as compared to
UK. Further, Curry Ltd can offbeat the local competition by using technical innovations
and professional expertise (Richareme, 2005).
4. Logistics: The company can also improve its profit by using the lost costly and
integrated supply chain management. With the aid of this, Curry can improve its
distribution in India and provide services to large number of customers.
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4.2 Opportunities for using exhibitions and trade fairs
Trade fairs help Currys in the displaying its electrical products to wide range of
individuals. This also help in generating awareness among public about the product range offered
by the company. However, for successful exhibitions and trade fair it is required for management
to make prior advertisement about company’s intention to organize such exhibitions or trade fair.
It is the responsibility of managing team of exhibition to persuade the target customers to attend
the exhibition in order to generate awareness about the offerings of curry’s (Sales strategy,
2012).
With the help of exhibition or trade the sales tea m of curry’s can contact wide range of
customers and develop business relationship with them. The enhanced knowledge among
customers about the products offered by company will help in increasing the future sales (Gray,
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2007). Thereafter, the responses of customers from trade exhibition will help in predicting future
demand of products and thereby company can also plan its production process.
Curry Ltd can use various exhibition held in UK to boost domestic sales. Therefore,
London trade fair is one such example that can be used by company to boost sales of its digital
products. In this respect, London Coin is one of the largest fair that provide opportunities to more
than 70 dealers to showcase their offerings (Trade shows in UK, 2016). They are most effective
platforms that will help company in attaining its sales target and maximizing its revenue. These
trade shows attract ample number of potential and business customers. Therefore, it is beneficial
for Curry Ltd to use trade shows held at customer centered places. Further, London is a famous
tourist destination also therefore, company can offer its product to local population as well as
tourist. Along with this, Curry Ltd can also expand its operations in developing countries by
making an effective use of trade fairs and exhibitions. Since, India is among major developing
country at present therefore, company can enter its market. There are different trade exhibition
and shows organized in India that can be used by management of Curry Ltd in promoting its
household digital products.
Exhibition: They provide an opportunity for sellers to increase their brand image by exhibiting
their products and services. However, its not necessary that customer make purchase on the same
day but purchases can be made by customer in future as per the past experience of exhibition.
Exhibition will also provide Curry Ltd information about buyer behavior, their needs and
potential competitors and strategies employed by them (Oliva and Watson, 2011). Therefore,
company can supervise the activities of its competitor and their offerings presented in
exhibition. It will also provide an opportunity to Curry Ltd to enhance interpersonal relation with
target customers and identify their needs. Exhibition will also help in gaining attention of media
and press.
Various trade fairs held in emerging market, India are as follows:
 India Electronics Expo: It is a trade show held in the capital of country, India. It help
companies in showcasing electrical products, power, automation equipment's etc.
Therefore, it will attract large number of business and potential customers.
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 Elektrotec: It is a international electrical fair that invites business customers to review
the products offered by domestic and international companies. It further exhibits
electrical appliances, home appliances, industrial products etc (Electrotech, 2016). This
exhibition will help in increasing brand awareness and building corporate terms with
various delegates visting exhibition. The Elektrotec also invites government
representatives therefore, Curry Ltd can strengthen its relationship with them.
 Electronica India: It is a global trade fair held basically for electronic goods, systems
and appliances. The presenters can show new pioneers and developments in electronic
industry. It is a leading platform that help- foreign companies to offer their innovative
products and services (Electronica India, 2014).
4.3 Sales plan for Currys product
The curry’s is planning to launch a range of digital products for household. The company
will use innovative technology and design music players, television of high digital frequency,
home theater and game stations for kids. The company will provide more connectivity such as,
cellphone can be attached to music player etc. Curry can market these products to country like
India, China which is starting a new campaign of making country digital (Meyr, Wagner and
Rohde, 2015). The sales plan involve various steps which are as follows:
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 Sales target: The target of Curry is to increase the sale of its digital products by 10%
within 1 year in emerging market of India.
 Sales objective: The key objective of company is to increase its market share by
exploring new emerging markets.
 Defining the target market: The Company will study the needs and preferences of
target market and select the market after proper research. This will help company in
meeting the needs and expectation of target customers properly.
 Time frame: The objective of Curry is to increase its sales volume by 10% within 1 year
of time frame.
 Strategy: Curry can use effective marketing and promotional techniques to generate
awareness about its product among the public of host country. Company can use online
websites for promotion (Oliva and Watson, 2011). Business organization can open new
chain of supermarkets in emerging markets to provide direct services to customers.
Furthermore, on the basis of aforementioned step an effective sales plan can be developed
for Curry to attract the customers of digital products for manufactured for household purpose. It
is as follows:
Mission:
Mission of Curry Ltd is to ensure its brand recognition in market and expand its
business in emerging and developing markets.
Objectives:
The organization aims to enter developing Asian markets like India and China to increase its
market share.
Enhance the brand value in present market.
Use innovative technology to attain competitive advantage in market.
Make an effective use of online portals for developing distribution channel.
Actions:
 The manager of Curry Ltd can divide the entire market as per the geographical terms
which will also help in reaching the potential customers effectively.
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 Sales personnel can be appointed and allocated each market to target customer more
specifically.
 Sales executives can be appointed at cluster basis. Thereafter, they will be held
responsible and accountable for sales of particular region.
 More consideration can be provided on lead generation by sales representatives to
develop a distinct position in market.
 The modern marketing techniques like, social media, engine optimization etc can be
used to attract more and more customers in short duration. Use trade fairs and exhibitions for increasing the market base.
Key performance indicators:
 Review of monthly sales
 Repetitive purchase from customers Number of purchases from e-commerce sites
Table 1: Sales Plan
CONCLUSION
From the aforementioned report it has been identified that sales planning play a major
role in the attainment of organizational goals in effective manner. With the help of sales planning
company can increase its sales output and meet the demands of its prospective customers.
Further, it has been identified that sales team play a strong role in the marketing strategy of Eviro
Car Ltd. Thereafter, it can be concluded that concept of Hybrid Car by Toyota is innovative and
will help in increasing the sales of company. Furthermore, Plastic Product Company should
develop strategies which align with the corporate objectives of company to get fruitful outcomes.
Thereafter, curry’s can boost its sales by using trade exhibitions and international trade channels.
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