Sales and Operational Planning Report for Enviro-Cars and Currys

This report provides a comprehensive analysis of sales and marketing strategies, focusing on Enviro-Cars Ltd, Currys, and plastic disposal sales. It examines how personal selling supports promotional activities, compares buyer behavior in different situations, and analyzes the role of sales teams in overall marketing strategy. The report further explores sales strategies aligned with corporate objectives, the role of recruitment and selection, and the importance of motivation, remuneration, and training in sales management. It also covers organizing sales activities, controlling sales output, and utilizing databases for effective sales management. A sales plan for Currys product-line is developed, and opportunities for international selling and the use of exhibitions/trade fairs are investigated. The report concludes with insights into sales and operational planning, emphasizing integrated work culture and achieving business sales objectives. The document includes a PowerPoint presentation as well.

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TABLE OF CONTENTS
INTRODUCTION................................................................................................................................1
TASK 1.................................................................................................................................................1
1.1 Explain how personal selling at Enviro-Cars Ltd supports other promotional activities..........1
1.2 Compare buyer behaviour and the decision making process in different situations with special
reference to Environ-Cars Ltd.........................................................................................................2
1.3 Analyse role of sales teams in overall marketing strategy for Environ-Cars Ltd......................2
TASK 2.................................................................................................................................................3
TASK 3.................................................................................................................................................8
3.1 Explain how sales strategies are developed in line with corporate objectives..........................8
3.2 Explain the role of an organization’s recruitment and selection procedure...............................8
3.3 Evaluate the role of motivation, remuneration and training in sales management....................9
3.4 Explain how sales management organize sales activity and control sales output...................10
3.5 Explain the use of databases in effective sales management...................................................11
TASK 4...............................................................................................................................................11
4.1 Develop a Sales Plan for Currys product-line..........................................................................11
4.2 Investigate opportunities for selling internationally in emerging market................................12
4.3 Investigate opportunities for using Exhibitions/Trade-fairs....................................................13
CONCLUSION..................................................................................................................................14
REFERENCES...................................................................................................................................15

INTRODUCTION
Sales and operational planning is all about a managerial process which promotes the integrated
work culture so that goals can be accomplished in better way. In other words, it can be said that it is a
collective action in which business executives and leadership team both work in collective manner so
that business sales objectives can be achieved in an enhanced manner (BPP Learning Media, 2012). It
provides better focus to all functional actions and enhance the effectiveness of alignment in order to
boost coordination level.
This learning will have focus on work culture of automotive companies, plastic product
company and electrical retailer in order to understand the concepts of sales and operational planning. It
will focus on various factors of personal selling which can have impact on the overall marketing
strategy. It will also spot light on the principles of selling process which can boost effectiveness of
product and services. It will also provide information about roles and objectives of sales management.
Furthermore, it will also focus on plan which can boost the sales of company.
TASK 1
1.1 Explain how personal selling at Enviro-Cars Ltd supports other promotional activities
There are number of marketing tools which can be used by adopted by management of Enviro-
Cars Ltd in order to amend the promotion of its products. In this respect it can be said that the sales
person of company can have improved focus on brand information, self manipulation skills and
knowledge about product features so that he/she can easily convince its customers to buy Enviro car
product. Business organisation is focused towards introduction of environment friendly cars so that
they can have better sustainability in the market (Gray, 2007). Company product is not well known in
the market that means it is necessary for business firm to have better marketing of products by using
personal sales force. It will create awareness among people about environment friendly cars. Moreover,
personal selling is all about creating a personal relationship with customers in order to boost business
opportunities (Hayes, 2009).
It has been identified that the personal selling plays key role in promotional activities as it
provide enhanced level of information about product to its customers. It also have direct positive
impact on the sales of Enviro car product. Moreover, it can also be said that personal selling also
creates better opportunity for sales by adding better value to product (Maier,2012). It is one of most
critically significant part of promotional activity which can easily manipulate the customer perception
by using enhanced skills of sales person. It also provides better opportunity to improve communication
with customer's which can also boost the sales (Mungall, 2009). For example, the person is selling
products by approaching customers in personal way then he can easily attract customers towards
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products. It will also facilitate in providing assistance regarding problems and provide clear
information about product. Other than his, personal selling will improve relationship with the
customers and facilitate in providing better services to customers.
1.2 Compare buyer behaviour and the decision making process in different situations with
special reference to Environ-Cars Ltd
It has been spotted that the buying behaviour of the customers have great dependability on their
wants and needs so it is necessary for business organisation to have improved focus on customer
expectations. It also have great context of relation with decision making process so it is essential for
business firm to have proper understanding of customer perception (Fleischner, 2014). The
management of Environ-Cars is currently focusing on introduction of environment friendly cars so that
environmental conditions can be boosted through proper use of renewable energy resources as
compared to non renewable resources. This kind of action can be considered as revolutionary action to
protect environmental conditions which can impact the customer perception in positive manner which
will also have direct positive influence on decision making process of customer (Hayes, 2009).
In the support of this, while considering the B2C the key necessity of the organization is to
provide convenience factor and create awareness among common people regarding Environ car. It will
also facilitate the business firm to attain better growth and generate more revenue with considering
environmental conditions. On the other side, while focusing on B2B the organisation focuses on using
renewable energy resources rather than non-renewable resources such as petrol or diesel. It will attract
more customers towards product and increase the sales in context of B2B.
In this it is necessary for business firm to create better awareness about car so that business can
have advancement in revenue and boost environmental conditions. In order to influence the buying
decision process it is necessary for management to understand needs and wants of customers.
Moreover, the identification of functional and social needs will also impact the sales of Enviro cars.
Company can also focus on most searched information by users to have better promotional design in
order to influence the customer’s perception (Johnson, 2005). The proper evaluation of customer wants
is necessary as consumer also focuses on features of car before making decision about purchase.
1.3 Analyse role of sales teams in overall marketing strategy for Environ-Cars Ltd
Sales team plays a key role in success of every organization as their working relates with
overall marketing strategy. In other words, it can be said that the key motive of sales team is to increase
the sales of product for better organizational success. Moreover the various functional planning actions
also relates with the perception of organization sales force (Link, 2012). Sales team have day to day
direct communication with users so they can easily provide better information about customer’s needs
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and wants. They also plays a key role in building better relationship customers so that company can
have better suitability.
With an assistance of sales team the management of Environ-Cars can easily design better
future of company by effective identification of customers needs. Sales team can provide detail
information about customer needs, wants, perception towards product, marketing, features, etc
(Tesone, 2005). It will facilitate in better designing of product which can meet the customers needs and
provide them enhanced level of satisfaction. It will also provide information about the factors which
can impact satisfaction level which is beneficial to overcome those factors for better opportunities.
The retention of current customers also depends on the skills and work nature of sales force.
They also creates better relation between company and the customers so that business can have better
opportunities (Bartle, 2005). Number of departmental strategies are also designed as per the review of
sales team so that company can have better future and amend its sales. Marketing division also design
promotional actions as per the information provided by sales team. In the support of this, marketing
department focuses on the effective planning of strategies as per the capability of sales force.
Moreover, in order to boost the marketing strategy effectiveness the finance department will focus on
financial charts so that marketing activities can be accomplished in proper way. Strategies also need to
be design as per demand estimation curve. It will provide significant role in the growth of the
company.
TASK 2
2.1 Power points presentation
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TASK 3
3.1 Explain how sales strategies are developed in line with corporate objectives
It is necessary for business organization to ensure that the sales strategies are effectively
developed to have advancement in sales of products. It is also considered as action which leads
business to better future and advancement in team skills. In order to have better sales of plastic
disposals the business organisation can focus on modifications in design of product so that convince
factor can be provided in better way (Grosse, 2000). It also relates with the planning of corporate
objectives as business key motive is to bring differentiation so company can introduce unique design of
plastic disposals in order to meet objectives. In this it is also necessary to focus on financial position of
the company so that plan can be designed in better way (Kippenberger, 2000).
Moreover, the sales of plastic disposals is differ as compared to other as plastic use have
negative impact on the environmental conditions. In general business firm focuses on personal selling,
advertisement and printed advertisement. In the context of plastic disposals sales company can reflect
the weakness of plastic in positive way (Schneider, 2013). For example, plastic disposals are easy to
use and it can be recycled in order to protect the environment. It will also facilitate in effective
accomplishment of corporate objectives by having advancement in sales.
In order to boost the effectiveness the business firm can also focus on the maslow theory. It will
allow business firm to allocate tasks as per the needs of employees. Once basic needs of employees are
accomplished then management can focus on other needs so that goals can be meet in better way. The
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needs can be classified in diverse forms such as self actualization, esteem, belonging, and safety and
physiological. It will facilitate in effective accomplishment of corporate objectives by having
advancement in sales.
3.2 Explain the role of an organization’s recruitment and selection procedure
Recruitment and selection procedure plays key role in success of organization as it is all about
advancement in sales team so that company can have better sales and accomplish goals in better way.
The highly skilled sales team can also advance the revenue of business organisation so it is necessary
for management to ensure that individual hired in process is efficient and well skilled (Sheldon, 2006).
In other words, it can be said that the recruitment process must focus on hiring loyal, knowledgeable,
adaptable and confident member which can boost success ratio. The right selection of person also cut
down the cost of company.
Recruitment and selection process also plays a key role in hiring of individual who have strong
work ethic as it have direct positive impact on the organizational work culture. In process it must be
ensured that the workforce is skilled and experienced so that standards of roles and responsibilities can
be maintained in appropriate manner (Reuter, 2015). This indicates that hiring of skilled sales person
will enhance the organizational success ratio. In the support of this, it can be said that the recruitment
and selection of the business firm provides various improvement in sales force and sales manager
skills. It is also beneficial for enhancing the overall growth ratio of operational actions which will
impact positive on revenue of firm. Recruitment is also significant because it provides success in
diverse forms such as hiring of loyal customers, improvement in knowledge of employees, assist in
adapting various changes and improve morale and provide confident work force in order to meet
organizational goals.
3.3 Evaluate the role of Motivation at Plastic Products Ltd. You should also explain how
remuneration and Training can be utilised as tools for motivation within sales management.
It has been identified that the motivational factor plays a key role in success of Plastic Product
Ltd as it enhances the morale of employees which can direct positive impact on the performance of
sales force. In the support of this, it can be said that the better future strategies can be developed with
an enhanced level of morale among sales force (Pepe, 2015). Moreover, the employee’s motivation can
also be enhanced by effective focus on financial incentives, recognition and rewards. In order to have
better sales management it can be said that management can focus on training. Training have great
impact on the skills of employees which is beneficial for advancement in sales (Kilger, 2015). Proper
information about various time management skills also facilitates the firm to have advancement in
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sales management.
Effective motivational factor is beneficial for performance advancement of the sales force. The
motivation and other strategies also can also assist in strategies formation and help in meeting future
demand. There are number of elements which can encourage the employees and improve overall
performance. It also provides financial incentives, recognition and rewards and chances for growth.
Other than this, remuneration is considered as motivation element which can improve employee
morale. It is also beneficial for better recognition, improvement in esteem. It will have direct positive
impact on the factors of maslows motivational needs.
With an assistance of motivation the management can enhance the employee's moral so that
overall performance of company can also improve. The improvement in performance will also
facilitate the workforce to manage the sales actions in effective manner. Remuneration is one of most
critical factor as it have focus on recognition, esteem and employee status (Gray, 2007). If employee is
well known within organisation and market then it will also assist in appropriate management of sales
actions.
Through effective motivational tools it is possible for company like plastic product Ltd to
enhance motivation level of its workforce. Most effective tools can be monetary rewards through
which sales team of company can take large number of initiatives for boosting overall performance of
business in the market. In short motivation it is the key to success and can support in enhancing
profitability of the company in the market (Sheldon, 2006). Apart from the remuneration is also
effective where business can ensure whether fair remuneration is being provided to the employees so
that they can effectively carry out all the sales activities of the business. At last, designing effective
training program can also be effective through which skills and knowledge of sales team can be
enhanced which can assist in managing sales of the firm in effective manner. In short, it can be said
that providing fair remuneration along with training on continuous basis to sales team can support
organization in accomplishing sales target.
In addition to this, the use of motivational theories like Maslow and Herzberg is beneficial for
training. As per the consideration of the Maslow motivational theory the business entity can provide
training in regard to diverse needs. In this respect, self actualization, esteem, love, safety and
physiological aspects can be considered effectively while designing the activities of training and
development program (Sheldon, 2006). It is advantageous to have sustainable development and lead
business to impressive level of success. Improved focus on Herzberg motivation theory is also
beneficial for advancement in morale of employees which also provides a better opportunities to
accomplish goals and objectives. In the support of this, it can be said that organisation can provide
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training to employees regarding various products that can help them to have an increase in sales
(Reuter, 2015). In the support of motivation it can also be said that organisation can consider
development of better work environment so that issues can be overcome in appropriate manner.
Through accessing training sessions facilities can also be improved to meet objectives.
3.4 Explain how Plastic Products Ltd. can organise Sales activities in order to control of sales
output
Sales management is all about managing the various sales actions which can assist sales team to
accomplish goals and objectives which are beneficial for organization. In this management also focus
on effective planning of sales actions which allow business firm to access a better control sales force.
The improved focus on sales planning allow team to follow strategies in proper way so that objectives
of the company can be accomplished in most suitable manner (Dougherty, 2006). In this respect the
management also needs to focus on better allocation of financial resources so that sales activities can
be designed in proper way.
Sales team also needs to have efforts as per the sales plan and scheduling of activities so that
customer needs can be meet effectively with motive of better control on actions. For example, the
management has scheduled some key hours for cold calling and email conversation so it is necessary
for sales team to follow the standard time for better convenience (Gray, 2007). With an assistance of
sales management the executive can also accomplish the task in desired time as it allows to have
effective time management. It also forces executives to have working as per the consideration of
objectives so that business can have better opportunities.
Structure territory design can be considered as one of the most effective way through which
sales activity of organization can be managed easily. Further, business can divide activities on the basis
of territory and on the basis of same targets can be allocated (Mungall, 2009). Segregation on the basis
of territories can be fruitful for business in every possible manner and can assist in managing the key
sales activity of the organization. Apart from this, for control target selling is beneficial where business
can set targets which employees have to accomplish. Further, budget can be prepared by business
which is also effective in control all the sales activities of enterprise.
As per the detailed study, it can be said that the sales activities can also be organised by
considering sales objectives. Transformation in activities as per sales objectives is beneficial for
continuous improvement. Communication between members and customers is also beneficial for the
better accomplishment of goals and objectives. Sales activities can also be divided as per territory
aspects so that goals and objectives can be achieved (Pepe, 2015). In addition to this, the proper
allocation of budget is also essential because it helps in sustainable development. Sales executive can
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