Nike Boat Shoes: A Detailed Sales Planning and Operations Report

This report provides an overview of sales planning and operations, focusing on a marketing strategy for Nike boat shoes. It begins by defining the promotional mix and the role of personal selling, referencing British Gas as an example. The report delves into buyer behavior in both B2B and B2C contexts, highlighting the roles of the sales team and the characteristics of a successful sales advisor. A detailed sales plan for Nike boat shoes is presented, outlining primary sales objectives, target customers (males aged 16-40), potential competitors (e.g., Sperry, Chatham Ltd), proposed pricing (£39 using psychological pricing), and promotional strategies (viral marketing, social media campaigns, etc.). The report concludes that Nike boat shoes have the potential to boost sales volume, leveraging Nike's established brand reputation. The document is available on Desklib, which provides all the necessary AI based study tools for students.

Sales Planning and Operations
TASK 1

INTRODUCTION
▪ In this section, discussion is made on understanding
the role of personal selling within the context of
marketing strategy. Here, light has been thrown on
significance of personal selling and its linkage with
promotional mix. Further, buyer behavior is
discussed within different scenario. Moreover, role
of sales team is also included in it.
▪ Apart from it, sales presentation for Nike Shoes has
been taken into account.

PROMOTIONAL MIX
▪ Promotional mix is a
sum total of different
elements that helps
company in boosting its
sales volume by
influencing large set of
customers. It supports
in reaching to
customers in different
manner through which
overall sales can be
enhanced.
PROMOTIONAL MIX
• Advertising
• Personal Selling
• Direct Marketing
• Sales Promotion
• Public Relations

PROMOTIONAL TOOLS OF BRITISH
GAS
British Gas being a prominent company in the energy sector incorporates
different set of promotional tools in order to reach to large set of customers.
Following are the list of the same
▪ Sponsorship: British Swimming Team and Southern Football League of
England.
▪ Television Advertising
▪ Telemarketing
▪ Mobile marketing
▪ Hoardings
▪ Direct Marketing

ROLE OF PERSONAL SELLING
Personal selling can be understand as a formal and paid process of
presentation of products or services to a customer or groups by making a
direct and personal contact in order to follow up a successful sale.
Personal selling plays following role within the context of British Gas:
▪ High amount of response from the target customer
▪ Boosting the overall sales volume
▪ Aids in shifting customers from the competitors brand
▪ It helps in handling query and issues of customers
▪ Bridge out the gaps between company and end users.

BUYER BEHAVIOR
Buyer behavior is the type of action being carried out by the
customers while purchasing the goods and services of the
specific enterprise. However, there are different types of buying
situation, two of them are discussed below:
▪ B2B Buying Situation: It is a scenario in which British Gas
sells product to other business organization such as hotels,
restaurant, fast food chain, canteen and other related
establishments.
▪ B2C Buying Situation: In this, individual customer is
contacted to sell the product and services of British Gas. It
refers to household customers of mentioned organization.

BUYER BEHAVIOR IN DIFFERENT
SITUATION
Buyer Behavior in B2B:
▪ Organized decision making
▪ Large number of people
involved in decision making
▪ More time is taken by buyers in
this situation
▪ Major focus is on cost and
quantity.
▪ Main aim is to develop long
term relationship
Buyer behavior in B2C:
▪ Buyer makes decision based on
inputs and suggestions from
peer groups and friends.
▪ Decision regarding buying is
taken in less time period as
compared to other B2B buying
situation.
▪ Customers focuses on quality,
▪ Meeting with short term needs
is focused majorly.

ROLE OF SALES TEAM
Following are the roles of sales team within the context of British Gas:
▪ Gaining information about the market and needs of customers.
▪ Development of concept for new products
▪ Influencing individuals to make them buy particular set of products
▪ Developing healthy relations with customers
▪ Addressing the issues and grievances of customers
▪ Development of sales lead
▪ Retaining the customers
▪ Gathering feedback
▪ Offering necessary information to clients, etc.

CHARACTERISTICS OF SALES
ADVISER
▪ Sound Knowledge of Products
▪ Gaining lead of sales on regular base
▪ Sound Communication skills
▪ Good at handling negative situation
▪ Proper Time Management
▪ Leadership skills

SALES PLAN
▪ Product: For this section, Boat Shoes for
Nike has been selected. This is so because it
has high demand and hence Nike has an
opportunity to develop such products for
meeting with the market demand.

PRIMARY SALES OBJECTIVES
▪ Company aim to develop boat shoes with
trendy colors for boys in order to meet with
market demand. Primary, product will be
launch across UK and it will be available at
online and physical store of Nike. It aims to
sell approx. 100,000 units in initial two
months across UK.

TARGET CUSTOMER
▪ Target customers for this is boys that lies in the range from 16 years to
40 years. It is a huge base for target customers which will help
company in attaining the desired objectives in effectual manner.
Target customer
16 to 45
years
Men