Sales Planning and Operations Report: Marketing Strategies

This report provides a comprehensive analysis of sales planning and operations, examining various aspects of marketing and sales strategies. The report begins with an introduction outlining the scope and objectives, followed by an analysis of how personal selling can enhance advertising and sales promotions at Electro-Cars Ltd. It then compares buyer behavior and decision-making processes in B2B and B2C contexts, also with reference to Electro-Cars Ltd. The role of sales teams in implementing the overall market strategy is also discussed. The report further explores aligning sales strategies with corporate objectives, the importance of recruitment and selection procedures, and the role of motivation in sales management for Acrylic Fabricators. It also explains how to organize sales activities to control output and how effective sales management is supported by databases. Finally, the report develops a sales plan for an emerging market product category, investigates opportunities for using trade fairs, and explores international selling opportunities. The report concludes with a summary of key findings and recommendations.

Sales planning and operations

Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
1.1Explain the personal selling can improve the advertising and sales promotions activities at
the organisation...........................................................................................................................3
1.2 Comparison on the buyer behaviour and the decision-making process with the B2B as well
as B2C.........................................................................................................................................4
1.3 Analyse the role of sales teams in implementation of the overall market strategy...............6
TASK 2............................................................................................................................................6
Attached in PPT...........................................................................................................................6
TASK 3............................................................................................................................................6
3.1 Explain how the sales strategies can be aligned with the corporate objectives in the
Acrylic Fabricators......................................................................................................................6
3.2Explain why the recruitment selection procedure are most important for the company........7
3.3 Evaluate the role of motivation at the firm and explanation on how remuneration as well
as training can be utilise as tools for motivation under the sales management...........................8
3.4 Explain how the company can organise the sales activities in order to control sale output. 9
3.5 Explain how the effective sales management supported by the use of database................10
TASK 4..........................................................................................................................................10
4.1Develop a sales plan for a product category for chosen the emerging market.....................10
4.2Investigate opportunities for using the trade fairs in the emerging market..........................11
4.3Investigate the opportunities for selling internationally into the emerging market.............11
CONCLUSION..............................................................................................................................12
.......................................................................................................................................................12
REFERENCES...............................................................................................................................13

INTRODUCTION
There are various business organisation who make a sales planning to attain the goals of
sales output. They company hire the highly talent sales team within the sales management that
help them to done the sales activities effectively. This will facilitate the firm to attain the
objectives more effectively and they adopt the marketing strategies to retain the more customers
in the target market. In the present research project report in which there is a discussion in the
first section in which how the personal selling supports the elector-car limited sales promotions
and also there is different types of buying behaviour of B2B and B2C so, there is also a
comparison on the purchasing decision-making and buying behaviour of business buyers as well
as customer buyers (Hu, Guan and Liu,2011). There is also analyse the role of sale team while
implementation of overall marketing strategies in the workplace. In the second section, there is a
study in which the presentation of sales on the products or services and in the third section there
is a explain of sales strategies. Further, there is discussion on the importance of recruitment
procedures to the Acrylic Fabricators limited and what are the role of remuneration, motivation
and training to motivate the sales team. There is also a discussion on how the effective sales
management support the data base and sales activities in order to control sales output. The last
portion of the section there is sales plan for introduce a product in the emerging market as well as
investigate the opportunities international and how the trade fair give opportunities to sales the
product in the emerging market.
TASK 1
1.1 Explain with examples, how personal selling can enhance advertising and sales promotions
activities at Electro- Cars Ltd.
The Electro- Cars limited now is facing an issue that most of the experienced staff has left
the company and now there are no experienced sales personnel. Therefore, the company is
required to improve the efficiency of organisation's sales personal. They adopt personal selling in
advertisement as well as sales promotion activities at the company this will enhance the
advertisement that are as follows-
 Personal selling- The process of personal selling is the most popular process that sells
goods or services to the customers directly by the employees. It will enhance
advertisement at the Elector- Cars LTD as they can easily understand the customer's
needs as well as desires (Wallace, 2010). Thus, in the process it facilitates the company to

make direct contact with clients that assist them to fulfil the requirement in more
satisfactory.
 Promotional activities- The activities which are included are sales promotion, public
relations, direct marketing, personnel selling and direct marketing etc. Thus, it is the main
element of marketing-mix that helps Elector-Car limited to attract large customers from
various places. Thus, it results into increase in sale of goods or services of the company.
It can able to convince the potential customers by make them product more interesting by
adding more features and benefits of the product.
Personal selling support to the promotional mix
The personal selling is the most effective tool of promotional activity which allows the
Elector-Car limited to alter and make change in its product or service as per the customer's
potential. The main objective of advertisement of company is to attract more customers towards
firm that leads to increase sales of product. The company adopt personal selling process which
allows them to identify needs of customers in regard to product . It is possible by proper listening
as well as communicate them directly that leads to promote the products which are suitable to
the customers. The process will enhance the advertising of the Elector-car limited and it supports
the promotional mix. For example, the company gets the feedback from customer directly in the
personal selling process that helps them to understand needs of customers in a desired manner.
Thus, it allows the Elector-Car limited to modify promotional activities as well as goods for
future which satisfies clients in the more effective way. For example, the Electro- Car Ltd adopt
the sales promotion for purpose of increasing sales by offering discounts and special offer in
target market. That helps in attracting more consumers and creating brand image in the mind of
users. It directly promotes the personal selling marketing tool by interacting with customers
personally which also increase awareness about product along with benefits in market.
1.2 Compare the buyer behaviour the decision making process within B2B and B2C context with
reference at Electro- Cars Ltd.
The Elector-Car Ltd sells its products or services in potential target market, in this market
different consumers have different buying behaviour. The purpose of the firm is to sell goods or
services either business or customers. The B2B means the firm sell its products to business
whereas in B2C, they sell it to the customers. Therefore, they purchase company's products by

both the factors are the rational and emotional so, the Elector-car limited ensure that they make a
rational decisions. There is a comparison of buyer behaviour and decision-making process of
B2B and B2C which has been described below-
Buying behaviour Decision-making process
B2B
 The Behaviour of
Business to business at
the Elector-car limited
is a professional.
 The person who buy
they are more-expertise
in nature.
 The buying decisions
of goods or services of
a company are rational.
 The B2B involve
rational decision-
making, less emotional
and more -task
oriented.
 The B2B in which there
is relationship driven is
the purchase decisions.
 Buyer decision-making
are based upon the
minimizing cost,
enhancing profits and
productivity.
B2C
 The buying behaviour
of a business to
customers are Non-
professional buyers (
Heizer and
Barry,2013). These
customers are not
highly expertise while
buying a product they
select good as per the
price, features and
other benefits.
 There is an existence of
 The purchase decisions
in the B2C are more
emotional decisions of
products or services.
 In the B2C, the
purchase decisions the
main driven are the
budget and needs of
customers.
 Customer's buying
decisions are based
upon the security,
quality, comfort and are

knowledge gap in
customers regard to
products or services of
a company.
 They are not trained
formal as they make
buying decisions as an
E motional.

under status etc. For
example, the customer
those who belong from
high class they
generally prefer quality
products whereas
persons those who are
having low income
they concentrate more
on the cheaper products
and services. Thus,
income and status
influence their decision
making process.
1.3 Analyse the role of sales teams in implementation of the overall market strategy for the
Electro-Cars Ltd.
The Elector-Car Ltd adopted the market strategy in which there are various activities as
well as operations which allows them to reach company's products or services to the potential
customers. For this, the cited company adopts the personal selling market strategy which
supports promotional activities of a firm. Thus, the sales team have a great role in the success of
any business organisation and they contribute in increasing revenue of the firm. For this reason,
the company hire and develop a sales team so, there is an increase in the sales of company's
product.
Sales team in the Elector-Car limited plays a great role and the main responsibility of
these team is to enhance sales of firm's goods that leads to generate more revenue and earn
higher profits. Responsibility of the sales team in the cited company is to manage the
relationship with the customers (Hahn and Kuhn,2011). They communicate effectively with
clients by listening to their issues, solving the problems and convincing about services as well as
products of Elector-Car Ltd. Along with that, they does various activities to sell products in
which they encourage clients to make the decision regarding purchasing the product . It is

possible when the sales team distribute information about product that involves benefits,
warrantee, price, quality and valuable features etc. to the clients. Thus, it will increase sales,
brand image and also make the customers loyal ( Misra and Nair, 2011). In the modern sales
marketing the company adopt digital marketing process through which the information about
product placed over internet. They can be placed Facebook, Instagram, Twitter and company's
website that incur less amount of money in advertising. In the modern sales marketing the
company adopt digital marketing process through which the information about product placed
over internet. They can be placed Facebook, Instagram, Twitter and company's website that incur
less amount of money in advertising. For example, Electro- Car limited company wants to sell
their product in the potential target market for the purpose of enhancing sales of its goods. They
adopt the modern sales techniques in which they place the advertising on social media such as
facebook and Twitter etc. It is the best modern sales method that are able the company to attarct
a large number of consumers at online platform.
TASK 2
Attached in PPT