Sales and Operations Planning Analysis

This assignment delves into the critical field of Sales and Operations Planning (S&OP). It requires a comprehensive analysis of how S&OP is implemented across different industries, highlighting its advantages, potential drawbacks, and the diverse models employed for effective planning. Students are expected to demonstrate a thorough understanding of S&OP concepts and their practical applications in real-world scenarios.

Sales planning and operations

Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
1.1Explain the personal selling can improve the advertising and sales promotions activities at
the organisation...........................................................................................................................3
1.2 Comparison on the buyer behaviour and the decision-making process with the B2B as well
as B2C.........................................................................................................................................4
1.3 Analyse the role of sales teams in implementation of the overall market strategy...............6
TASK 2............................................................................................................................................6
Attached in PPT...........................................................................................................................6
TASK 3............................................................................................................................................6
3.1 Explain how the sales strategies can be aligned with the corporate objectives in the
Acrylic Fabricators......................................................................................................................6
3.2Explain why the recruitment selection procedure are most important for the company........7
3.3 Evaluate the role of motivation at the firm and explanation on how remuneration as well
as training can be utilise as tools for motivation under the sales management...........................8
3.4 Explain how the company can organise the sales activities in order to control sale output. 9
3.5 Explain how the effective sales management supported by the use of database................10
TASK 4..........................................................................................................................................10
4.1Develop a sales plan for a product category for chosen the emerging market.....................10
4.2Investigate opportunities for using the trade fairs in the emerging market..........................11
4.3Investigate the opportunities for selling internationally into the emerging market.............11
CONCLUSION..............................................................................................................................12
.......................................................................................................................................................12
REFERENCES...............................................................................................................................13

INTRODUCTION
There are various business organisation who make a sales planning to attain the goals of
sales output. They company hire the highly talent sales team within the sales management that
help them to done the sales activities effectively. This will facilitate the firm to attain the
objectives more effectively and they adopt the marketing strategies to retain the more customers
in the target market. In the present research project report in which there is a discussion in the
first section in which how the personal selling supports the elector-car limited sales promotions
and also there is different types of buying behaviour of B2B and B2C so, there is also a
comparison on the purchasing decision-making and buying behaviour of business buyers as well
as customer buyers (Hu, Guan and Liu,2011). There is also analyse the role of sale team while
implementation of overall marketing strategies in the workplace. In the second section, there is a
study in which the presentation of sales on the products or services and in the third section there
is a explain of sales strategies. Further, there is discussion on the importance of recruitment
procedures to the Acrylic Fabricators limited and what are the role of remuneration, motivation
and training to motivate the sales team. There is also a discussion on how the effective sales
management support the data base and sales activities in order to control sales output. The last
portion of the section there is sales plan for introduce a product in the emerging market as well as
investigate the opportunities international and how the trade fair give opportunities to sales the
product in the emerging market.
TASK 1
1.1 Explain with examples, how personal selling can enhance advertising and sales promotions
activities at Electro- Cars Ltd.
The Electro- Cars limited now is facing an issue that most of the experienced staff has left
the company and now there are no experienced sales personnel. Therefore, the company is
required to improve the efficiency of organisation's sales personal. They adopt personal selling in
advertisement as well as sales promotion activities at the company this will enhance the
advertisement that are as follows-
 Personal selling- The process of personal selling is the most popular process that sells
goods or services to the customers directly by the employees. It will enhance
advertisement at the Elector- Cars LTD as they can easily understand the customer's
needs as well as desires (Wallace, 2010). Thus, in the process it facilitates the company to

make direct contact with clients that assist them to fulfil the requirement in more
satisfactory.
 Promotional activities- The activities which are included are sales promotion, public
relations, direct marketing, personnel selling and direct marketing etc. Thus, it is the main
element of marketing-mix that helps Elector-Car limited to attract large customers from
various places. Thus, it results into increase in sale of goods or services of the company.
It can able to convince the potential customers by make them product more interesting by
adding more features and benefits of the product.
Personal selling support to the promotional mix
The personal selling is the most effective tool of promotional activity which allows the
Elector-Car limited to alter and make change in its product or service as per the customer's
potential. The main objective of advertisement of company is to attract more customers towards
firm that leads to increase sales of product. The company adopt personal selling process which
allows them to identify needs of customers in regard to product . It is possible by proper listening
as well as communicate them directly that leads to promote the products which are suitable to
the customers. The process will enhance the advertising of the Elector-car limited and it supports
the promotional mix. For example, the company gets the feedback from customer directly in the
personal selling process that helps them to understand needs of customers in a desired manner.
Thus, it allows the Elector-Car limited to modify promotional activities as well as goods for
future which satisfies clients in the more effective way. For example, the Electro- Car Ltd adopt
the sales promotion for purpose of increasing sales by offering discounts and special offer in
target market. That helps in attracting more consumers and creating brand image in the mind of
users. It directly promotes the personal selling marketing tool by interacting with customers
personally which also increase awareness about product along with benefits in market.
1.2 Compare the buyer behaviour the decision making process within B2B and B2C context with
reference at Electro- Cars Ltd.
The Elector-Car Ltd sells its products or services in potential target market, in this market
different consumers have different buying behaviour. The purpose of the firm is to sell goods or
services either business or customers. The B2B means the firm sell its products to business
whereas in B2C, they sell it to the customers. Therefore, they purchase company's products by

both the factors are the rational and emotional so, the Elector-car limited ensure that they make a
rational decisions. There is a comparison of buyer behaviour and decision-making process of
B2B and B2C which has been described below-
Buying behaviour Decision-making process
B2B
 The Behaviour of
Business to business at
the Elector-car limited
is a professional.
 The person who buy
they are more-expertise
in nature.
 The buying decisions
of goods or services of
a company are rational.
 The B2B involve
rational decision-
making, less emotional
and more -task
oriented.
 The B2B in which there
is relationship driven is
the purchase decisions.
 Buyer decision-making
are based upon the
minimizing cost,
enhancing profits and
productivity.
B2C
 The buying behaviour
of a business to
customers are Non-
professional buyers (
Heizer and
Barry,2013). These
customers are not
highly expertise while
buying a product they
select good as per the
price, features and
other benefits.
 There is an existence of
 The purchase decisions
in the B2C are more
emotional decisions of
products or services.
 In the B2C, the
purchase decisions the
main driven are the
budget and needs of
customers.
 Customer's buying
decisions are based
upon the security,
quality, comfort and are

knowledge gap in
customers regard to
products or services of
a company.
 They are not trained
formal as they make
buying decisions as an
E motional.

under status etc. For
example, the customer
those who belong from
high class they
generally prefer quality
products whereas
persons those who are
having low income
they concentrate more
on the cheaper products
and services. Thus,
income and status
influence their decision
making process.
1.3 Analyse the role of sales teams in implementation of the overall market strategy for the
Electro-Cars Ltd.
The Elector-Car Ltd adopted the market strategy in which there are various activities as
well as operations which allows them to reach company's products or services to the potential
customers. For this, the cited company adopts the personal selling market strategy which
supports promotional activities of a firm. Thus, the sales team have a great role in the success of
any business organisation and they contribute in increasing revenue of the firm. For this reason,
the company hire and develop a sales team so, there is an increase in the sales of company's
product.
Sales team in the Elector-Car limited plays a great role and the main responsibility of
these team is to enhance sales of firm's goods that leads to generate more revenue and earn
higher profits. Responsibility of the sales team in the cited company is to manage the
relationship with the customers (Hahn and Kuhn,2011). They communicate effectively with
clients by listening to their issues, solving the problems and convincing about services as well as
products of Elector-Car Ltd. Along with that, they does various activities to sell products in
which they encourage clients to make the decision regarding purchasing the product . It is

possible when the sales team distribute information about product that involves benefits,
warrantee, price, quality and valuable features etc. to the clients. Thus, it will increase sales,
brand image and also make the customers loyal ( Misra and Nair, 2011). In the modern sales
marketing the company adopt digital marketing process through which the information about
product placed over internet. They can be placed Facebook, Instagram, Twitter and company's
website that incur less amount of money in advertising. In the modern sales marketing the
company adopt digital marketing process through which the information about product placed
over internet. They can be placed Facebook, Instagram, Twitter and company's website that incur
less amount of money in advertising. For example, Electro- Car limited company wants to sell
their product in the potential target market for the purpose of enhancing sales of its goods. They
adopt the modern sales techniques in which they place the advertising on social media such as
facebook and Twitter etc. It is the best modern sales method that are able the company to attarct
a large number of consumers at online platform.
TASK 2
Attached in PPT

TASK 3
3.1 Explain how the sales strategies can be aligned with the corporate objectives in the Acrylic
Fabricators
The company enhance profits by developing the sales strategy with the corporate
objectives. The sales strategy of any firm the main aim is that to increase the sales in a particular
time period. Whereas, the corporate objectives is the statement gives the direction to to attain the
goals and objectives (Miller,2012). The Acrylic Fabricators planned the sales strategies to
achieve the firm's sales targets through the order generation, sales presentation, policy formation
and prospect identification etc. There are some objectives of the cited company's sales strategies
are as follows-
 To enhance the customers loyalty,
 Develop and find the best approaches to beat the competitors,
 Capture the market share and value,
 Maximize the competitive advantages,
 Step-down the cycle of sales( Keal, D.A. and Hebert, P., 2010). The Acrylic Fabricators
is the UK company who sells the various products to the Catering industry are the plastic
cups, knife, teaspoons and Forks etc. They can do work with the several goods and
Different types of markets to attain its corporate objectives. They adopt the market
strategy is the STP (Market segmentation, targeting, positioning that is very useful sales
strategies to the company ( Miller,2012). Thus, they also adopt the BCG Matrix it will
capture the market share as well as market growth of Acrylic Fabricators. The strategy
help the firm to increase the sales as well as customer's loyalty, build a brand image and
gain the competitive advantages. It can be explained with the help of examples Company
objectives are increasing sales of product for which they implement sales strategy are
STP in the target market. It leads to increase the market share as well as growth of a firm
that shows that cited company have a better stars. Whereas, company does not generate a
huge amount of cash for this purpose they provide social benefits to customers. It will
directly achieve the corporate objectives if they implement sales strategy ( STP) in the
target market.

The activities done in sales business strategy assist the company to attain the corporate
objectives. The main aim that are involve in the strategy are the profit, leadership, market growth
and market penetration etc. In the BCG matrix of the company the portfolio is categorised into
Cash Cows, Star and Dogs. Therefore, that shows that the Star and Cash Cows are better for the
company but on the other side the Dogs and Question market are not better for them.
3.2Explain why the recruitment and selection procedure are important for Acrylic Fabricators
Ltd.
The recruitment and selection technique is adopted by the Acrylic Fabricators that help
the HR manager to select the right candidate at right place from the the various number of
applicants. They start the process by advertisement in that there is detail information of job
description as well as person specification. Thus, the process is most important for the
organisation which are described below-
 Reputation- The recruitment procedure helps the company to effectively select the right
candidate at right job position as per the qualification, skills and knowledge etc. Thus, it
will make them to done the job very well that create a high quality of products or services
deliver to the customers. It will enhance the firm's reputation and create a brand image in
the minds of customers. Therefore, company adopt external sources through which they
hire the highly talented and skilled worker within the firm. Thus, these people brings
unique ideas that leads to establish innovative products which enhance brand value of a
firm.
 Reduce cost of training and development- The cited company adopt the recruitment
process that assist them to choose the right candidate at the right job position. Thus, it
helps them to pool a high-qualified talent and they select only those candidate who are
well-experience ( Renz, 2016). Therefore, the talent people present in the company does
not require any high level of training that leads to reduce the cost of conducting training
to the firm.
 Enhance profitability and productivity- The candidate are to be place at the right
position as per their qualification background so, they put their maximum efforts more in
their work. Thus, if the person done the job well that affects the company's sales of
products or services leads to increase the productivity and profitability.

3.3 Evaluate the role of motivation at Acrylic Fabricators Ltd. Yoy should also explain how
remuneration and training can be utilised as tools for motivation within sales management
Company adopt external sources of recruitment they attract the candidates by placing the
job description over the internet then they follow steps in the recruitment process are as follows-
Screening applicants- The candidate who upload their CV over the net then company screening
the candidates application. In that they match the requirement of skills with the candidate's skills.
The cited company collect various application for the vacant position in which they match the
skills that are required to complete the company's objectives. In regard to this, they short listing
the candidate and invite them for the interview.
Invite interview- After they call for potential candidate's for interview in which they ask
question regard to their family members, hobbies and situational based to analyse that the
candidate is efficient for the job or not.
Conduct test- HR manager conduct test to check the candidate's technical skills and knowledge.
Furthermore, in these there are various objectives question that are related to job in which the
candidate have to answer. It show the efficiency level of candidate's that can be track
automatically on software.
Final selection- After this, they select the potential candidate's in the firm and in this process
they provide the offer letter in which there is a final joining date and salary are to be written in
the document.
Sales management is that type of process in which the Acrylic Fabricators maintain all
those activities that are relate to the sales team to make sure the sales strategies should be
effectively implement in the firm. The main aim of that management is to attain the sales
objectives of the company by proper implement the sales strategies ( Wang, Hsieh and
Hsu,2012). Therefore, to achieve this target the sales management adopt the various techniques
that includes remuneration, training, motivation the team of sales. It help them to get the
maximum level output from the sales members. Therefore, these three elements have their
different role to motivate them that are as follows-

Motivation- The sales teams are highly motivate within the sales management of the
Acrylic Fabricators if the manager provide them recognition as per the good performance of
work in the organisation. Further, also provide them a appraisal and conducting daily meeting
with the members and develop a healthier relationship among the sales team members. Thus, it
turns into that the sales team are motivate that also impact positive on the individuals
performance that will be enhanced. Therefore, there the sales strategies are implement effectively
that increase more profits and create a brand image of the company. The company restructure
compensation plan that include bonus, increment, retirement benefits and pension plan etc. that
enhance employee morale. Further, they try to put more efforts in the firm towards work that
leads to attain objectives more effectively. It can based upon the employee performance if they
done work in effective manner then company provide them bonus plans and other benefits etc.
On contrast, they provide training to the bad performer so, they can able to perform their best
within organisation.
Remuneration- The company adopt the remuneration strategy that motivate the sales
team in that they appraised the employees due to its better work performance. It will be given if
the sales team shows their good performance in the end of the financial year or the current
quarter they get the remuneration such as increment in salary and recognition etc. Thus, it will
impact positively this will enhance the employee morale and also make them to done job by hard
working.
Training- In the process of training in which there is enhancement of knowledge as well
as skills of existing or new sales member within the sales management ( Wang, O’brien and Li,
2010). The Acrylic Fabricators conduct training sessions that allow the workers to enhance the
skills in their current field. Thus, it leads them to implementation of sales strategies in more
desired manner.
3.4 Explain how Acrylic Fabricators Ltd. can organise sales activities in order to control sales
output
Company motivate its employee by provide benefits to staff workers through bonus,
increment and retirement benefits. It automatically motivate them towards the work and also
enhance confidence of customers that directly attain the firm's goals in most effective manner.
Further, the company motivate the employee through remuneration in that they enhance the

salary that directly motivate them. Whereas, company conduct training for the purpose of
improve the skills and knowledge of staff workers that leads to motivate them in a desired
manner. The sales management of the Acrylic Fabricators that involve the implementation of
sales strategies and sales team that organised the activities of activities to control the sales output.
Therefore, to achieve this they follow the done the activities in stages that are as follow-
 In the first stage, the sales team establishing the goals that give direction for the sales
activities, milestones and they set boundaries etc. for the upcoming period. Thus, it will
help them to optimum utilising of resources.
 In the second stage, the sales management develop the sales activity schedule and also
make a time frame work by compartmentalizes (Wallace,2010). Therefore, there is
resultant into the sales team members optimising the human resources that leads to reduce
overall cost.
 In the third stage, the management of sales supervise as well as monitor the sales
activities process to know that the operations are done correctly or not.
 In the last stage, the sales management track the record of each sales activities that help
them to know the strengths as well as weaknesses.
Along with that, they team of sales decide that retailers, promoters, intermediaries and sales
person done all the activities of sales of the particular product. Thus, it will control the sales
output and also the sales activities also include in it are the take feedback from the customers,
organise meeting with the other sales members and provide facility to gives the review about the
product.
In the sales structure in which company design sale plan in which they identify the areas
where they can easily increase company's . According to sales plan they also manage the
workload by arrange the financial resources so, they can able to place products in the target
market. Thus, they also know the areas of potential sales and as per this they develop sales
budget. They apply the sales strategies in the potential areas and review the performance by
adopting performance appraisal.

3.5 Explain how the effective sales management supported by the use of database
The Database use by the sales management that allow the members of sales team to keep
the record of general information regard to sales activity, also customers information. Thus, all
these information assist the sales management to get the review about the sales strategies and
also know its weakness. Therefore, it help them to alter the sales strategies according to enhance
the sales figure of the company and also control the sales outputs.
The Database is used by the Acrylic Fabricators to keep the sales record at any time with
high level of accuracy. Thus, it will also help to organise the sales activity that increase the figure
of sales of the company ( Storbacka, Polsa and Sääksjärvi, 2011). All the information are kept
safely and managed properly in the database management and allow them to prepare the sales
report on time that are used by the sales management effectively.
TASK 4
4.1Develop a sales plan for a product category for chosen the emerging market
The sales plan for the Currys who is electrical retailer operate in the UK as well as
Ireland and they make a sales plan for the home appliances in the Brazil market that are as
follow-
 Value of product- The Curry have a range of home appliances that involves kitchen
appliances, washing machines, cookers and Sandwich Toaster etc. It gives the excellent
experience with the high-quality as well as long term usage with vibrant colours and
amaze contrast ratio.
 Position- The Curry provide a electrical machines that include some function are such as
cooling, heating, cleaning as well as heating with different colours and size (Wang and
Hsu, 2010 ). All these features gives the customers unique design and also provide them
an excellent experience .
 Pricing- The Curry provide a range of home appliances in which they gives to the
customers at affordable price as compared to other electrical retailers.
 Long term and Short-term goals- The short-term goals of that company is that to
increase the sale by generating more revenue in the next financial year 2017. Whereas,
the long-term goals of a company is that to increase at least 70% profit in next 3 years.

 Location- Currys who is electrical retailer provide a wide range of home appliances
products in the Brazil countries
 Advertising- The company adopt the advertisement strategies to promote the products
and attract a large number of customers in the emerging market such as social media,
newspaper and advertisement in televisions as well as banners.
4.2Investigate opportunities for using the trade fairs in the emerging market
The Trade fairs allow the Curry to display their home appliances in the Brazil market or
to introduce a new product. Thus, this events give the opportunities to the company to show the
feature of range of home appliances products into the potential customers. It is the events that
runs for the 4-5 days in which they attract a large crowds and the company attract the customers
directly and provide the experience of its product as well as gives them a unknown information
to the customers about the company (Feng and Pang,2010 ). Therefore, these trade shows give
the Curry an opportunity to attract a large number of customers from the emerging market. They
can easily promote the home appliances products that include cookers, washing machine and also
electronics products etc. that leads to enhance the brand value, increase customer loyalty and also
retain a new customers.
4.3Investigate the opportunities for selling internationally into the emerging market
Exhibitions and trade fairs are that events in which there is a display of various range of
products to the customers. It is that place where the large number of people come to see the
products, obtain the information about the products or services and also purchase those products
that are necessary for them. Thus, it assist them to enhance the quality of products that helps
them to attain the customer's expectation. The Curry provide the home appliances products in the
Brazil market and these type of events are suitable for the new as well as existing company. The
main objectives of any firm is to boost up the sales and the products have a vibrant colours as
well as innovative designs attract a women customer's highly.
In the competitive market the Curry find out the advantages from the international market
and its gives them a high number of opportunities to establishing its business for its home
appliances as well as build a brand image (Chen and Fan,2012). The exhibition as well as trade
fairs are that type of events that is very effective that helps the firm to find the opportunities of
sales and enhance the brand value. The Curry can expand internationally in that they evaluate

and arrange the international trade fairs that helps them to capture a potential customers that
leads to increase the sales and also create brand image.
CONCLUSION
Summing up the whole report, it has been concluded that, the personal selling supports
the other promotional strategies in the advertisement that help them to make a direct contact with
the customers to know its needs. Further there is also analyse that B2B have a rational decisions
whereas, B2C make the purchase decision rational as they are act as a professional. The
recruiting procedures help the company to hire the talented candidates that reduce the cost of
training, increase profitability as well as productivity etc. The sales team motivate with the
increasing in salary, recognition and also with the develop the skills as well as knowledge in their
particular field help them to boost up the sales. Further, there is an analysing that the sale
management make a timely schedule every sales activity that control the sales of output. There is
analyse that Curry develop a sale plan and they also find out the international opportunities to
place the home appliances product as well as use the trade fairs to retain the customers in the
British emerging market.

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