Unit 1 Sales Planning and Operations- Loreal

Added on - 28 Dec 2019

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SALESPLANNINGANDOPERATIONS
Table of ContentsIntroduction......................................................................................................................................3Task 1...............................................................................................................................................31.1 How personal selling supports the promotion mix................................................................31.2 Compare buyer behaviour and decision making process in different situations...................41.3 Role of sales teams within marketing strategy......................................................................4Task 2...............................................................................................................................................5Task 3...............................................................................................................................................53.1 Develop sales strategies in line with corporate objectives....................................................53.2 Significance of applying rigorous recruitment and selection procedure...............................53.3 Role of effective motivation, remuneration and training on sales management...................63.4 Organize sales activity to control sales output......................................................................63.5 Use of database in effective sales management.....................................................................6Task 4...............................................................................................................................................74.1 Develop sales plan for L’Oreal & 4.2 Opportunities for selling the products internationally.....................................................................................................................................................74.3 Opportunities for using exhibitions or trade fairs..................................................................8Conclusion.......................................................................................................................................8References......................................................................................................................................10
INTRODUCTIONSales and Operations Planning is an integrated business management procedure throughwhich all the functions of the organization can be operated and managed. It includes an updatedforecast that helps in enhancing sales plan and production management of the specific industry(Mansouri and et.al., 2015). The present research study has been made on L’Oreal which is aFrench cosmetic company registered the head office in Paris. It is the world’s largest cosmeticcompany and has developed activities in the domain of cosmetics (concentrating on makeup, haircolour, skin care, and perfume). Thus, in this context, researcher has discussed the importance ofpersonal selling in supporting the promotional mix for organization and along with that,discussion has also been laid on impact of buyer behaviour in purchase decision makingprocedure.Furthermore, in the study researcher has stated role of sales team in enhancing theeffectiveness of marketing strategies and how it should be aligned with corporate objectives ofL’Oreal. At the same time, discussion has been made regarding role of employee motivation andremuneration in enhancing sales aspects of business entity. Database is required to develop forthe business entity because that helps in planning about all the improvements which should befacilitated in the organization.TASK11.1 How personal selling supports the promotion mixPersonal selling is the activity in which sales person of L’Oreal emphasizes on enhancingthe selling aspects through using all the personal skills and abilities. It is also useful for thecompany to adopt new methods and trends to manage the selling process. The major componentsof personal selling are competency of sales representative in reaching towards the sales target.Further, the product needs to be capable and useful so that it can change the purchase decision ofthe customers (Krush and et. al., 2013). In this respect, it can be said that sales person of L’Orealis required to gather appropriate information about the customers so that they can sell suitableproducts to the clients.At the same time, sales representative of L’Oreal must have to derive particularinformation about the products so that right sort of information can be delivered to the customers
(Kibira and et.al., 2015). This will also aid in developing appropriate relationship amongcustomers and sales agent of L’Oreal. The aspect of personal selling needs to be appropriatelyintegrated with elements of marketing mix so that right products can be delivered to right users.Moreover, all the elements of marketing should be included for encouraging the sales perspectiveof L’Oreal.1.2 Compare buyer behaviour and decision making process in different situationsCustomer decision making process wherein customers at the initial stage identifies theneed to be fulfilled. Afterwards need identification, customer prefer to search for diversealternatives whereby products can be acquired. Then, several alternatives are evaluated andaccording to that, purchase of product is made.Buying behaviour is different both in the case of B2B and B2C segments and this alsochanges the sales pattern of L’Oreal. In this respect, it can be said that sales person of L’Orealneeds to be highly influencing so that purchase decision of customers can be changed. Salesrepresentative of L’Oreal needs to promote the products in effective manner so that customerscan also promote the services to other end users (Keyhanian and Rabbani, 2015). Thesespecifications exist under B2C selling; however in the case of B2B, business entities needs to behighly impressive so that customers change their purchase decisions.
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