Sales Planning Report: Analysis of Sales Strategies for Two Companies

This report presents a comprehensive analysis of sales planning strategies, focusing on two case studies: Electro Cars Ltd and Acrylic Fabrications Ltd. It explores the ways personal selling can enhance advertising and sales promotion, analyzes buyer behaviors in B2B and B2C contexts, and evaluates the role of sales teams in implementing marketing strategies. The report further examines how sales strategies can align with corporate objectives, emphasizing recruitment, selection, and motivation within Acrylic Fabrications Ltd. It also delves into organizing sales activities, leveraging databases for effective sales management, and developing sales plans for emerging markets like Russia. The report concludes with an investigation of international selling opportunities and the use of exhibitions and trade fairs in the Russian market, providing valuable insights for sales and marketing professionals.

Sales planning
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Table of Contents
Introduction......................................................................................................................................3
Task 1...............................................................................................................................................3
1.1 Explaining the way personal selling can increase advertising and sales promotion..............3
1.2 The buyer behaviours and the decision making process within B2B and B2C.....................4
1.3 Analysing the role of the sales teams in implementation of the overall marketing strategy. 5
Task 2...............................................................................................................................................5
Task 3...............................................................................................................................................6
3.1 Explaining the way sales strategies can be aligned with corporate objectives in
organization..................................................................................................................................6
3.2 Explaining the recruitment and selection procedures are important fro Acrylic Fabricators
Ltd................................................................................................................................................6
3.3 Evaluating the roles of motivation at Acrylic Fabrications Ltd.............................................7
3.4 Explaining the way Acrylic Fabricators Ltd. can organise sales activities in order to control
sales output...................................................................................................................................8
3.5 Explaining how effective sales management can be supported by the use of database........8
Task 4...............................................................................................................................................9
4.1/M2 Developing sales plan for a product category off Currys suitable for emerging market
Russia...........................................................................................................................................9
4.2/M1 Investigate opportunities for selling internationally into a Russia emerging market....10
4.3 M1 Investigating opportunities for using Exhibitions Trade fairs it Russian emerging
market........................................................................................................................................10
Conclusion.....................................................................................................................................10
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1. REFERENCES.....................................................................................................................12
Introduction
Sales plan is a strategy which is set out to target the audience and for enhancing the business
sale. Sales planning assist in accomplishing the goal and objective and to overcome the barriers
which company face at the time of selling product and services. The present report is based on
different case scenario. This report covers different elements of personal selling for increasing
the advertising and sales promotion. Along with this the role of sale team in implementation of
the overall marketing strategy is analysed. Apart from this, how sales strategies can be aligned
with corporate objective in organization is explained.
Task 1
1.1 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 garages
from showroom at England. Now a days sales of new and second hand car have been down due
to economic rescission. For this purpose business partner need to understand the way personal
selling can increase advertising and sale promotions activities at Electro Cars Ltd. there are
various 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 face
to 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 selling
the products and services (Chen, Rivas and Wu, 2016.). For selling any product it is necessary to
understand detailed information of product and selling techniques, so that sales person can
easily answer the queries of customer related to product and services.
Prospecting: In prospecting sales team target the buyer who wish to buy Electro Cars
Ltd. products and services (Dixon and Tanner 2012). There are different way sales team can used
to contact its potential customer with the support of email, telephone and social networking sites
etc.
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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 put
positive impression on its customer and represent the product in such a manner that buyer ready
to buy the product (Haas, Snehota and Corsaro, 2012). Customer quires should be responded by
sales person so that any doubt related to product can be clear of customer.
Promotional mix for supporting the personal selling
The way sales person promote the product and services with the help of promotional mix
elements it reflect the image of Electro Cars Ltd. Sales person decide place where they can easily
target the customer with the help of promotional strategy. Further, sales person can also used
various 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. The
personal selling can be supported by the element of promotion mix.
1.2 The buyer behaviours and the decision making process within B2B and B2C
The Buying behaviour process of consumer in order to make decision for buying a particular
product of organization is as follows:
 Need recognition: It is step in which customer recognize its needs so that it can make
decision of buying a product. Without a need it is impossible to decide which product is
required by customer (Katsikea and Skarmeas, 2015). Further it can be defined as
whatever customer buy it is dependent on its need. So for consumer it is necessary to
identify the needs.
 Information gathering: It is second stage in which after indentifying the needs
consumer collect information of different company product. It can gather information of
different brands through internet, friends and relative. After seeming different positive
and negative review of products then it move to next stage that is making decision of
purchasing product.
 Purchase decision: In this stage decision of customer is disrupted by positive and
negative review of product (Renwick, Redman and Maguire, 2013). For instance taking a
review of Electro Cars Ltd product from friends or internet customer make decision
whether it buy product or not.
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 Post Purchase behaviour: In this stage it make decision of buying product of Electro
Cars Ltd and use it for indentifying that product is fulfilling the needs of individual or
not.
Comparison between consumer buying behaviour and corporate decision making process is
discussed as follows:
In a decision making process Electro Cars Ltd set up requirement for its goods and services
options as such as pick option by its company. While its decision making option is affected by
company due to cost, benefits and spending plan. While consumer buying behaviour is a way in
which consumer find out product according to their needs and wants. Electro Cars Ltd make
different type of product of high quality according to needs and wants of customer. Sales team of
Electro Cars Ltd divert the mind of customer, so that consumer can buy their company product
instead of switching to other company product. They communicate with customer in such as
manner that consumer buying behaviour can affected. In business to business (B2B) market
product are buy from other company and it is completely differ from business to consumer
(B2C). For instance, if a customer buy product of f Electro Cars Ltd in bulk then sale amount
will be single in its transaction for company.
1.3 Analysing the role of the sales teams in implementation of the overall marketing strategy.
There are some roles and responsibilities of sale team of Electro Cars Ltd for creating a
marketing strategy in order to increase sale of company. It conduct research in market and
identify the needs and demand of company product. Further they also advertise product and
services with the use of social networking sites. There are different team sets for different
geographical area and each team is responsible for selling the product as per the given target of
company ((Giesbers, Rienties, and Gijselaers, 2013).). At the time when strategy is developed
then further required to make marketing plan for selling the product. Main role of sale team is to
make strong relation with customer and identifying their opinion related to product of f Electro
Cars Ltd. Then they provide information of customer to company which help in modifying the
product according to the needs of customer. In addition to this, sale team participate in different
trading fair in nationwide. Then give response to customer feedback and bring very effective
result of without thinking of tough competition. They take responsibility of their work and
achieve target on given time.
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Task 2
Covered (ppt)
Task 3
3.1 Explaining the way sales strategies can be aligned with corporate objectives in organization
According to the given scenario, Arcylic Fabrications Ltd is a company which produces
and markets polymer cups, forks, Knives for the catering industry. There is great opportunity
have to company to provide disposable eating utensils which save human resources and allow
the speedy provision of utensils for fast customer flow (Kjellsdotter Ivert and Jonsson, 2014)..
Along with this Arclyic Fabrications Ltd. is also benefited through four of the large supermarket
groups. There are different sale strategies which can be aligned with corporate objectives. The
sale strategies are developed in accordance to the corporate objective. All the sales strategies are
made on the basis of Arclyic Fabrications Ltd company aim and objectives. For example, if
company objective is to increase sale of product 6% within a six month, then sales team make
strategy on the basis of give objective so that target can achieved on time. Further management
team plan is to satisfying customer and to give tough competition to its competitor. The objective
of Arclyic Fabrications Ltd can meet on time (Hughes, Le Bon and Rapp, 2013.). Its different
corporate objectives are to increase sale, profit and market share. For accomplishing all this
objective company need to focus on different market area where demand of product is high. It
can conduct survey and make product different from its competitor. If its sale strategy is
effective then it can easily improve the loyalty of customer. further proper implementation of
strategy help in achieving success (Giesbers, Rienties, and Gijselaers, 2013). Along with this it
also help in increasing the customer base and they can target different geographical area with the
increase in demand of products. For achieving corporate objective it can easily increase the sale
of deposable utensil which are now more in demand by customer.
3.2 Explaining the recruitment and selection procedures are important fro Acrylic Fabricators
Ltd.
Recruitment: it refer to way for identifying and hiring the skilled candidates in order to
establish a contact between applicant and owner.
Selection: It is a process in which organization hire skilled employee for achieving aims
and objectives.
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At the time of selection and recruitment process Arclyic Fabrications Ltd nee to hire highly
skilled and experienced candidates so that it can easily achieve its aim and objectives (Dixon and
Tanner Jr, 2012). Employees should be capable of making a product and services which are
different from its competitor. If workers are skilled and experienced then they can make
innovative product and services for garbing the attention of customer. for this purpose it is
necessary that company have best employee who know the techniques of using new technology
for making creative products (Hughes, Le Bon and Rapp, 2013.). Apart from this if employees
are not much skilled then its workers will be expensive for them. For example if employee of
Arclyic Fabrications Ltd fail to make product as per the needs and demand of customer then both
time and money wasted and company may suffer from loss. Hence for achieving success
company can choose both internal and external process of selection which can perform best for
the organization. one of the major issues of organization is to hire sales person who have
multiple skill for selling the product and making strong relation with customer. so at the time of
hiring sales person company need to choose those who have strong ethics and moral for
achieving the given task (Gatewood, Feild and Barrick, 2015). Moreover in internal recruitment
process employee who are talented can be transferred to sales department instead of hiring from
external recruitment process.
3.3 Evaluating the roles of motivation at Acrylic Fabrications Ltd.
Motivation: Motivation is internal and external factor which stimulate desire and energy so that
individual continually interested and committed with job and give full effort for achiivng the
given target.
There are different motivational tool which Arclyic Fabrications Ltd can used for
motivating its sales management team. Management should involve with employees in their
work and show interest (Katsikea and Skarmeas, 2015).. It make feel customer that they are
getting support from management and they try their best. Instead of working individually if
employee work in a team then their complex work can be shared and less time consume for
accomplishing the task. Sale team work hard for increasing the sale of company, so they need
support from management and some monetary incentive for their hard work. this encourage them
to work more hard for Arclyic Fabrications Ltd. For example, if Arclyic Fabrications Ltd
company set their monetary incentive on the basis of given target then sales team work more
hard in order to meet goal on time because monetary incentive motivate them to work hard for
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the organization (Kjellsdotter Ivert and Jonsson, 2014). Apart from this training also help in
encouraging the customer to work hard because training help in enhancing the knowledge and
skill of employee which support them to work hard for organization. further remuneration is a
type of reward which is provided to employee for their best work. Sales team if achieve target on
given time then commission provided to them for their best efforts. Company can used different
motivational theory for motivating its employee. As per the Maslow theory company can first
identify the needs of its of employees and fulfil it so that employee get motivated toward their
and work hard for the organization,
3.4 Explaining the way Acrylic Fabricators Ltd. can organise sales activities in order to control
sales output
Arclyic Fabrications Ltd is conducting a sales activities in order to achieve goal and
objective. It can be done by identifying the demands of product and services in market. Firstly
organization need to identify the needs and demand of its product in market. Along with this it
can also find out geographical area where demand is high. Through identifying the target market
sale team can easily target it potential customer by promotional offer (Bilginer and Erhun, 2015).
Further sale team can advertise its product and services on different social networking sites such
as facebook, twitter or in newspaper. It help in creating awareness of product and services among
the customer. apart from this there are some sale control measure which company can adopt such
as
Performance against targets: In this sales team of Arclyic Fabrications Ltd see the performance
meeting the demand the standard or not (Chen, Rivas and Wu, 2016). This can be monitor by
the manager of organization.
Performance standard: Arclyic Fabrications Ltd company can check that performance can meet
given target or not, if company is unable to meet the given target then it need to develop another
sale activity for increasing sale.
3.5 Explaining how effective sales management can be supported by the use of database.
Database is very important for the organization in order to manager sales in effective
manner. For the successful sale Arclyic Fabrications Ltd need to manager all record in database
management system. Database assist in managing all record of existing and new employees. If
all information if customer is kept securely then company can easily make regular contact with
them ((Meyr, Wagner and Rohde, 2015.).). Database help in keeping record of contact
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information including email and phone number of employee, so that company can contact them
and send them promotional offer on their mail id of new and innovative product. It support in
keeping customer continuously aware of product and services of Arclyic Fabrications Ltd. Apart
from this their are some issues in concern to keeping the information that is security of
information and protection to avoid misuse of it. If information which are kept in database can be
stolen by other and misused it (Haas, Snehota and Corsaro, 2012.). So Arclyic Fabrications Ltd
required to focus on keeping all information safely and securely. However, there is some
important of using database management for Arclyic Fabrications Ltd such as it keep all record
the of monthly sales and it can be measure with present sale. So that company can easily identify
which product demand is high in market.
Task 4
4.1/M2 Developing sales plan for a product category off Currys suitable for emerging market
Russia.
According to the given scenario Currys is a British retailer operating in the UK and Ireland,
owned by Dixons Carphone. It is specialise in selling home electronics and household
appliances, with 295 superstores and 73 high street stores. Currently working as a sales
manager of Currys it is required to expanded into a emerging market that is Russia. For this
purpose investigation for selling product internationally is required to be done.
New product of Curry company is induction cooker which can be sold in new emerging market.
It is very effective for making food and it is very benefited for the women for preparing food
easily (Giesbers, Rienties, and Gijselaers, 2013).
Sales plan for the Curry new product that is induction cooker is as follows
Sales objective: To increase sale of induction cooker of Arclyic Fabrications Ltd by 8%
till the end of 2017.
Mission: To become one of the leading company and best brand by delivering high
quality product and services. It want to sale its product at lower price and want to increase the
satisfaction level of customer (Dixon and Tanner Jr, 2012.)..
Target market: It mainly target women who love to cook food.
 Revenue: sales forecast for next five years is as follows
Year1 year2 year3 year4 year5
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Sales 16124.90 2345.90 48395.67 45563.00 57458.20
Strategy and implementation
Market strategy: Curry limited can benchmark the objectives for personal selling and for
promoting product on social networking sites.
Pricing strategy: it used penetration pricing strategy in which price is set lower as
compare to competitor. Further it can increase the price as per the demand in market ((Arnett and
Wittmann, 201)).
Promotion strategy: Curry company can advertise its product on different social network
such as face book, twitter etc. because it is used by most of the people in all over the world.
Sales strategy: in this company can design its package in creative way for grabbing the
attention of large number of customer ((Wöh and Schwarting, 2013).).
4.2/M1 Investigate opportunities for selling internationally into a Russia emerging market.
Curry sales can be increase if it sell product in Russia emerging market. It is one of the
multinational company and it have high risk. One of the main risk at the time of selling product
at international market is liquidity risk in Russia( Blocker, Cannon and Sager, 2012). Further it
have opportunity of selling internationally that is increase in sale and profit due to less
competitor in emerging market. It adopt advance technology which help in creating innovative
product for customer. Along with this it reduce the loss which can be occur due to seasonal
demand. It can launch product in market where demand is high. If company sale its product in
emerging market then it can easily target the large number of audience and due to less number of
competitor it can set high price of its product and services. Due this customer have no choice
instead of buying product at high price. This show that if Currys company sale its product and
services at international market then it can easily expand its business and earn huge profit.
4.3 M1 Investigating opportunities for using Exhibitions Trade fairs it Russian emerging market
Investigation help in identifying that trade fairs and exhibition help in increasing the sale of
product and services. For advertising in a target market company can easily use exhibition so
that many of people came to know its company product and buy it ((Hughes, Le Bon and Rapp,
2013).). Further, people who are not using social networking site came to know company
product with the help of this exhibition and fair trade. It is one of the best platform to promote
the product and provide information of product who have less knowledge of it. It is one of the
best platform for adverting the product increasing the sale of Curry company.
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Conclusion
From the above report it can be concluded that there are different type of product which can
be sale with the help of promotional mix elements. Consumer buy the product off those company
who’s advertising is effective. It help in grabbing the large number of customer. further company
can used different sale strategy so that sale of product can bee increase. Market research help in
identifying the demand of product among customer and their taste and preference. Further it can
be concluded that, company can recruit highly skilled candidates who can make innovative
product for them. Through monetary incentive company can easily motivates its employee for
increasing the productivity. Effective sale plan help in increasing the sale of company and
support in achieving the objective on time.
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1. REFERENCES
Books and journals
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introductions. Production and Operations Management. 24(1). pp.42-53.
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Cullen, J. B. and Parboteeah, K. P., 2013. Multinational management. Cengage Learning.
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differently about sales research. Journal of Personal Selling & Sales Management. 32(1).
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Gatewood, R., Feild, H. S. and Barrick, M., 2015. Human resource selection. Nelson Education.
Giesbers, B., Rienties, B., Tempelaar, D. and Gijselaers, W., 2013. Investigating the relations
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Haas, A., Snehota, I. and Corsaro, D., 2012. Creating value in business relationships: The role of
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Hughes, D. E., Le Bon, J. and Rapp, A., 2013. Gaining and leveraging customer-based
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