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Sales Planning & Elements Of Marketing Mix | Electro-Car Ltd | Report

   

Added on  2020-02-12

26 Pages5649 Words39 Views
Sales planning and operations

Table of ContentsINTRODUCTION...........................................................................................................................3TASK 1............................................................................................................................................31.1Explain the personal selling can improve the advertising and sales promotions activities atthe organisation...........................................................................................................................31.2 Comparison on the buyer behaviour and the decision-making process with the B2B as wellas B2C.........................................................................................................................................41.3 Analyse the role of sales teams in implementation of the overall market strategy...............6TASK 2............................................................................................................................................6Attached in PPT...........................................................................................................................6TASK 3............................................................................................................................................63.1 Explain how the sales strategies can be aligned with the corporate objectives in theAcrylic Fabricators......................................................................................................................63.2Explain why the recruitment selection procedure are most important for the company........73.3 Evaluate the role of motivation at the firm and explanation on how remuneration as wellas training can be utilise as tools for motivation under the sales management...........................83.4 Explain how the company can organise the sales activities in order to control sale output.93.5 Explain how the effective sales management supported by the use of database................10TASK 4..........................................................................................................................................104.1Develop a sales plan for a product category for chosen the emerging market.....................104.2Investigate opportunities for using the trade fairs in the emerging market..........................114.3Investigate the opportunities for selling internationally into the emerging market.............11CONCLUSION..............................................................................................................................12.......................................................................................................................................................12REFERENCES...............................................................................................................................13

INTRODUCTIONThere are various business organisation who make a sales planning to attain the goals ofsales output. They company hire the highly talent sales team within the sales management thathelp them to done the sales activities effectively. This will facilitate the firm to attain theobjectives more effectively and they adopt the marketing strategies to retain the more customersin the target market. In the present research project report in which there is a discussion in thefirst section in which how the personal selling supports the elector-car limited sales promotionsand also there is different types of buying behaviour of B2B and B2C so, there is also acomparison on the purchasing decision-making and buying behaviour of business buyers as wellas customer buyers (Hu, Guan and Liu,2011). There is also analyse the role of sale team whileimplementation of overall marketing strategies in the workplace. In the second section, there is astudy in which the presentation of sales on the products or services and in the third section thereis a explain of sales strategies. Further, there is discussion on the importance of recruitmentprocedures to the Acrylic Fabricators limited and what are the role of remuneration, motivationand training to motivate the sales team. There is also a discussion on how the effective salesmanagement support the data base and sales activities in order to control sales output. The lastportion of the section there is sales plan for introduce a product in the emerging market as well asinvestigate the opportunities international and how the trade fair give opportunities to sales theproduct in the emerging market. TASK 11.1 Explain with examples, how personal selling can enhance advertising and sales promotionsactivities at Electro- Cars Ltd. The Electro- Cars limited now is facing an issue that most of the experienced staff has leftthe company and now there are no experienced sales personnel. Therefore, the company isrequired to improve the efficiency of organisation's sales personal. They adopt personal selling inadvertisement as well as sales promotion activities at the company this will enhance theadvertisement that are as follows-Personal selling- The process of personal selling is the most popular process that sellsgoods or services to the customers directly by the employees. It will enhanceadvertisement at the Elector- Cars LTD as they can easily understand the customer'sneeds 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 moresatisfactory. Promotional activities- The activities which are included are sales promotion, publicrelations, direct marketing, personnel selling and direct marketing etc. Thus, it is the mainelement of marketing-mix that helps Elector-Car limited to attract large customers fromvarious 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 byadding more features and benefits of the product. Personal selling support to the promotional mixThe personal selling is the most effective tool of promotional activity which allows theElector-Car limited to alter and make change in its product or service as per the customer'spotential. The main objective of advertisement of company is to attract more customers towardsfirm that leads to increase sales of product. The company adopt personal selling process whichallows them to identify needs of customers in regard to product . It is possible by proper listeningas well as communicate them directly that leads to promote the products which are suitable tothe customers. The process will enhance the advertising of the Elector-car limited and it supportsthe promotional mix. For example, the company gets the feedback from customer directly in thepersonal 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 forfuture which satisfies clients in the more effective way. For example, the Electro- Car Ltd adoptthe sales promotion for purpose of increasing sales by offering discounts and special offer intarget market. That helps in attracting more consumers and creating brand image in the mind ofusers. It directly promotes the personal selling marketing tool by interacting with customerspersonally 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 withreference at Electro- Cars Ltd. The Elector-Car Ltd sells its products or services in potential target market, in this marketdifferent consumers have different buying behaviour. The purpose of the firm is to sell goods orservices either business or customers. The B2B means the firm sell its products to businesswhereas 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 arational decisions. There is a comparison of buyer behaviour and decision-making process ofB2B and B2C which has been described below-Buying behaviour Decision-making processB2BThe Behaviour of Business to business at the Elector-car limited is a professional.The person who buy they are more-expertisein 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 thereis relationship driven is the purchase decisions.Buyer decision-making are based upon the minimizing cost, enhancing profits and productivity. B2CThe 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 theprice, features and other benefits. There is an existence ofThe 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 qualityproducts whereas persons those who are having low income they concentrate more on the cheaper productsand services. Thus, income and status influence their decisionmaking process. 1.3 Analyse the role of sales teams in implementation of the overall market strategy for theElectro-Cars Ltd.The Elector-Car Ltd adopted the market strategy in which there are various activities aswell as operations which allows them to reach company's products or services to the potentialcustomers. For this, the cited company adopts the personal selling market strategy whichsupports promotional activities of a firm. Thus, the sales team have a great role in the success ofany 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'sproduct. Sales team in the Elector-Car limited plays a great role and the main responsibility ofthese team is to enhance sales of firm's goods that leads to generate more revenue and earnhigher profits. Responsibility of the sales team in the cited company is to manage therelationship with the customers (Hahn and Kuhn,2011). They communicate effectively withclients by listening to their issues, solving the problems and convincing about services as well asproducts of Elector-Car Ltd. Along with that, they does various activities to sell products inwhich they encourage clients to make the decision regarding purchasing the product . It is

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