Personal Selling in Electro-cars Ltd. Sales Planning and Operations

SALES PLANNING AND
OPERATIONS

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
1.1: Importance of personal selling in advertising and promotion activities of Electro-cars
Ltd...............................................................................................................................................1
1.2: Comparison between buyer behaviour and decision making process for Electro-cars Ltd. 2
1.3 : Role of sales team in implementation of the marketing strategy of Electro-cars Ltd........3
TASK 2 (Covered in PPT)...............................................................................................................4
TASK 3............................................................................................................................................4
3.1 : Alignment of sales strategies with corporate objective of Acrylic fabricators Ltd.............4
3.2 : The importance of recruitment and selection procedures of Acrylic fabricators Ltd.........4
3.3 : Role of motivation at Acrylic fabricators Ltd....................................................................5
3.4 : Organising sales activities in order to control sales output.................................................6
3.5 : Using database for effective sales management.................................................................6
TASK 4............................................................................................................................................7
4.1 : Opportunities for selling into Indian market ......................................................................7
4.2 : Opportunities of exhibitions and trade fair in Indian market..............................................7
4.3 : Curry's sales plan in India...................................................................................................7
CONCLUSION................................................................................................................................8
REFERENCES................................................................................................................................9

INTRODUCTION
The businesses are willing to integrate their overall process in order to attain the position
where they will be able to maximizing profit. Sales and operations planning is useful for business
management with purpose of integrating the activities so that leadership teams can focus,
synchronize and align all the functions of the organization. The present document is trying to
developing the understanding of the various aspects associated with sales planning and
management of the operations. Sales and operation management emphasis on the practical
assessment and implementation of business planning. IN the present document there are various
scenario given and all emphasising towards the prudent understanding of the approaches of
selling and operation within the business. The study is highlighting the role of personal selling in
the marketing strategy and the role of sales management.
TASK 1
1.1: Importance of personal selling in advertising and promotion activities of Electro-cars Ltd.
As per the scenario the concept of personal selling will be the best option for creating the
image of Electro cars Ltd. The company is come up with new business idea of delivering the
economically and environment friendly cars. For the success of the idea company requires to
promote their activities by using the approaches of personal selling as it will be useful for them
to sell their products directly to the customers and and other businesses (Hulthén, Hulthén and
Norrman, 2016). The electro-cars Ltd provides activities for advertisement and promotions that
are essential part of the personal selling as they motivate and encourage the customers to buy the
products. Personal selling is an efficient tool that can be utilized to build awareness towards the
purchase of a particular product. It also brings about all the information related to the product to
the clients and also help the electro car to collect data,comments etc. The electro-cars Ltd can use
the advertising and promotional activities for the purpose of spreading their newly innovative
idea directly in front of target customers.
Advertising : Electro-cars Ltd can use the tactics of advertising in order to increasing the
awareness of the customer about the new and potential idea of environment friendly cars. An
effective advertisement Electro-cars Ltd can provide the overall information of the products such
as: specifications, features, price and quality of the newly introduced cars (Tuomikangas and
Kaipia, 2014).
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Promotional activities : Promotional activities are the most common form of marketing
concept. Electro-cars Ltd is willing to introducing their new category of cars, here they requires
rigorous promotion activities so that target customer will get to know about the product which
they are offering. Electro-cars Ltd can use such promotional activities- personal selling, sales
promotion, public relations and so on (Kjellsdotter Ivert and Jonsson, 2014).
1.2: Comparison between buyer behaviour and decision making process for Electro-cars Ltd
The above depicts points are five steps of buyer decision making process:
` Problem recognition : Need or problem recognition is the first step of buyer decision
making process. Here the problem is considered as the identification of the need on the basis of it
usually buyer try to recognize the problem and decide to address it. For example, customer
encountered with some type of problem with there existing cars, problems can be maintenance,
features are outdated, high price for services and so on. Here, Electro-cars Ltd needs to offer
their car which is more affordable for the end customer (Thomé, Sousa and Scavarda do Carmo,
2014).
Information search : As per according to the second step the buyer will search for the
information as per the basis of their needs. The information search process is based on the
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