Curry Electrical Company's International Expansion
Added on 2020-02-05
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Sales Planning and Operations
Table of ContentsINTRODUCTION...........................................................................................................................3TASK 1............................................................................................................................................31.1Explain how personal selling can enhance advertising and sales promotions activities........31.2 Compare the buyer behaviour and decision-making process within B2B and B2C.............41.3 Analyse the role of the sales teams in implementation of the overall marketing strategy....5TASK 2............................................................................................................................................6Attached in PPT..........................................................................................................................6TASK 3............................................................................................................................................63.1 Explain sales strategies are developed in line with corporate objectives..............................63.2 Explain the role of recruitments and selection procedure.....................................................73.3 Evaluate the role of motivation, remuneration and training in sales management...............83.4 Explain how sales management and organise sales activity in order to control of salesoutput...........................................................................................................................................93.5 Explain the use of database in effective sales management................................................10TASK 4..........................................................................................................................................104.1 Develop a sales plan for a product or a service...................................................................104.2 Investigate opportunities for selling internationally...........................................................114.3 Investigate opportunities for using exhibitions of trade fairs..............................................11CONCLSION ................................................................................................................................12REFERENCES..............................................................................................................................12
INTRODUCTIONIt is very necessary for each and every organisation to make sales plan so, they caneffectively increase sales in target market. In the research project in that there is first portion inthat there is a mainly discussion how personal selling support the promotional mix in context toElector-car limited. Therefore, there is an also description on B2B buyer behaviour and B2Cbuyer behaviour and purchase decision-making. Furthermore, there is an also study how tradefair increase international opportunities to sales product in regard to Acrylic Fabricators limitedin emerging market. TASK 11.1Explain how personal selling can enhance advertising and sales promotions activitiesRecently Elector-car limited an issue as there is lack of experienced workers involvedwithin organisation and now they have no single professional sales personnel. It is essential forthe organisation to conduct training for the purpose of enhancing their efficiency level so, theyachieve firms' objectives in effective manner (Hahn and Kuhn,2011). The personal selling is apart of promotional mix that are adopted by most of organisation to promote their product orservice in target market to retain more customers. The Elector-car limited use personal sellingand sale promotion activities so, they can easily improved their advertisement. Thus, it has beenexplained below- Personal selling- It is the most popular process in which a company can easily deliverproducts or services to its clients directly. Thus, there is a face to face interaction amongcustomers so, they can easily convince its customers by deliver information effectively. Itwill directly enhance Elector-car limited advertisement as it able them to understand theclients demand regard to product in effective manner. Therefore, they can easily satisfyits customers requirement if they already know their needs. Promotional activities- The activities involved in promotional are the public relations,sales promotion, direct marketing and sales promotion etc. The elements involve inpromotional mix able the Elector-car limited to retain more customer in target market. Itdirectly impact on company's sales of its product in effective manner that directly achievecompany's objectives.Personal selling strategy supports the promotional mix
The Elector-car limited adopt the promotional selling strategy in which that allow them toeffectively make modification in goods as it facilitate them to understand the needs of customers.The aim of company regard to advertisement is to retain more customer in the target market andearn more profit by increasing their product sales ( Heizer and Barry,2013). Therefore, for thispurpose the cited organisation adopts the personal selling approach that helps them to identifythe customer's demands relate to goods or services. It assist them to respond customer by properlistening and get view as well as opinions from customers which directly able them to promotecompany's product as the customer's expectation. Thus, it resultant into improves theadvertisement of cited company and personal selling effectively supporting the promotional mix.It can be explained with the help of example, Elector-car limited use sales promotion strategy inwhich it able them to enhance their sales of product. It is only possible when they offer them adiscount offers as well as special schemes in the potential target market. Thus, it aid them tohighly retain its potential customers and its also enhance their brand value in its customer's mind.It will promote the promotional mix by adopting personal selling it facilitate them to interactingdirectly to its customers (Hahn and Kuhn,2011). The marketing tool provide information to itscustomers in that they deliver products benefits and enhance awareness in the potential targetmarket. 1.2 Compare the buyer behaviour and decision-making process within B2B and B2CThe Elector-car limited offer a new and second hand car product in the target market byidentifying its potential customers. For this purpose they make comparison of B2B and B2Cbuyer behaviour and the decision-making process so, they can enhance company's sales ineffective manner. Business 2 Business is that in which there is a one firm transacts commerciallywith another. Whereas in Business 2 consumers in that transaction take placed among consumerand firm directly for the final products or services. Therefore, there are rational and emotionalbuying behaviour factor exist between B2B and B2C.These are as follows-Comparison of buyer behaviour in B2B and B2CThe buying behaviour among business 2 business is a professional as it involve aengineers, financiers, director, lawyers etc. Thus, they regular deal with the various supplierfrequently as they are already well-experience and informed about the behaviour of supplier. Itcan be known as rational buying behaviour of B2B in the target market. On contrast, the
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