Sales Planning and Operations Report - Unit 20, Stratford College

This report examines sales planning and operations, providing a comprehensive overview of key concepts and their application. It begins with an introduction to sales planning and its importance in business, followed by a company overview of Tesco, detailing its product offerings and positioning strategies. The report delves into the main purposes of sales, the promotional mix, and the benefits for customers. Furthermore, it explores personal selling, the promotion mix, and their interrelationship. It compares buyer behavior in different situations and analyzes the role of sales teams within marketing strategy, defining personal selling and the sales team. The report also examines the marketing strategy of a chosen company, illustrating how the sales team supports it, including functions such as product knowledge, market research, customer prospecting, and handling objections. The report concludes with a discussion of employee motivation and recruitment and selection processes.

Sales Planning
and Operation

TABLE OF CONTENT
 INTRODUCTION
 COMPANY OVERVIEW
 PRODUCT AND SERVICES DESCRIPTION
 PRODUCT STRATEGIES
 MAIN PURPOSE OF SALES
 PRODUCT MIX
 BENEFITS FOR CUSTOMER
 CONCLUSION
 REFERENCES

INTRODUCTION
 In business there are different kind of activities which are t
aking place. Sales operation is one of the activity by which
business can run in effective manner.
 Sales planning is very important concept in a business. Sal
es is related to selling goods and services to its final custo
mers.
 Sales planning is necessary to sell products and goods in ef
fective manner. Sales is one of the most important departm
ent in an organisation.

TASK 2

COMPANY OVERVIEW
 The company which is taken into consideration is Tesco.
It is largest grocery retail super market.
 They are offering different kinds of products.
 The firm is having large market share. There are many
competitors of Tesco such as Aldi, Asda, Sainsbury and
others.

PRODUCT AND SERVICES
DESCRIPTION
There are different kinds of products which are offered by
firm. Tesco is engaged in grocery, clothing, electronic,
petrol and digital products. Company is also providing
different kind of services such as internet services, telecom
and financial.

POSITIONING STRATEGIES
Tesco positioning it products as high quality of goods in
reasonable prices. The tag line of Tesco is “cheapest price
everyday”. This strategy of Tesco is very successful. It
attract lot of customers those who wants to buy goods in
cheaper prices. Tesco do not ensure tat they provide
different products but they make sure they provide low
prices goods from their competitors.

MAIN PURPOSE OF SALES
 Proper production utilisation
 Increase revenues of business
 Society gets benefits
 Customers get satisfaction

PROMOTIONAL MIX
Promotional mix refers to different strategies by which company can generate awareness among customers. There are
different ways to promote products such as advertisements, personal selling, public relation, media, sales promotions
and others. Firm can use more than two strategies to promote their products. Tesco use advertisements, sales
promotions and public relation to promote their products

BENEFITS FOR CUSTOMERS
 From promotional mix customers are also
getting many benefits. These benefits are
given below.
 Customer get products in good good quality
and in cheaper prices.
 Customers get knowledge about new
products and services which are launching
in market.

CONCLUSION
It is very important to give motivation, training to
employees because it help to increase their productivity.
There are different techniques by which employees can be
motivated. Recruitment and selection is another different
activity which conducted in an organisation.