Sales Planning and Operations Report: Marketing Strategies Analysis

This report delves into the intricacies of sales planning and operations, focusing on Experiencia's strategies. It begins with an introduction to sales planning and its importance in achieving organizational goals, covering topics such as personal selling, promotional activities, and buyer behavior analysis. The report then explores the role of the sales team within the overall marketing strategy, market segmentation, and the development of effective marketing plans. It also addresses the alignment of sales strategies with corporate goals, emphasizing the importance of recruitment, selection, motivation, and training within the sales team. The report further examines sales activities, including the control of sales output and the use of databases for effective sales management. Finally, it includes a sales plan for a product category in India and explores opportunities for international sales and the use of exhibitions and trade fairs.

Sales Planning and
Operations

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
1.1 Personal Selling at Experiencia with other promotional activities...................................1
1.2 Buyer behaviours and decision-making process different situations...............................2
1.3 Role of sales team in the overall marketing strategy........................................................2
TASK 2............................................................................................................................................3
2.1 and 2.2 Covered in Power Point Presentation..................................................................3
TASK 3............................................................................................................................................3
3.1 Sales strategies aligned with corporate goals...................................................................3
3.2 Importance of recruitment and selection procedure for Experiencia...............................4
3.3 Role of motivation, remuneration and training................................................................5
3.4 Sales activities in order to control sales output................................................................6
3.5 Effective sales management supported by the use of database........................................7
TASK 4............................................................................................................................................7
4.1 Sales Plan for a product category of Experiencia's in India.............................................7
4.2 Opportunities for selling internationally into India..........................................................8
4.3 Opportunities for using Exhibitions/Trade-fairs in India.................................................8
CONCLUSION................................................................................................................................9
REFERENCES..............................................................................................................................10

INTRODUCTION
Sales planning and operations is a strategic activity which include sales and operations of
marketing together, so that it helps to achieve the strategic goals and objectives of a firm.
Organisation follows the sales planning techniques, to accomplishing their future goals
effectively (Renwick, Redman and Maguire, 2013). To make effective sales planning and
following operational process, it helps to make link between the master plan and business
planning together. Sales planning includes all the sales related report like sales plan, plan of
production, inventory plan, new product development plan etc. The present report describes the
personal selling which support in the promotional mix. It also describes the buyer behaviours and
decision making process which are assessed by the sales team within marketing strategy.
Furthermore, it describes various kinds of principal in selling process to a product or services. In
the third phase, it describes the role and objectives of sales management. In the last phase, it also
describes the plan of sales activity for a products or services.
TASK 1
1.1 Personal Selling at Experiencia with other promotional activities
Sales promotion is a important activities which help to make effective support in
promotional activity of Experiencia Personal selling is kind of sales promotion method, in which
firm and their workers can make face-to-face communication with their customers. In this
method, seller encourage or promoter their products as per their looks, attitude and knowledge
which is related to it. As per such conditions, company use the promotional strategies so that
they can promote their products. They can launched new products which is economic in nature
by using of advertisements, sales promotion, personal selling, by making public relation or
publicity etc. Hence, personal selling can be improved by use of various kinds of selling
strategies. For example: Experiencia use voucher facility to the public for purchasing. They also
meet their potential customer personally and give full details about they offer to them. Hence,
personal selling make positive impact on customers and it also make the great impact in their
demand or needs of the customers (Meyr, Wagner and Rohde, 2015).
To make comparison between advertisements and personal selling, it is found that
personal selling is related to the communication with persons. Such communication is done from
oral mode and in a limited manner. But on the other hand, advertisements is large option to
1

attract the people in a wide level. Hence, personal selling can satisfying the need of the
customers by getting feedback from them and after getting such feedback company make
effective changes in their sales planing strategies to increasing their sales. In addition to this,
personal selling also create awareness and create good brand image by making effective
relationship with their customers. Hence, sales person which have positive attitude and good
communication skills can attracts the customers and increase their sell (Kjellsdotter Iver, and
Jonsson, 2014).
1.2 Buyer behaviours and decision-making process different situations
There are different kinds of situation which make great impact on buying behaviour of a
customer. Hence, purchase decision and buying behaviour are make different impact in different
situations. In economic recession situation, sales of new and old products rate is declined. This is
happened because customers does not make interest in cost of event. However, Experiencia is
launching economical product in a market so that it will attract the customer's attitude. This
strategy is highly dependent on customer's behaviours or experience towards their purchases.
Hence, there are various kind of factors which affect the consumer behaviour and there impact is
based on the customer's knowledge and ability etc. For example: there are some customers in a
market who take quick decision for purchasing the products while other take time on collecting
the information and also analysis the future before making a purchase. In a decision-making
process, the involvement of buyer also make great impact on buying behaviour. In B2C factor,
make great impact on buyer's behaviours whereas, it is based on task and benefits for making
effective decision related to the buying behaviour. For example: In this condition consumers
make their complete focus on the features of the products, buying benefits, utility etc. All these
factors are analysis by Experiencia to ensure that products is suitable in a working place or not
(Wöhr and Schwarting, 2013).
1.3 Role of sales team in the overall marketing strategy
To make effective control in buying behaviour of the customers, organisation make
effective sales marketing techniques which are analysis and implement by the sales team. Thus,
to develop overall marketing strategies, sales team plays various kinds of roles which are as
follows:
2

Market Segments- The main role of sale team is to provide the products which are related
to place or segment of the market. For example: If the company launched such products which
are very technical in nature than it will be segmented to the experts who have specified skills to
operating this products. Thus, the main role of sales team to identify the need and demand of the
products in a particular market segments (Kilger, Reuter and Stadtler, 2015).
Strategy- Once the market segments are identified by the sales team, the next step is to
select the appropriate strategies of marketing as per the segmenting market. Hence, it is main
role of team members to develop an effective marketing strategies, by using this strategies team
members can understand the need of the targeted market easily. In the context, the sales person
of the Experiencia should make an effective marketing strategies as per the competitive
situations and demands of the consumers.
Marketing Plan- After developing the marketing strategies, it is main role of the team
members to develop a marketing plan of sales. To develop a marketing plan, it include various
kinds of activity like deciding the price and plan of promotions for the targeted market. For
example: Sales team of Experiencia adopt various kinds of promotional activities to promotes
their products like giving road show, advertisement through TV, newspaper etc. for attracting the
customers in a large scale.
Outcomes- Effective team members handle all the conflicts related to the sales and
marketing environment to achieve the major goals and objectives. By seeing the outcomes, team
members can analysis the improvement areas of sales performance and their outcomes in
company.
TASK 2
2.1 and 2.2 Covered in Power Point Presentation
TASK 3
3.1 Sales strategies aligned with corporate goals
Sales strategies can be used by the line manager so that corporate objectives of
Experiencia can be fulfilled. As per the present scenario, Experiencia want to expand their sales
by making effective sales strategies. In order company can follow various kinds of sales
strategies which are as follows:
3

Sales goals: They are important for every business to achieve their goals. These content
provides forecasting in future, which help to make effective sales planning and decision-making
process that are beneficial for an organisation (Katsikea and Skarmeas, 2015).
Sales activities: It includes all those activities which attract the customers. It may be in
the form of website, advertisement, exhibitions and any kind of promotional activities which
increase the sales of a products.
Target accounts: It refers to such goals of an organisation which help them to set an
effective plan, so that it make positive impact on their sales. Hence, team always try to improve
their sales so that they can find out the real need of the customers and increase the profit of an
organisation. For example: Company want to provide fast food as per the customer's need, so
that they have make an effective plan to focus on their target customer and increase the sales.
Time lines: It also plays an important role to set the effective plan and after that
accomplishing their goals. For example: By setting up a dates and elements which are used to
enhance the sales can be by the sales team as per the determined time, helps to implement
effective sales strategies (Hughes, Le Bon and Rapp, 2013).
Sales forecasting: Every business need to make effective planning of budget, sales
forecasting and business planning, so that all these elements helps to make positive impact on
organisation position. Sales forecasting can be accomplishes effective by the Experiencia, when
they make effective decision related to sales activities.
Hence, sales practices and strategies helps the firm to better implement their activities.
For example: Experiencia use there resources effectively and apply various kinds of strategic
styles so that it can be aligned by the managers. Hence, by effective use limited resources can be
used effectively and it make positive impact on sales planning.
3.2 Importance of recruitment and selection procedure for Experiencia
Recruitment and selection is essential tool for Experiencia. Organisation want to expands
their sales, Experiencia is required to hire such people which are flexible, loyal, confident and
knowledgable in the working place (Haas, Snehota and Corsaro, 2012).
Developing a job description and person specification: In Experiencia to hire the
individuals, job description is essential. Hence, recruitment and selection process helps to
4

expand and improve the sales. Job description helps to present the qualities and responsibilities
that attract the candidates (Gatewood, Feild and Barrick, 2015).
Source of recruitment: Experiencia want to recruit new person in the plastic industry.
Recruitment plan includes all the elements such as social media, job fairs, advertisement,
conferences etc.
Interview preparation and techniques: Interview is the most important process in
selection and recruitment process. It is opportunities which help the company to understand the
candidates and information which they provided to them. Company organize virtual interview so
that managers can experience right person and specific knowledge for the organisation.
Selection and appointment: When organisation choose candidate for the organisation,
after that they can select the individual for a vacant post. In this way, they make interview and
discuss all the terms and condition with the employees in the selection process (Fleischmann,
Meyr and Wagner, 2015).
3.3 Role of motivation, remuneration and training
Motivation is essential in Experiencia, it helps to inspire the employees and motivate
them to work effectively for achieving the organisational goals. Hence, motivation in sales team
or members helps to encourage them so that they can work hard and make growth in an
organisation. Company's financial performance also depends on the success and achievements of
sales targets. There are various kinds of motivational theories, which are used by the different
people to motivate the people, which are as follows:
 Maslow's need Hierarchy theory
 Herzberg's Dual factor theory
 Goal Setting theory
All these motivational theories helps the organisation to identify the staff demand and
motivate them to work hard in the organisation. As per the Maslow's theory, sales team focus to
identify the need of the customers, so that sales will be increase. But on the other hand, as per
Herzberg's dual factor theory, sales team focus on the two factors such as health and hygiene
factors to the staff members. Every members want a workplace which is safe and hygiene, so that
manager provide all the facility to their employees so that they can work better and accomplishes
5

there goals (Dixon and Tanner Jr, 2012). Goal setting theory is mainly concern on setting the
goals and after that effective controlling and monitoring to the employees help them to increase
the sales target. Besides this, remuneration and training also an essential tool to motivate the
employees. To motivate the employees, organisation make effective relationship between
employers and employees. They also create a team work environment, so that staff can work
effectively. All the financial incentives like increment, bonus, extra wages etc. are provided to
the employees so that they can motivated and increase their productivity. Hence, Plastic product
Ltd. also focus in Maslow need hierarchy theory to motivate the employees by identifying their
needs. In this, employees needs are classified into physiological need, safety need, self
actualization need, self esteem and belongings need. Hence, if employees want security and
safety, organisation provide all the security so that they can work feeling without having any
kinds of fear. In this way, company provide job security to them and also appraise their
performance time to time. Similarly, firm also motivated their employees by fulfilling their need
in term of monetary and non- monetary etc.
3.4 Sales activities in order to control sales output
To improve the sales output, Experiencia always make changes by organising
conferences, meeting of sales and discuss their sales plan, trends, techniques so that company
can analysis the market conditions. After making all the discussion, organisation summarize all
the activity in progress of an organisation. By holding the meetings, all the team members share
their ideas and views to make changes in sales plan. They helps to make effective forecasting of
sales and take strategic decision so that they can make relationship with their new customers. To
organize the sales activity, all the activity are organized by the organizer as per the per-
determined plan, so that activity can be implement effectively. Sales managers also use the past
performance data and predicted future condition such as loss and expenses which are occurred by
the organisation in future. Hence, all these are most important activity which are performed by
the sales managers to increase the productivity and profitability (Cullen and Parboteeah, 2013).
In addition to this, management also control on these activities so that they can monitor
which are performed by the employees in an organisation. Manager analysis each and every
activity and also make some changes to improve their efficiency. They also send them
questionnaires for getting their feedback. Through this, managers can analysis the weak areas in
6

an organisation and also make effective changes so that employees performance level will be
increases. Hence, by using all these techniques sales team make effective control on sales output.
3.5 Effective sales management supported by the use of database
By the use of ICT techniques business can maintain the data with the help of machines.
In the previous years, management of sales and data are recorded by the people. Hence,
traditional approach are followed which take lots of time to analysis and collecting the
information from the data. Hence, by use of computerized information management system, it
can easily implement and access the data (Chen, Rivas and Wu, 2016). By collecting such data
report are prepared which helps the organisation to make effective decision-making process. In
management of sale data base store can record and analysis the data to make the sale more
effective. By using this data it helps to find customer information, achievement in the target
market etc. In this report, for preparing a performance criteria, each sales man have to focus their
target which are achieved or not. It also forecast sales which are generated in future. By creating
sales budget, organisation can estimate the need of expansion and also identify the problems
related to the sales plan. Hence, by making all these database can use to manage the information
in a higher level.
TASK 4
4.1 Sales Plan for a product category of Experiencia's in India
Sales plan for Experiencia in India are as follows:
As per the above sales plan of Experiencia, as per the sales plan they can promote their
electronic and household products by using of advertisement like newspapers, television, radio,
7

exhibition and trade-fairs etc. Firm also try to improve their distribution channel by providing
their products to whole seller, retailers and dealers etc.
4.2 Opportunities for selling internationally into India
It is beneficial for the Experiencia's manager that they expand their business in India, so
that they can receive huge opportunities working in a developing countries. Where products is
limited in UK, than selling also limited so that revenue and income also limited in UK (Blocker,
Cannon and Sager, 2012). If organisation expand their business internationally then organisation
have large opportunities to increase their business and also increase their sales too. Hence, to
open a branch in other country is considered as an investment which are invested by the owner to
open their new branch. Before opening as new branch in India, Experiencia's manager firstly
analysis the market and also forecast the sales that how much sales amount is benefited for the
organisation. They also analysis the customers preference at a particular product. After analysing
all conditions, Experiencia can set up their online store which help the customers to analysis their
demand and fulfil their need. Company also offered all those products which satisfy the need and
demand of the customers. In this way, they can expand their business in other country and
increase their profits.
4.3 Opportunities for using Exhibitions/Trade-fairs in India
Exhibition is way of display of the products in front of public so that firm can attract
large numbers of buyer in a single platform. This is a best techniques to make effective
promotions of the products and also provide attention top each customers personally. Thus, this
process helps to increase the sell of the products. In India, it is very easy to promote the products
through exhibitions or trade-fairs. In this exhibitions, customers are not in condition to but the
products in a same time but they were highly influence with company name and keep the name
in their mind, so that they can buy the products in future from such company. By this, customers
have lots of opportunities to make comparison of different products and after that they can buy
most appropriate products which are best fit as per their preferences. This activity is also helpful
to make advertisement and promotion of the brand of a product. By making a good exhibition, it
will create a good opportunities so that firm can compete with their competitor and also increase
their competencies (Bilginer and Erhun, 2015).
8

CONCLUSION
As per the above detailed, it have been concluded that sales planning and operations is
essential in a management process for accomplishing the goals. To make effective plan and
operations helps the organisation to achieve there sales target effectively. The present report
discovered the use of personal selling and promotional activities which are used by Experiencia.
It also found the buying behaviour and decision-making process which make different impact in
different situation. The role of sales team also described which make great impact in marketing
strategies. In the third task, various kinds of sales strategies are aligned by the manager for
fulfilment of corporate goals. It also described the role of motivation, remuneration and training
in sales activity so that it sales output can be controlled by making effective motivation. At last,
it described the opportunities for selling through internationally and exhibitions. In this way, all
these activity are followed to increase the sales of an organisation, and it make great impact in
the organisational activities (Arnett and Wittmann, 2014).
9

REFERENCES
Books and Journals
Arnett, D. B. and Wittmann, C. M., 2014. Improving marketing success: The role of tacit
knowledge exchange between sales and marketing. Journal of Business Research. 67(3).
pp.324-331.
Bilginer, Ö. and Erhun, F., 2015. Production and sales planning in capacitated new product
introductions. Production and Operations Management. 24(1). pp.42-53.
Blocker, C. P., Cannon, J. P., and Sager, J.K., 2012. The role of the sales force in value creation
and appropriation: New directions for research. Journal of Personal Selling & Sales
Management. 32(1). pp.15-27.
Chen, Y. C., Rivas, A. A. and Wu, W. Y., 2016. Salesperson Market Orientation Behavior: Its
Antecedents and the Mediating Role of Working Smart Behaviors in Sales Performance. In
Celebrating America’s Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing? (pp. 647-
647). Springer International Publishing.
Cullen, J. B. and Parboteeah, K. P., 2013. Multinational management. Cengage Learning.
Dixon, A. L. and Tanner Jr, J. J. F., 2012. Transforming selling: why it is time to think
differently about sales research. Journal of Personal Selling & Sales Management. 32(1).
pp.9-13.
Fleischmann, B., Meyr, H. and Wagner, M., 2015. Advanced planning. In Supply chain
management and advanced planning (pp. 71-95). Springer Berlin Heidelberg.
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
between motivation, tool use, participation, and performance in an e-learning course using
web-videoconferencing. Computers in Human Behavior. 29(1). pp.285-292.
Haas, A., Snehota, I. and Corsaro, D., 2012. Creating value in business relationships: The role of
sales. Industrial Marketing Management. 41(1). pp.94-105.
Hughes, D. E., Le Bon, J. and Rapp, A., 2013. Gaining and leveraging customer-based
competitive intelligence: the pivotal role of social capital and salesperson adaptive selling
skills. Journal of the Academy of marketing Science. 41(1). pp.91-110.
Katsikea, E. S. and Skarmeas, D. A., 2015. Export Sales Unit Effectiveness: The Influences of
Export Sales Organization Design, Management Control, and Managerial Characteristics
10

and Behaviors. In New Meanings for Marketing in a New Millennium (pp. 192-192).
Springer International Publishing.
Kilger, C., Reuter, B. and Stadtler, H., 2015. Collaborative planning. In Supply chain
management and advanced planning (pp. 257-277). Springer Berlin Heidelberg.
Kjellsdotter Ivert, L. and Jonsson, P., 2014. When should advanced planning and scheduling
systems be used in sales and operations planning?. International Journal of Operations &
Production Management. 34(10). pp.1338-1362.
Meyr, H., Wagner, M. and Rohde, J., 2015. Structure of advanced planning systems. In Supply
chain management and advanced planning (pp. 99-106). Springer Berlin Heidelberg.
Renwick, D. W., Redman, T. and Maguire, S., 2013. Green human resource management: A
review and research agenda. International Journal of Management Reviews. 15(1). pp.1-
14.
Wöhr, M. and Schwarting, R. K., 2013. Affective communication in rodents: ultrasonic
vocalizations as a tool for research on emotion and motivation. Cell and tissue research.
354(1). pp.81-97.
Online
Sales Planning and Operations. [2016]. [Online]. Available through
<https://www.slideshare.net/InstantAssignmentHelpAustralia/sales-planning-and-
operations-71486184>. [Accessed on 13 June 2016].
11