Sales Planning and Operation: Enviro Cars Ltd Analysis Report

This report provides an in-depth analysis of sales planning and operation, focusing on the case of Enviro Cars Ltd. It begins by introducing the importance of sales planning and its impact on organizational goals. The report then delves into personal selling strategies, comparing them with other promotional activities and analyzing buyer behavior and decision-making processes in various situations. The role of the sales team in the overall marketing strategy is also examined. The report further explores sales strategies aligned with corporate goals, emphasizing the significance of recruitment, selection, motivation, remuneration, and training within the sales team. Sales activities aimed at controlling sales output and the effective use of databases are also discussed. The report concludes by summarizing the key findings and their implications for Enviro Cars Ltd, providing a comprehensive overview of sales planning and operation within the organization and its marketing strategies.

SALES PLANNING
AND
OPERATION

Table of Contents
INTRODUCTION...........................................................................................................................2
TASK 1............................................................................................................................................3
1.1 Personal selling at Enviro- cars Ltd. with other promotional activities...........................3
1.2 Buyer behaviour and decision making process in different situations.............................4
1.3 Role of sales team in the overall marketing strategy........................................................4
TASK 2 Covered in PPT..................................................................................................................5
TASK 3............................................................................................................................................5
3.1 Sales strategies aligned with corporate goals...................................................................5
3.2 Importance of recruitment and selection procedures for Enviro Cars Ltd.......................6
3.3 Role of motivation, remuneration and training................................................................6
3.4 Sales activities in order to control of sales output............................................................7
3.5 Effective sales management supported by the use of database........................................7
Task 4 Covered in PPT....................................................................................................................8
CONLUSION:.................................................................................................................................8
REFERENCES ...............................................................................................................................9

INTRODUCTION
Sales planning plays an important role in an organisation. Therefore in order to achieve
desired goals and objectives of an organisation the manager should need to formulate and linked
effective sales plan and operation process with business planning and master planning. Sales
planning includes various activities which has to done such as sales team, production plan,
inventory plan, product development plan, strategic initiative plan and financial plan. The main
aim of this assignment is to examine the benefits of sales planning and operation in an
organisation (Van Nieuwenhuyse and et. al., 2011). It also describing the ways through which
personal selling supports promotional activities in an organisation. The report also provide how
the consumer behaviour and decision making process changes according to the different
situations. At last it analyses and examine the roles of sales team that will perform in building
marketing processes. Enviro cars will be taken as organisation to carry out above mentioned
analysis.
TASK 1
1.1 Personal selling at Enviro- cars Ltd. with other promotional activities
Promotional methods are used by the company to promote and sell their products to their
customers. Personal selling is one of the important method in which the sales team used to sell
their products to their customers after meeting personally with them (.Banomyong and Supatn,
2011). The Enviro Cars Ltd. provide new as well as second hand cars which is going down due
to economic recession therefore the sales team of company need to provide the information and
knowledge about their product to the customers and it can only possible when they advertise and
promote their product. Through using personal selling promotional technique the company
should need to following different activities in order to attract the customers towards their
products. For example the sales team member of company visit personally to their targeted
customers and distribute pamphlets about their offers (Elshorbagy and et. al., 2012). It also make
positive impact on the consumers as the sales person can modified their offers according to the
needs and preferences of the customers Through personally selling the company able to know
about the behaviour and attitude of the customers toward their products. The company has
advantage to adopt personal selling promotional methods that it helps in establishing good
relations with the customer which indirectly helps building brand image of company. Through

personal selling the sales team of company can put their efforts to influence their decision of the
customers toward their product. It enables the management of company to receive feedback from
the customers about their product which allowing them to take corrective measures if any
negative feedback received in order to attract the customers toward the company's product.
Promotion of product through personal selling may encourage the customers to purchase their
product through communicating to them about the features of product in such a positive ,manner
that may influence the behaviour of the customers in favour of the company's product.
1.2 Buyer behaviour and decision making process in different situations
As it is difficult for the company to attract the customers towards the cost consuming
product as the customers restrict their willingness to buy these expensive products. Therefore the
company should need to launch environmentally friendly and economic cars which can easily
attract large number of customers (Rodriguez and Vecchietti, 2012). There are many such factors
which can influence consumer behaviour. The consumers who have knowledge and experience
of cars can easily attract towards the company and can take quick decisions of purchasing but the
customers who do not have any knowledge and experience of cars takes more time to take
decision because they first gathers information about the product and then decide whether they
should need to purchase or not. The emotional factors can easily influence the customer buying
decision if the product sold directly from business to customers. Therefore in B2B selling the
customers will first do research on the features of the car and the benefit they get of buying this,
and utilization of cars in their workplace helps the customers to decide whether they want to
purchase the car or not (Hübner and Kuhn, 2012). If any family member of customers works in
company and recommend to buy the car of their company then buyer can easily influence their
purchasing decision and prefer the product which is recommended by their family members.
1.3 Role of sales team in the overall marketing strategy
To increase sales of organisation, it is required for the company to analyse the needs and
demands of customers and generate new ideas in order to fulfil them. Therefore the sales tems
plays a crucial role in marketing strategies in form of: Market segments: The member of sales team can only perform if they know that their
company is offering products in which segment or market. If the product is highly
technical then the sales team who is responsible for industry segment can easily identify
the need and demand of the customers related to cars in particular market segments.

 Strategy: The marketing strategy need to be formulated according to the needs of the
segments which is represented by sales and marketing team members. It is important for
the sales team members of Enviro Cars Ltd. to understand the needs and demands of
targeted market through which they can compete with their rival company's product. Marketing Plan: As marketing strategy is developed, the sales team need need to
implement sales plan which includes decide price and promotional activities for the
targeted market (Dunkley and Sales, 2014). The sales team of Enviro Cars Ltd. should
need to market their product through using different promotional activities such as
advertising in news paper, internet marketing, brochure and personal selling which helps
them in attracting large number of customers.
 Outcome: The sales teams plays an important role in managing conflicts occur when
demands exceeds sales. Therefore in order to achieve company's objectives it is required
for the sales team of company to understand their roles so as to meet their targets in
effective and efficient way. It helps in improving sales performance and encourage team
work in Enviro Cars Ltd.
TASK 2 Covered in PPT
TASK 3
3.1 Sales strategies aligned with corporate goals
It is essential for the company to align sales strategies with corporate objectives which helps in
enhancing sales and company outlets for their products. Therefore following strategies need to
be implemented in order to achieve their corporate goals:
Sales goals: The sales target that to be achieved by the company need to be pre-decided so that
they can make decision implement sales strategy through which the company can provide
directions and guidance to the sales team to achieve their sales target (Banomyong and Supatn,
2011).
Sales activities: The activities which attracted and influences the buying behaviour of customers
through providing information and benefits of products is considered as sales activities. Such
activities includes promoting through website, advertisement and other promotional activities at
retail store which direly helps in increasing the sales of products of Enviro Cars Ltd.

Target accounts: It means that Enviro Cars Ltd. Should need to target those customers who can
afford to purchase their cars. The company should required to implement sales plan in which
they can identify the customers on the basis of their applicabilities so that they can targeting
them to sell their product. Effective sales planning helps the company to know how they target
their customers in more effective and efficient way.
Time-lines: The sales team of company should need to pre-fix the time line in which they can
achieve sales target. It is important for the company to achieve sales objectives within time
period as decided earlier. The company inform its sales team about the deadline to complete their
sales target (Elshorbagy and et. al., 2012).
Sales Forecasting: The company should need to forecast about the sales that they made in future
so that they can prepare budget and implement business plan in order to achieve sales target in
effective and efficient manner.
Therefore Enviro Cars Ltd. Should need to designed sales strategies and make ensure about the
optimum utilization of limited resources in order to achieve organisational goals.
3.2 Importance of recruitment and selection procedures for Enviro Cars Ltd.
It is essential for the company to recruit and hire skilled and knowledgeable sales team
which help them to achieve growth and success in future.
Developing a job description and person specification: While recruiting new sales team
member, it is necessarily required for the company to inform them about the roles and
responsibilities they should perform after selection which helps in attracting candidates who
show their interest to perform the offered job.
Sources of recruitment: The source through which company can attract and gathers new
candidates for the offered job. Therefore is essentially required to implement recruitment plan
involving different sources such as social media, job fair, professional conferences etc. through
the new candidates show their willingness to apply for job.
Interview preparation and techniques: In order to get information about the applied
candidates and their willingness to work in company, interview such as panel and virtual
interview should be conducted. Through this the company able to know that if the candidates
have any knowledge of company and the job they applied for, or not which helps them in
recruiting effective and skilled candidate who contribute maximum to the company.

Selection and appointment: After conducting interview and examining candidate's
qualification, the management of company can later discuss and select the best candidate who
meet their selection criteria.
3.3 Role of motivation, remuneration and training
Motivation plays an important role in achieving objectives of organisation in effective
and efficient manner. Therefore company should need to conduct motivational programs for their
sales team which encourage them to work hard and growth in their job position. Motivational
theories such as Maslow's hierarchy of needs, Herzberg's dual factory, Goal setting theory which
helps the sales team to perform effectively. Apart from this, the company can motivate their sales
team through providing fair remuneration and effective training. The sales team member can
easily motivated when company conducting training sessions and development programs in
order to enhance their skills and capabilities (Elshorbagy and et. al. 2012). If the sales team
member can learn something form the training programs and perform efficiently then the
company may provide reward to them in order to encourage them to contribute maximum to the
organisation. The worker has different needs as per mallow's theory they want to achieve
therefore company should need to provide financial incentives such as salary, commission as
well as non-financial incentives such as induction training so that they can achieve their personal
goals as well as organisational goals. Therefore company can motivate their workforce through
providing job appraisal and performance appraisal.
3.4 Sales activities in order to control of sales output
In order to formulate sales activities to improve sales, then the company should need to
conduct sales meeting and sales conferences where they can discuss sales plan, new trends in the
market and upcoming sales events which they will be carried out in future. The sales team
member should need to share and generate ideas for improving the sales in future and need to
implement strategic actions relating to the make communication to their customers. It is required
of the sales manager to fix the budget for marketing and sales activities after estimating future
expenses and profit earned during the sales activities. It is also essential for company to create
platform for their customers through which they can receive feedback and opinions about their
products. The management should also need to identify the weak points that may harm the sales
activities and implement some corrective actions in order to match their desired targets.

3.5 Effective sales management supported by the use of database
Earlier companies record their data and information manually on books which consumes
less time and energy therefore in order to save time and get accurate data, company should need
to use computerized information management which also helps them in fast decision making.
Management data base which is more helpful in storing, recording and analysing data in order to
find out the information about their actual customers, achievement of desired targets and all
other details related to the sales. In order to improve performances of sales person and
forecasting the future sales and creation of budget, the recorded reports plans an essential role
(Sales, Dunkley and et. al., 2011). Therefore if any problem detected related to the sales plan
then it s required for the management to take corrective measure in order to overcome the
deficiencies. Through management database the company able to identify the taste and
preference of customers as well as increasing trends of products.
Task 4 Covered in PPT
CONLUSION:
As per the above report it can be concluded that sales planning and operations in organisation
plays an important role in achieving organisational goals and objectives. Without formulating
sale strategy the company cannot influence the buying behaviour of consumer which decreases
their product sales. Therefore is is require to company to adopt various promotional activities to
market and sell their products. Providing motivation through conducting training sessions and
development programs to their sales team member also affect the sales of the company in
positive manner. Therefore if the company implement effective sales planning and strategies
then it can improve their product sales which leads to business to earn profitability. So it is
essential for the company to identify the needs and preferences of customers and fulfil
accordingly. The salesperson should required to maintain healthy relation with the customers so
that their customers inform others also about their product.

REFERENCES
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