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Sales Planning in Primark : Report

   

Added on  2020-01-15

11 Pages2706 Words174 Views
SALES PLANNINGANDOPERATIONS

TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................11.1 Evaluating how personal selling supports promotion mix....................................................11.2 Comparing buyer behavior and decision making process in different situations..................11.3 Role of sales teams within marketing strategy......................................................................2M1................................................................................................................................................2D1................................................................................................................................................3TASK 3............................................................................................................................................33.1 Sales strategies developed in line with corporate objectives.................................................33.2 Importance of recruitment and selection procedures.............................................................33.4 Explaining how sales management organize sales activity and control sales output............43.5 The use of databases in effective sales management.............................................................4M3................................................................................................................................................5D2................................................................................................................................................5TASK 4............................................................................................................................................54.1 Developing sales plan for a product......................................................................................54.3 Investigating opportunities for using exhibitions or trade fairs.............................................6D3................................................................................................................................................7CONCLUSION................................................................................................................................7REFRENCES...................................................................................................................................8

INTRODUCTIONThe concept of sales planning and operations is a business process that aimed atdetermining the optimum level of production or output in the market. It plays a crucial role inbalancing and equalizing supply and demand of goods and services in the company. The presentreport discusses various aspects of sales planning in respect of Primark which is a famous Irishretail clothing store chain.TASK 11.1 Evaluating how personal selling supports promotion mixThe oral or direct communication with potential buyers to sale a product is referred to aspersonal selling. It plays a major role in finding new customers and communicating with theexisting clients along with gathering information and allocating available stocks. Three maincomponents of selling tasks are: getting an order, taking it and providing personnel support aftersale (Slack, Chambers and Johnston, 2010). Through personal selling process, Primark is able togather market information which helps in preparing better marketing plans and strategies fortheir products. The concept supports promotional mix strategy in creating awareness andattraction in the minds of customers for a service. 1.2 Comparing buyer behavior and decision making process in different situationsThere are seven stages of buyer decision making process:Need and desire.Gathering information.Evaluating alternatives.Purchase of product.Post purchase evaluation.Corporate decision making process is a complex process as it involves functioning ofmultiple people as compared to consumer buying process (Feng, D’Amours and Beauregard,2008). The sales representatives of Primark have a great impact on buyer’s decision makingprocess whether it be B to B or B to C. In business to business concept, a product manufacturedby one firm act as raw material for the other, they are major clients of sales people. While, inbusiness to consumer process the produced good is the final product which is consumed by thecustomers directly. Here, promotional tools like personal selling are important to operate.1

1.3 Role of sales teams within marketing strategyThe sales department of Primark plays a pivotal role in achieving sales targets of anorganization and generating revenue and profit maximization (Jacobs, Chase and Chase, 2010).Following are some responsibilities of this team:The team prepares strategies and techniques that are required to achieve consumer’sneeds, demands and desired results. The future course of actions are identified and analyzed properly on the basis ofinformation gathered. They are responsible for product and brand promotion that makes the goods popularamong huge mass. Close and prosperous customer relationships are built and maintained to aware itsfashion-conscious clients (Katz and Green, 2009). M1The present scenario of UK reveals that the increasing trend of online shopping hasresulted in fading the concept of personal selling. Although, it plays its on part in marketingprocess which is as follows:Prospecting andsearching fornew clients andcustomers.Communicatingwith the existingand potentialconsumers.Enhancing sales ofthe company bysolving queries ofclients.Providing aftersales servicewhich buildsbetter customerrelations of thebusiness.Obtains informationof clients throughfeedback whichhelp in framingstrategies.During productshortage time, ithelps to allocateavailable stocks.D1In order to improve the personal selling process as compared to online shopping, fewrecommendations can be made. The managers should establish strong customer relations bytaking periodic feedback from the targeted group (Rouse, 2016). After-sale services should be2

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