Sales Planning and Operations Report: Strategies, Analysis, and Plans

This comprehensive report delves into the multifaceted world of sales planning and operations, offering a detailed analysis of various aspects crucial for business success. It begins with an examination of how personal selling can enhance advertising and sales promotion activities, using Electro-Cars Ltd as a case study. The report then compares buyer behavior and decision-making processes in both B2B and B2C contexts, again referencing Electro-Cars Ltd. It further analyzes the role of sales teams in implementing the overall marketing strategy, highlighting the importance of aligning sales strategies with corporate objectives. The report also includes a sales presentation and explores recruitment, selection, and motivation within Acrylic Fabricators Ltd. It also examines how to organize sales activities, control output, and leverage databases for effective sales management, and concludes with sales plan and opportunities for global selling and trade fair utilization. The report provides valuable insights into sales management and marketing strategies.

Sales planning and
operations
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Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
1.1 How personal selling can enhance advertising and sales promotion activities at Electro-
Cars Ltd........................................................................................................................................3
1.2 Compare buyer behavior and decision making process withing B2B and B2C context with
reference to Electro-Cars Ltd.......................................................................................................4
1.3 Analyze the role of sales teams in implementation of the overall marketing strategy for the
Electro-Cars Ltd...........................................................................................................................6
Task 2...............................................................................................................................................7
2.1 Prepare a sales presentation for a product or service.............................................................7
2.2 Carry out sales presentation for a product or service.............................................................7
TASK 3............................................................................................................................................7
3.1 How sales strategies can be aligned with corporate objectives in organizations...................7
3.2 Why the requirement and selection procedures are important for Acrylic Fabrics Ltd.........9
3.3 Evaluate the role of motivation at Acrylic Fabricators Ltd...................................................9
3.4 How Acrylic Fabricators Ltd. Can organize sales activities in order to control sales output
....................................................................................................................................................10
3.5 How effective sales management can be supported by the use of databases.......................11
TASK 4..........................................................................................................................................12
4.1 Sales plan for product category of Curry for market strategy.............................................12
4.2 Opportunities for selling globally into market.....................................................................13
4.3 Opportunities for using trade fairs/Exhibitions...................................................................13
CONCLUSION..............................................................................................................................14
REFERENCE.................................................................................................................................15
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INTRODUCTION
Sales planning and operations is an approach for management of selling and effective
marketing strategy. It is key component for facing competition and enhancing productivity of
organization. The present report is based on case studies of Stephen & Liz partnership, Acrylic
Fabricators Ltd and Currys related to sales management concept. In this regard, significance of
personal selling to promote advertisement and buyer behavior in B2B and B2C businesses can be
determined. Including this, sales presentation on company's produced products are to expressed
through this study effectively. Moreover, importance of recruitment and selection as a motivation
tool for increasing working efficiency of employees is able to understand. Along with this, sales
activities for controlling sales output and systematic management by databases are expressed.
Apart from this, utilizing opportunities for selling globally and developing sales plan can be
obtained through this report.
TASK 1
1.1 How personal selling can enhance advertising and sales promotion activities at Electro-Cars
Ltd.
As per the given scenario, Stephen & Liz requires to use personal selling approach for
selling new and second hand cars increasingly to create balance of production. In accordance to
this, it is useful to promote product and enhancing productivity of organization that impacts on
profitability of partnership firm (Bichou, 2014). Therefore, essentials of personal selling at
electro car ltd can express as follows:-
Effective communication:- Personal selling considered as an appropriate tool for two
way communication. In this regard, seller advertises company's product to customers through
promoting features of goods. However, effective communication is obtained for encouraging
buyers towards entity's items (Bilginer and Erhun, 2015). In addition to this, under this process,
consumers get information related to quality of products and aware about goods. It generates
different ideas for production and distinction system. Thus, two way communication is
determined for advertising through personal selling.
Individual attention:- Personal selling plays crucial role to achieve attention of
customers for promotion of goods produced by Stephen & Liz. Hence, attitude and perception of
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customers towards business qualitative services is determined. It is key tool for implementing
efficiency and working performance of business. Thus, by obtaining personal attention,
organization can advertise and sales management for production of goods more effectively
(Biswas and et.al., 2013).
Determining honest feedback:- Seller can obtain immediate feedback regarding product
value and further creates idea for getting attention. In this process, a sense is made for
sustainability of products in market. However, business and competitive strategies of
organization enhanced through this way.
Customer confidence:- Under personal selling process, seller of Stephen & Liz emerges
confidence of consumers through promoting products. Moreover, different inquires are
determined related to quality features of goods. Including this, all doubts of buyers get reduced
and increases satisfaction level of users through personal selling approach.
Hence, personal selling is useful for advertisement and promotion of sales at high level.
Including this, it is beneficial for customer, salesman and company that impacts on market
position and sustainability of goods in competitive market.
Personal selling is interlinked with advertising that is useful for attracting customers at
maximum level. Through personal selling, seller of the organization advertises products door to
door and create publicity to pull consumers. Including this, all quality features and different tools
are applied by seller to enhance demand for goods and services. However, it is useful for getting
actual business performance on the basis of which different tools are applied for increasing
productivity and profitability of entity. It imapcts on competitive and marketing strategies to be
enhanced.
1.2 Compare buyer behavior and decision making process within B2B and B2C context with
reference to Electro-Cars Ltd.
Buyer behavior is considered as gaining customer choice for purchasing decision. It is
helpful for conducting systematic market research that affects productivity and profitability of
firm. However, buyer behavior includes various factors at the time of making choice which are
psychological, social, demographic and geographic components (Cabral-Miranda, Gidlund and
Sales, 2014). It creates sense for production and distribution system of Stephen & Liz for
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marketing strategy. According to case scenario, company has several warehouses, garages and
showrooms that presents its wide spread area in UK. Therefore, different customers including
retailers, agents and other business entities get facilitated with firm's business activities. Thus,
buyer behavior in reference of business-to-business and business-to-consumer can describe as
below:-
Bases B2B B2C
Market structure Small and targeted Large and general
Objective Relationship oriented Product oriented
Buying process Multiple Single
Number of purchasers Few Many (Ratliff and Rubinfeld,
2014).
Thus, business-to-business approach is related to transaction of goods and services within
companies that is focuses on establishing effective relationship among firms. However, there are
multiple steps uses for buying process regarding repeat purchasing. Including this, there is closer
relationship obtained between sellers and buyers where personal selling is considered as key
promotion method. On the other side, business-to-consumer, promotion method for marketing
strategy refers to advertising under which seller promotes products through different advertising
tools such as newspaper, magazine, social networking sites etc (Estampe and et.al., 2013).
Therefore, it aims to attract buyers at maximum level that impacts on productivity and
profitability of Stephen & Liz.
In context of B2B and B2C, there are differences in buyer behavior for decision-making
related to purchasing goods. In B2B, businesses focus on other entity's performance and market
value. In accordance to this, relationship between entities is established for transacting goods as
well remains able to expand business at large scale. It increases efficiency to improve stock and
long term sustainability of organization in market (Gamage and Samarakoon, 2016). While, on
the other side,business to consumer approach focuses to make consumer and product oriented
marketing strategy. Under B2C context, different factors are recognized of buyers' purchasing
power. It includes psychological, social, demographic and geographic determinants. In which,
psychological factors involve attitude, perception and psychology of buyer while social factors
includes lifestyles, choice and behavior of consumer towards product quality. In this regard,
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Stephen & Liz identify these factors for production and supplement of goods. Moreover,
demographic factors includes gender, age and other factors for determining decision-making
related to purchase behavior of consumers. Thus, through business-to-consumer approach,
different buyer decisions for production and distribution of organization's efficiency is
recognized.
Buyer behavior vs. decision-making process
On the basis of analyzing buyer behavior, decisions are made for operating business
activities. Different factors such as attitude, perception, differences in social and cultural factors
including demographic and geographic elements are determined through recognizing purchasers'
behavior. However, their decision-making is related to purchasing power is obtained. In this
process, different ideas are generated for operating business activities in different ways.
1.3 Analyze the role of sales teams in implementation of the overall marketing strategy for the
Electro-Cars Ltd.
Marketing strategy is composition of short term and long term activities for promoting
and sustaining products in market. It is useful for sustainable competitive advantage and
enhancing business strategies regarding performance of Stephan and Liz (Yang, 2014). For
efficient marketing strategy, sales team plays vital role in developing product value and making
place in market. It is related to preparing organizational structure and maintaining good
reputation in market for long term sustainability. However, building a team and creating its
efficiency remains valuable for overall marketing strategy. Hence, important role of sales team in
development of marketing strategy can express as:-
Enhancement of business performance:- An effective sales team is essential for
development of entire business activities. In this regard, a clear goal and systematic follow on
action plan is determined (Heizer and Barry, 2013). Therefore, performance as organizational
structure get impacted through effective contribution of sales team members. Along with this,
sales team plays crucial role in enhancement of business performance. Hence, performance of
business organization get more effective through sales team.
Proper sales management:- Sales team sets target for adequate sales management and
increasing efficiency for production and distribution system of goods. Therefore, team works for
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getting optimum utilization of resources. It influences systematic sales management regarding
business activity for transaction of Stephan and Liz products.
Different ideas are generated for better qualitative services:- Through effective sales
team, various ideas are generated for increasing in productivity and profitability of firm. In
accordance to this, according to current business performance, varieties of components are
affected for better qualitative services of Stephan & Liz. Thus, coordination and sharing of
several ideas related to business activities are generated for enhancing business performance.
Hence, it is determined that sales team is useful for proper management of organization's
functions (Hoffman and Woody, 2013). Including this, it affects various business activities such
as; production and distribution of goods, qualitative services and overall organization's function.
However, it is useful for implementation of overall marketing strategy and business performance
for sustainable competitive advantage. It influences market position and systematic business
management of entity for long term enhancement and sustainability in competitive market.
Sales team role in implementing marketing strategy
Marketing strategy of organization get enhanced through effectiveness sales team.
Through this approach, leader of the team formulates strategy and further implements to gain
proper coordination of employees in team building. Including this, evaluation of teamwork is
also done through this activity. Thus, sales team prepares plan and makes decisions for
incaresing productivity and market demand for production as well supplement of goods. Hence,
sales team plays crucial role in developing marketing strategy of firm to face competition and
sustain product value in market for long term period. However, customer satisfaction at
maximum level can be obtained through effectiveness of sales team.
TASK 2
2.1 Prepare a sales presentation for a product or service
Covered in attached ppt.
2.2 Carry out sales presentation for a product or service
Covered in attached ppt.
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TASK 3
3.1 How sales strategies can be aligned with corporate objectives in organizations
According to given case study, Acrylic Fabricators Ltd sets goal to increase in selling
quantity of polymer cup, teaspoons and forks. Therefore, Tim Gordon as sales manager of
organization makes plan to implement sales strategies to increase in productivity of firm. In this
regard, preparing sales strategies are implemented for reaching out target of enhancing business
performance (Hoffman and Woody, 2013). Thus, clear goals are set for action plan and
increasing selling quantity of products. However, significance of sales strategies can be
determined as below:-
Obtains clear goal:- For increasing selling ratio, focused target is determined on which
team prepares strategy for implementation. In accordance to this, appropriate planning is
obtained including forecasting and decision-making to increase in demand. It impacts on
productivity and profitability of Acrylic Fabricators Ltd. However, it leads to generate different
ideas for making customer-oriented and product oriented strategy of organization. Including this,
long term sales goals are determined through this process for implementing competitive
strategy.
Attracting customers at high level:- Sales strategy is helpful for enhancing demand for
polymer cup, teaspoons and forks. In accordance to this, Acrylic Fabricators Ltd makes plan and
strategies for using different advertising techniques. It influences demand and productivity of
firm. Along with this, sales strategies leads to develop and sustain product value in market. It
influences business and competitive strategies of organization at large scale (HULTHÉN,
Näslund and Norrman, 2016). However, under this system, various methods are used for
attracting consumer regarding qualitative services of company to make place in market.
Increasing in brand awareness:- It is determined that sales strategy is useful in brand
awareness for enhancing qualitative services of Acrylic Fabricators Ltd. Moreover, it influences
customer loyalty and effective market position for long term sustainability. In accordance to this,
social media networking and different advertising techniques remains helpful for increasing
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brand awareness and effective communication for increasing productivity and profit earning
capacity of organization (Kjellsdotter, Ivert and Jonsson, 2014).
Thus, sales strategy requires proper market knowledge and business analysis for
competitive and entity's activities. By utilizing sales strategy adequately, sales manager of
company increases production and supplement of goods. In this regard, systematic procedure is
determined to accomplishing tasks and increasing business performance. However, it is obtained
that sales strategies are helpful for organization's effectiveness.
Corporate objectives for enhancing sales strategies
Marketing manager of organization sets corporate objectives to reach out the target
systematically. In this process, time scheduling and fulfilling small goals of the firm is set can
express as below:-
 To critical evaluate current market position of the organization.
 To use different advertising tools for developing product in market for atrracting
customers at high level.
 To maximize productivity of firm through high level of demand for goods and services.
 To enhance competitive and marketing strategies of entity.
 To sustain product value in market by facing cut throat competition.
 To establish good relationship with other business entities to expand organization at high
level.
3.2 Why the requirement and selection procedures are important for Acrylic Fabrics Ltd.
Recruitment is considered as a process of determining that organization requires to
employ suitable applicants for job performance. It includes welcoming through job
advertisement and getting application forms for applying job at workplace. Further, on the basis
of job applications, selection of some candidates is obtained through interview and other
methods. It is required for appoint appropriate employees regarding working quality and
efficiency. According to given case scenario, it is determined that sales manager of Acrylic
Fabricators Ltd makes strategy for recruiting and selecting people for working at organization
(Kumar and Srivastava, 2014). It is essential for increasing in better quality work and great
contribution of workers for effective performance. Thus, vital role of recruitment and selection
for company's effectiveness is obtained for effective sales team spirit and encouraging all
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workers for contribute in teamwork and increasing their skills. However, after selection process,
company provides training and development facilities to workers that remains helpful for
enhancing skills such as; communication, problem solving and dealing with customers. In this
regard, proper sales team is efficient for effectiveness of organization.
Hence, it is obtained that by recruiting and selecting people for work performance
encourages better qualitative services. In this regard, organization chooses best appropriate
employees to for effective work performance and getting experience at high level. Moreover,
new workers perform their job more effectively and generates varsities of ideas to achieve
organization's effectiveness. Recruitment and selection process is helpful for company's good
market reputation and better qualitative services (Moore, Hopkins and Raymond, 2013).
Importance of recruitment and selection process
 To select best appropriate candidate for job performance
 To create effective team building through great coordination of each employee
 To enhance skills of job performers
 To reduce unemployment issue
 For creating supportive and understanding environment of organization.
3.3 Evaluate the role of motivation at Acrylic Fabricators Ltd
After selection process, Acrylic Fabricators Ltd provides training and development
facilities to workers for encouraging to good coordination in sales team. In accordance to this,
different motivational tools are used by firm for entity's effectiveness. For example; providing
bonus, incentive and rewards for motivate and incinerating skills of employees. However, proper
sales management is obtained through effective coordination of each worker for sales team
building. Training is of different methods such as; on the job and off the job methods. On the job
method includes classroom lectures, coaching etc. while off the job method involves job rotation,
job specification and instructional techniques etc. Therefore, by attending these developmental
programs, employees get motivated and perform their best as per ability. In this regard, it is
determined that by attending training and development programs workers get motivated and
increases their working efficiency that is helpful for entity's effectiveness. It influences to get
effective team building and enhancing working styles of performer (Ratliff and Rubinfeld,
2014).
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However, motivational tools including bonus, incentive, reward, appreciation and various
developmental facilities are helpful for motivating workers to perform better at workplace. It is
determined that by using motivational tools, organization can increase its performance through
good coordination of each worker. It affects effective sales management and systematic growth
of firm. In accordance to this, it is recognized that motivation plays crucial role in organization's
development and proper efficiency for enlargement and making good reputation in market.
Along with this, sales management is obtained effectively through motivational tools and
techniques to encourage employees for better work performance. It can be determined that
workers' effective support leads to gain effectiveness and personal as well professional
development. It is beneficial for both company as well workers to increase performance and
sustaining good reputation (Shiver and Perla, 2016). Apart from this, motivation plays essential
role in sales management of Acrylic Fabricators Ltd for better performance and effective
coordination of employees to achieve enhancing efficiency of firm at high level.
Motivational tools
Monetary tools:- It includes binus, incentive and increments that is useful for
encouraging employees for better work performance. However, it is determined that using these
tools for motivating employees is helpful to reduce turnover issue of entity. Similarly, increasing
in working efficiencies is obtained through this approach.
Non-monetary tools:- Under these tools, reward, appreciation, promotion tools are
determined. By which, employees get motivated for effective coordination in team building. In
this process, effective understanding and job specification is obtained.
3.4 How Acrylic Fabricators Ltd. Can organize sales activities in order to control sales output
Sales manager of Acrylic Fabricators Ltd prepares strategy for effective sales
management that is valuable for creating balance between production and distribution of goods
effectively. In this regard, different sales activities are implemented to increase productivity and
profitability of firm. For this purpose, sales activities including making sales team, effective
customer relationship, goal setting and preparing action plans are included. It influences business
performance and systematic management regarding efficiency and effectiveness of organization.
Under this process, sales manager of entity prepares plan for proper management of sales as well
generates different ideas for enhancing productivity of firm. It is related to controlling over sales
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by preparing budget and decision-making tool to increase profit earning capacity of organization.
It is related to proper management of entire business activities that is valuable for marketing
strategy (Silberman and Biech, 2015).
Thus, sales output can be handled by using different sales strategies to create balance
between demand and supply of company's goods. It is useful for establishing good relationship
with customers including retailer, agents and other business entities. Thus, organizing sales
activities for proper management of business activities leads to achieve organization's
effectiveness that is useful for long term sustainability of firm in competitive market. Apart from
this, it is evaluated that sales strategies regarding management is useful for effective marketing
structure and increasing qualitative services of business organization. Thus, several sales
activities are implemented for systematic management and increasing performance of firm at
high level. Thus, different sales activities are implemented for systematic sales management of
firm impacts on company's market reputation and its long term sustainability to enhance
competitive advantages.
Sales activities:- there are several sales activities applied by manager of organization.
Some of the important activities can express as:-
 Structuring:- Effective sales activities are useful for creating organizational structure
related to productivity and profitability of firm. However, by building team and action
plan for increasing selling is useful for creating organizational structure systematically.
 Budgeting performance management:- As per the analysis of current business
performance, actual organizational structure of entity is determined. Therefore, manager
of the organization prepares budget for better quality of services as well remains helpful
for optimum utilization of resources. Including this, controlling of excess of goods is
handled. Therefore, overall business operations are get handled through this technique.
3.5 How effective sales management can be supported by the use of databases
Database is considered as a set of information that is useful for effective sales
management. Under this system, on the basis of current business performance, different ideas are
generated for further production and distribution system of Acrylic Fabricators Ltd. Thus,
collection of data and systematic processing for sales management is performed (Gamage and
Samarakoon, 2016). In this regard, different ideas are generated for effective production and
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