Study On Sainsbury - Personal Selling & Its Importance
Added on 2020-02-03
15 Pages4717 Words73 Views
SALES PLANNINGAND OPERATIONS1
TABLE OF CONTENTSINTRODUCTION................................................................................................................................4TASK 1..............................................................................................................................................41.1 Explanation of supports of personal selling in the promotion mix.......................................41.2 Comparison among behavior of buying as well as process of decision making in varioussituations......................................................................................................................................51.3 Analysis of role plays by team of sales in the marketing strategy.........................................6TASK 2..............................................................................................................................................72.1 & 2.2 Presentation on sales for a particular product or services offered by the businessentity............................................................................................................................................7TASK 3..............................................................................................................................................83.1 Explanation of strategies to sale products.............................................................................83.2 Explaining the importance of recruitment and selection process.........................................83.3 Evaluating the role of motivation, remuneration and training in sales management..........93.4 Explaining the ways in which sales management facilitates better organization of activityand make control on output......................................................................................................103.5 Explaining the use of database in the effectual sales management...................................11TASK 4............................................................................................................................................124.1 Developing a sales plan for a product or service.................................................................124.2 Investigating opportunities for selling products at international level...............................134.3 Investigating opportunities for using exhibitions or trade fairs..........................................13CONCLUSION.................................................................................................................................14REFERENCES...................................................................................................................................152
INTRODUCTIONSales is a key aspect of every kind of business in various industry which helps to generateprofit and make it more financially sound. Further, different strategies and tactics are highlyhelpful for enhancing revenue and sales in the firm. The current study is based on the retailcompany i.e. Sainsbury which is the UK based and provides various product range and servicesacross the world. The report describes about the personal selling and its importance in order tosale products and improves marketing strategies. It shows presentation of sales for selling aparticular product and service like as food items. Beside this, it emphasizes on roles as well asobjectives of managing sales in the business entity. At the last, the report focuses on differentstages and activities for making sales plan for a specific service or product.TASK 11.1 Explanation of supports of personal selling in the promotion mixPersonal selling a process which plays a very significant role in every business entity forselling products and services in the market in effectual manner. Under the respective process aperson of company’s sales team sell the products after interacting with people face to face. In thetoday’s era, competitors are increases day by day which lead to reduce level of sales and profit inthe industry. So, it is very necessary to attract higher number of customers in order to increasetheir buying behavior for purchasing firm’s services and goods (Heizer and Barry, 2013).Further, in order to promote and sale the services offered by Sainsbury personal selling have avital place. There are mainly four kinds of elements are included in the promotion mix which aredelineated as below:Advertising: A process where the company aware local community of the countryregarding new products and services is known as advertising. In this different sources are usedwith the help of human resources, without these Sainsbury cannot generate sales and revenue.Apart from this with the help of advertising the customers are easily able to know variousinformations related to products such as its features, prices, durability, quality, materials usedetc. Here personal selling plays is very important for advertising products and services whichhelps to boost up level of sales (Hübner, Kuhn and Sternbeck, 2013).3
Personal selling: With the help of personal selling the Sainsbury is able to provide goodsand services to their customers by interacting face to face. Here the firm meet with the potentialcustomers which helps to take better and more informations regarding services as well asproducts provided by the retail firm.Sales promotion: As per the respective promotion mix key objective of Sainsbury is toattract higher customers and increase value of sales and revenue. Ion this the personnel of salesplays a better role along with this firm provide various kinds of offers and schemes for thespecific period of time (Thomé, Sousa and Scavarda do Carmo, 2014). By using sales promotionthe Sainsbury is easily able to enhance level of customers, sales and profit at the end of financialyear.Public relation: The respective element is highly effective in business process and verynecessary for the entities. In regarding to this, when the personal selling able to keep andestablish better and proper relations then customers will be enhance up to greater level. Here thepeople or local community attract towards the firm like as Sainsbury Plc.1.2 Comparison among behavior of buying as well as process of decision making in varioussituationsIn the corporations there are different kinds of customers purchases products and serviceswhich are offered by the Sainsbury public limited company. In the business different types ofconsumers have different behavior while taking purchasing decisions (Olhager, 2013). When thefashion changes then the potential customers move towards another place where it able to getmore amount of sales. Further, there are mainly four kinds of buying behavior and according tothat customers give response to the firm as well. Various four types of behavior for buying ofconsumers are such as follows:Habitual buying behavior: In this the customers purchase those items and services ofSainsbury from which they are habitual and uses on continuously basis (Kjellsdotter Ivertand Jonsson, 2014). Further, here the customers not divert to buy another firm’s products.4
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