Sales Planning Operations TASK 13

Sales Planning Operations

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
1.1 Support of personal selling to the promotion mix.................................................................3
1.2 Comparing buyer behavior and decision making process in different situations..................4
1.3 Analyzing the role of sales team within marketing strategy..................................................6
TASK 2............................................................................................................................................7
TASK 3............................................................................................................................................7
3.1Development of sales strategies in line with corporate objectives.........................................7
3.2 Importance of recruitment and selection procedures.............................................................8
3.3 Evaluating role of motivation, remuneration and training in sales management..................8
3.4 Explaining how sales management organize sales activity and control sales output............9
3.5 Using database in effective sales management....................................................................10
TASK 4..........................................................................................................................................11
4.1 Developing sales plan for product and service....................................................................11
4.2 Investigating opportunities for selling internationally.........................................................12
4.3Investigating opportunities for using exhibitions or trade fairs............................................13
Conclusion.....................................................................................................................................14
REFERENCES..............................................................................................................................15
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INTRODUCTION
Sales planning operations are related to an integrated business process which helps to
align all the organizational functions. It includes various factors such as sales plan, inventory
plan, production plan as well as customer lead time plan. With the help of sales planning,
operation management of the corporation decides that how planning process becomes more
customer centric in order to increase sales turnover and profitability. The process of sales
planning helps to ascertain optimum level of manufacturing output that also contributes towards
creating competitive edge of the company in the marketplace. The present report is based on
luxury hotel chain, Ritz-Carlton which has its own 87 luxury hotels. Also, hotel has its resorts in
29 countries and territories which aid to provide luxury services to large number of visitors.
Further, report covers the role of sales team in marketing strategy and buyer behavior is
also compared in different situations. Also, sales strategies developed in the line of corporate
objectives are explained by which corporation can attract more buyers. Furthermore, role of
motivation, remuneration and training in sales management has also been explained which in
turn supports management in achieving long as well as short term objectives.
TASK 1
1.1 Support of personal selling to the promotion mix
Personal selling is a part of promotion mix which assists management of an organization
to increase sales turnover. The process of personal selling includes several alternatives for the
promotion of products and services such as sales training and incentive programs for sales
person, sales presentation as well as sales meetings. Along with that, samples and telemarketing
are also included in the personal selling thereby sales objectives can be fulfilled in a right manner
(Bragg, 2005). It is a two way communication between customer and sales people so that query
of buyers can be resolved on the spot. It enables Ritz-Carlton to get detail information of buyers
and accordingly adopt effective marketing strategies for the particular product or service. Unlike
advertising and publicity, personal selling is customer centric. It aids to persuade buyers towards
advertisement and publicity (Gray, 2007). For example, whatever is shown in advertisement, the
same is demonstrated in personal selling which in turn buyers get motivation to purchase the
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particular products and services. Thus, it makes sales promotion tools more effective by
providing personal guidance to potential consumers.
Under this, sales person brings immediate feedback of buyers related to services of Ritz-
Carlton so that accordingly modifications can be made in the same. Moreover, with systematic
sales presentation, hotel can remove all the doubts and queries of buyers which are raised from
advertisement. By using this way, faith will be generated among potential buyers and they
become interested towards the advertised products and services. Unlike advertisement and other
promotional mix, personal selling has more flexibility because sales talk is adjusted as per the
situation or issue of buyers (Hassanien, 2006). Concept of personal selling brings triples rewards
by meeting expectations of three parties such as buyers, sales person and corporation/ hotel. In
addition to this, salesman highlights main aspects that are related to products or services and also
supports to remove the bad image of corporation in the marketplace. Thus, personal selling
supports promotion mix by making customer understand regarding the detail information of
products.
1.2 Comparing buyer behavior and decision making process in different situations
Buyer behavior depends on situations or needs and it is highly influenced due to several
external factors. It can be understood with the help of following decision making process-
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