QHO423: Marketing, Sales and Negotiation Skills Report, June 2021

This report delves into the core concepts of marketing, sales, and negotiation skills, using Tesco as a case study. It begins by defining the role of marketing in supporting organizational objectives and then analyzes the external factors impacting Tesco's marketing environment, including a PESTLE and SWOT analysis. The report then explores how Tesco markets its products and services, providing a situational analysis of the company. Finally, it offers a personal reflection on sales and negotiation skills, highlighting key strategies for future application. The report covers market research, marketing plans, product development, and distribution strategies within the context of a retail giant, providing a comprehensive overview of the subject matter. The report is a part of the course QHO423, Marketing, Sales and Negotiation Skills at Solent University.

Marketing sales and
negotiation skills

Table of Contents
INTRODUCTION...........................................................................................................................3
MAIN BODY..................................................................................................................................3
Define the role of marketing to support the achievement of organisational objectives..............3
Discuss the factors in an organisation marketing environment, which impacts on the marketing
of a product and services and developing a PESTLE and SWOT for Tesco..............................4
Deliver an understanding of how to market a product and services of Tesco.............................6
A personal reflection on practice of sales and negotiation skills and the key points that will be
used in future to make strategies.................................................................................................7
CONCLUSION................................................................................................................................8
REFRENCES...................................................................................................................................9

INTRODUCTION
The sales negotiation is related from the strategic discussion or called as series of discussion
between the buyer and seller that generally deals among the buyer and seller that leads to deals to
deal that is being closed. In mostly, times the sales negotiation of buyers and sellers are get
related from the communication that what they need and where, they are able or willing to make
the decisions (Farkas and Yontcheva, 2019) Apart, from this selling is the process through
which the seller gets define the solution which will offers and will assist to resolve the needs of
buyers at some of the given point of time through which both of the parties will get agree in the
terms to get deals, that is better for both. Now. In the context of the company Tesco, that
represents the understanding of the role of marketing and also get define the organisational
objectives.
MAIN BODY
Define the role of marketing to support the achievement of organisational objectives
Role of marketing;
The marketing objectives is set out within the business-like Tesco, that every business wants
to achieve from its marketing activities. They always need to be consistent with overall aims and
objectives of the Tesco. This is really important of marketing objectives and marketing plans of
Tesco in order to support the overall objectives of the business. apart, from this when the
discussion is about role of marketing of Tesco is, as Tesco is one of the biggest firms that will be
helpful to get develop the strategies of business in order to attaining the final goals and aims in
the effective manner there are some of the major functions that is played by the company Tesco.
 Finance function
 Human resource’s function
 Marketing function
The department of marketing of Tesco is using the several appropriate methods as well as steps
that will be executed in order to supply its final products to their ultimate customers. The
company is playing many roles. So, that they can perform in relation to set their objectives of the
organisational systems, some of the roles are illustrated below is as following (Kouhizadeh, Zhu
and Sarkis, 2020).

Perform market research- This is the first research that is become initiated by the
marketing manager of Tesco in which they are studying every factor as well as their
fundamentals in really dynamic factors for the business. This will be helpful to draw the business
plans of Tesco accordingly. This role also includes the in respect of performing the
environmental scanning by the help of which they can inspect all the activities that will be taking
place within the market that is along with related from studying the approaches of the
competitors and then finally will make the plans on the behalf of company.
Construct a market plan- This is related from the chief duty of marketing manager of
the company Tesco to build their marketing plans properly. So, that they are really capable to get
define the targets. This also includes the several plans of actions that will be needs to be followed
by individuals in relation to implement some of the steps. In such a way, so, the ultimate
marketing functions are get implemented easily.
Developing products- This is related to the major role, that is played by marketing in
terms to get develop their products accordingly. This current market condition of Tesco that, they
can able to build goods in the really conductive manner.
Distributing final products to customers- This is also, really significant role that is
played by the marketing department, that is related to the supply of final produced goods to the
consumers according to product demands, that is most convenient way and this will get provide
the result in order to fulfil the demands efficiently (Saorín-Iborra and Cubillo, 2019).
Discuss the factors in an organisation marketing environment, which impacts on the marketing of
a product and services and developing a PESTLE and SWOT for Tesco
The rate of achievement of any business or organization are depend upon only two factors,
the Tesco marketing environment of products and service that impacts the marketing of Tesco is
as follows-
SWOT Analysis: - A swot analysis is a way of defining the behaviour of any company with
the help of it types showing analysis that’s given by the swot technique. In the field of business
organization this analysis is help to figure out way of conduct the problem that are come while
doing a business. In swot analysis they define strength, weaknesses, opportunities, threats of an
organization on the base of its presentation in the market.
 Strength: - The area where any organization are depending is strength. Strength can
define the position of company in the market with their work, Tesco is currently the

leading company in the retail sector. with the help of strength on its sales and revenue
generated by the Tesco in the global platform.
 Weaknesses: - The area where every organization are focused is weaknesses.
Weaknesses can defame any business in the field of sales and to generating revenue.
Tesco also have weaknesses; Tesco faces failure to exporting business in many countries
or around the worldwide. Due to failure Tesco company faces less profit. To overcome
of any weakness every company should have strategies, knowledge and policies to
diminish the risk.
 Opportunities: - Opportunities is a way that company can earn more profit by given
some offers on its products to resolves its financial crisis also. Tesco creates the
opportunities in the retail markets so every organization are willing to align themselves
with Tesco. In other hand Tesco develops the websites for its customer for enhancing its
business (Sathi, 2017)
 Threats: - when an organization are doing well in the field of market, then some of
company can harms the business by the helps of selling their products in low prices, they
bid some products in large amount that are not in range of any company, or some time
economic recession. or lack employees in the company, so company faces financial crisis
PESTLE ANALYSIS: - This analysis is a way of handling business tactics. Pestle analysis
is path that any company understand market dynamic and market up and down or to improves its
business by the help of political factors, economic factors, social factors, technological factor,
legal factor or environmental factors.
 Political factor: - Tesco company is focused on doing exporting of its business in every
country around the world. so, they have to follow rules and regulation according to every
country. So, the company have to keeps eyes on every political circumstance where the
company operates, a better political environment get directly benefits to the company.
Sometimes issue create then they directly impact to its sales or sometime changing taxes
policies.
 Economic factor: - Tesco company sales wide range of product, so economic factor
plays a major role in the product consumption. The company need to have an eye on
economic change in the country because it helps to prevent the losses of revenue, sales,

distribution, or profit. Tesco also keep in mind that pricing of the product will influence
the sales.
 Social factor: - due to the fast-moving life, customer buys the product in the large
number of scales. Tesco plan to added every item in the company that buy the customer
in bulk amount so, by the help of this, it provides large amount of profit. Sometimes
company have to sales there product according to customer demand or changing of
culture.
 Technological factor: - The trend and culture change day to day or fast .it important for
every company to keep changing with new technology that will help grow a company
revenue and sales. And it does not cause any risk while changing with new technologies.
 Legal factor: - now a days every country changes their policies that directly affected to
the company. So, organization follow local as well as international markets laws in order
to continue its operation.
 Environmental factor: - Tesco understand the importance of environment so, when they
have to get order for their product, they packed the product without any uses of plastic.
They also recycle the waste product that they produce while making products.
Deliver an understanding of how to market a product and services of Tesco
The main issue that is being faced by the Tesco as a retail company that is related to the
constantly changing the scenario of the company and marketing issue of company. The company
Tesco is can be reaching with the new dimension only when its marketing plan is getting change
by the change of demand of customers. The Company Tesco is largest retailer of business which
is focused to do a great job within the business of retailing. The marketing plan of the company
will be discussed below-
Situational analysis- the situational analysis of the company is doing crucial role as this is
one company, that is able to describe the strategies of organization that is associated with
marketing effectiveness, Swot analysis. These are the unique approaches that is applied to the
business for doing situational analysis which will assist to discuss about environment
organization functions, productivity of organization (Strange and Humphrey, 2019)
Functions- The company Tesco belongs from the diversified networks that bring several
profits to the company. As the company is grocery home shopping services is providing the
several consumers goods as well as telecommunication and also the online financial services.

The company Tesco is also get involved in operation like VoIP business like mobile phones and
home phones.
Environment- The company internal environment is really good for surviving within the
good competition in the market place. Also, the company has the favourable micro and macro
environment for doing the operations of business.
Customers- The services and product of the company are related from the various peoples
from various parts of UK. That is related from the services and products of the company that will
also want to extend to different countries across the world. To get understand the customers from
different parts of the countries is also a challenging task for the company and accordingly
working of making approaches of company.
A personal reflection on practice of sales and negotiation skills and the key points that will be
used in future to make strategies
The purpose of improving the prospects of sales and negotiation skills that can be that can
be delayed for taking the essential steps that everyone should be follow to improve. There are the
following steps is as follows-
Recognize the power of through preparation- first of all the person to prepare thoroughly
for negotiation and sales, but some of the times a person will fail. This is really as significant
problems in order to do research overwhelmingly, this will show that underprepared
negotiations, that will make unnecessary concessions that assist to look after the sources of
values and can easily walk away from the beneficial agreements. Apart from this, if you can get
improve your negotiation skills so, for this to prepare thoroughly in terms of valuable talks.
Be ready to make mistakes- The negotiation of training and sales that will be helpful for
enterprise. The instructor will often to have their students to get participate in the role play. This
will be helpful to expose the flaws of in their thinking, that provides the tendency to be
overconfident. This is really necessary needful steps to improve the skills of marketing as well as
sales. This will assist to develop the influential model of change. This is also helpful to make
decisions regarding the company (Suri, 2020).

CONCLUSION
From, the above report the conclusion of the topic is as follows- this report is about the
different strategies of Tesco, that will support the within the achievement of the organisation as
well as this will be also get helpful to define the role of marketing and the objectives of
organisation Tesco. This also helpful to define the organisation marketing environment that will
gives impact on product as well as services that helps to develop the different analysis related to
Pestle and Swot. Apar, from this a personal reflection and practice of sales negotiation that will
be helpful to making strategies to improve the area of sales and negotiation.

REFRENCES
Book and journal;
Farkas, R. and Yontcheva, B., 2019. Price transmission in the presence of a vertically integrated
dominant firm: Evidence from the gasoline market. Energy policy, 126, pp.223-237.
Kouhizadeh, M., Zhu, Q. and Sarkis, J., 2020. Blockchain and the circular economy: potential
tensions and critical reflections from practice. Production Planning & Control, 31(11-12),
pp.950-966.
Saorín-Iborra, M.C. and Cubillo, G., 2019. Supplier behavior and its impact on customer
satisfaction: A new characterization of negotiation behavior. Journal of Purchasing and Supply
Management, 25(1), pp.53-68.
Sathi, A., 2017. Engaging customers using big data: how marketing analytics are transforming
business. Springer.
Strange, R. and Humphrey, J., 2019. What lies between market and hierarchy? Insights from
internalization theory and global value chain theory. Journal of International Business
Studies, 50(8), pp.1401-1413.
Suri, R., 2020. Quick response manufacturing: a companywide approach to reducing lead times.
CRC Press.