Sales Planning
Added on 2019-12-28
12 Pages4324 Words474 Views
Sales planning 1
Table of ContentsIntroduction................................................................................................................................................3Task 1.........................................................................................................................................................31.1 Explaining the way personal selling can increase advertising and sales promotion...................31.2 The buyer behaviours and the decision making process within B2B and B2C..........................41.3 Analysing the role of the sales teams in implementation of the overall marketing strategy.......5Task 2.........................................................................................................................................................5Task 3.........................................................................................................................................................63.1 Explaining the way sales strategies can be aligned with corporate objectives inorganization.......................................................................................................................................63.2 Explaining the recruitment and selection procedures are important fro Acrylic FabricatorsLtd.....................................................................................................................................................63.3 Evaluating the roles of motivation at Acrylic Fabrications Ltd..................................................73.4 Explaining the way Acrylic Fabricators Ltd. can organise sales activities in order to controlsales output........................................................................................................................................83.5 Explaining how effective sales management can be supported by the use of database..............8Task 4.........................................................................................................................................................94.1/M2 Developing sales plan for a product category off Currys suitable for emerging marketRussia................................................................................................................................................94.2/M1 Investigate opportunities for selling internationally into a Russia emerging market.........104.3 M1 Investigating opportunities for using Exhibitions Trade fairs it Russian emergingmarket..............................................................................................................................................10Conclusion...............................................................................................................................................102
1.REFERENCES...............................................................................................................................12IntroductionSales plan is a strategy which is set out to target the audience and for enhancing the businesssale. Sales planning assist in accomplishing the goal and objective and to overcome the barrierswhich company face at the time of selling product and services. The present report is based ondifferent case scenario. This report covers different elements of personal selling for increasingthe advertising and sales promotion. Along with this the role of sale team in implementation ofthe overall marketing strategy is analysed. Apart from this, how sales strategies can be alignedwith corporate objective in organization is explained. Task 11.1 Explaining the way personal selling can increase advertising and sales promotion.According to the given scenario Stephen and Liz, run successfully electric car dealership(Electro cars Ltd) in England. They provide maintenance of customer vehicle from their garagesfrom showroom at England. Now a days sales of new and second hand car have been down dueto economic rescission. For this purpose business partner need to understand the way personalselling can increase advertising and sale promotions activities at Electro Cars Ltd. there arevarious role of personal selling which for increasing the sale of business is discussed below:Personal selling; It refer to the process in which individual sales person meet to its customer faceto face for selling the product.There are some component of personal selling which are as follows:Pre sale preparation: in this step sales are trained and prepare for successfully sellingthe products and services (Chen, Rivas and Wu, 2016.). For selling any product it is necessary tounderstand detailed information of product and selling techniques, so that sales person caneasily answer the queries of customer related to product and services.Prospecting: In prospecting sales team target the buyer who wish to buy Electro CarsLtd. products and services (Dixon and Tanner 2012). There are different way sales team can usedto contact its potential customer with the support of email, telephone and social networking sitesetc. 3
Approaching: in this sales team need to approach its customer to buy Electro Cars Ltd.product which can be done in systematic manner. In addition to this sales person required to putpositive impression on its customer and represent the product in such a manner that buyer readyto buy the product (Haas, Snehota and Corsaro, 2012). Customer quires should be responded bysales person so that any doubt related to product can be clear of customer.Promotional mix for supporting the personal sellingThe way sales person promote the product and services with the help of promotional mixelements it reflect the image of Electro Cars Ltd. Sales person decide place where they can easilytarget the customer with the help of promotional strategy. Further, sales person can also usedvarious different promotional strategy for grabbing the attention of customer. For example,Electro Cars Ltd. sale team can used social networking sites for targeting the customer. Thepersonal selling can be supported by the element of promotion mix.1.2 The buyer behaviours and the decision making process within B2B and B2CThe Buying behaviour process of consumer in order to make decision for buying a particularproduct of organization is as follows:Need recognition: It is step in which customer recognize its needs so that it can makedecision of buying a product. Without a need it is impossible to decide which product isrequired by customer (Katsikea and Skarmeas, 2015). Further it can be defined aswhatever customer buy it is dependent on its need. So for consumer it is necessary toidentify the needs. Information gathering: It is second stage in which after indentifying the needsconsumer collect information of different company product. It can gather information ofdifferent brands through internet, friends and relative. After seeming different positiveand negative review of products then it move to next stage that is making decision ofpurchasing product.Purchase decision: In this stage decision of customer is disrupted by positive andnegative review of product (Renwick, Redman and Maguire, 2013). For instance taking areview of Electro Cars Ltd product from friends or internet customer make decisionwhether it buy product or not.4
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