Sales Planning and Operations Report: John Lewis Case Study Analysis

This report provides a comprehensive analysis of sales planning and operations, using the John Lewis company as a case study. It begins with an introduction to sales planning and operation techniques, including financial, product, and supply chain management. The report then delves into Task 1, explaining how personal selling supports the promotion mix, comparing buyer behavior and the decision-making process, and analyzing the role of sales teams within marketing strategy. Task 2 focuses on a sales presentation. Task 3 examines sales strategies, recruitment, motivation, remuneration, training, and sales management organization and control. Finally, Task 4 explores sales plan development, international selling opportunities, and the use of exhibitions or trade fairs, concluding with a summary of findings. The report emphasizes the importance of strategic planning, customer understanding, and effective sales team management in achieving corporate objectives. The analysis includes the use of databases in effective sales management and the importance of recruitment and selection procedures.

SALES PLANING AND OPERATIONS

Table of Contents
INTRODUCTION:..........................................................................................................................3
TASK 1............................................................................................................................................4
1.1 Explain how personal selling supports the promotion mix..................................................4
1.2 Compare buyer behaviour and the decision making process in different situations.............4
1.3 Analyse the role of sales teams within marketing strategy...................................................5
TASK 2............................................................................................................................................6
2.1 sales presentation on the John Lewis company product and services...................................6
TASK 3............................................................................................................................................6
3.1 Explain how sales strategies are developed in line with corporate objectives......................6
3.2 Explain the importance of recruitment and selection procedures.........................................6
3.3 Evaluate the role of motivation, remuneration and training in sales management...............7
3.4 Explain how sales management organise sales activity and control sales output.................8
3.5 Explain the use of databases in effective sales management ...............................................8
TASK 4............................................................................................................................................9
4.1 Develop a sales plan for a product or service.......................................................................9
4.2 Investigate opportunities for selling internationally ............................................................9
4.3 Investigate opportunities for using exhibitions or trade fairs..............................................10
CONCLUSION:.............................................................................................................................10
\......................................................................................................................................................11
REFERENCES:.............................................................................................................................11

INTRODUCTION:
Sales planing and operation define the techniques of the sales promotion in the
organisation. The John Lewis company determine the many strategies of the product promotion.
This is the process of the management planing it determine the new product development stage
in the organisation. The sales plan determine the financial plan, product plan, demand and supply
plan and supply chain management. The SCM determine the relationship between the supplier
and distributors. The operation of the sales planing define the productivity of the sale and
profitability of the sale in the John Lewis company. This company use the many techniques to
produce the product in the organisation. Operation determine the management process for the
product planing, organising, staffing and controlling techniques. The company use the product
promotion techniques including the sales promotion, publicity, personal selling and
advertisement. This is a part of the management process(Abdelghany and Abdelgha , 2011).
TASK 1
1.1 Explain how personal selling supports the promotion mix
The John Lewis company use the sales techniques including the personal selling to
increasing the product productivity in the organisation. Personal selling is the tool of the
promotion mix that determine the price, place, people, promotion, policy and product. This are
promotion mix strategies. Personal selling supporting the promotion mix strategies because the
promotion create the customer product demand and supply in the organisation. There are three
key points that define the promotion mix are as follows.
Complexity of product and services: This is determine the complexity between the product and
services. The company use the personal selling techniques because the company growing in the
organisation. Product is a good than the consumer use the product and customer purchases the
product.
Hug competition in the market place: There are many competition of the market place and many
competitive in the market place. The company determine the marketing competition in the
market. Promotion mix evaluation the price of the product and which place produce the product.
This competition provide the customer satisfaction for the post purchase process(Adebambo and
Toyin , 2011).

Customer demand and values: The demand of the product determine the relationship between the
demand and supply in the market. Inverse relationship of the customer demand and supply of the
product. The selling techniques determine the customer product value and demand of the
product.
1.2 Compare buyer behaviour and the decision making process in different situations
The buyer behaviour create the decision making process in the many situation. The
decision making process determine the many process including the pre-purchase process,
purchasing process and post-purchases process.
Pre-purchase process: This process determine the many stages including the decision making
process in the market. This process recognise the problem of the purchases process. Information
searching the process and evaluating the alternative sources in the market place.
Purchasing process: This process creating the current process of the buyer behaviour for making
the decision. Purchasing process determine the two stages including the purchases patterns. This
pattern include the brand loyalty and impulse process in the market. The John Lewis company
evaluating the buyer behaviour in the decision making process the company applied the store
purchasing. This process determine the store selecting and buyer behaviour in the store.
Post-purchases process: This process determine the after purchasing process. This process create
the customer satisfaction and dissatisfaction related to the product. This process delight the buyer
and provide the dissonance of the post-purchases(Banomyong and Supatn , 2011). Decision
making process create the buyer behaviour for the John Lewis company product. Company use
the product of the clothes. There are many situation of the decision making process that
determine the customer behaviour of the product in the pre-purchase, purchasing and post-
purchases process.
1.3 Analyse the role of sales teams within marketing strategy
The role of the sales teams determine the many role in the organisation. The role is
evaluating the many scope and importance. The manager of the company evaluating the best
structure of the company profile in the organisation. The role of the sale team are as follows.
Meeting the sales targets: The role of the sales manager determine the meting of the target
customer related to the product. This is also determine the best product(Bethapudi , 2013).

Devices the strategies: The role of the sale team determine the many strategies and evaluating
the breakdown strategies in the market. This is also define the different product in different
market. This position making the best alternative sources in the organisation.
Brand promotion: This is very important to create the product brand. Product brand is use the
promotion of the product. This position define the best quality of the product and best brand of
the John Lewis company product.
Motivation team member: Motivation is most important role of the sale team because the
motivation increasing the product productivity and setting the organisation goals and objectives.
The manager of the company provide their employees motivation theory including the X and Y
theory. This theory determine the need of the customer and wants of the customer in the
organisation(Estampe and et.al, 2013).
TASK 2
2.1 sales presentation on the John Lewis company product and services.
This topic mention in ppt.
TASK 3
3.1 Explain how sales strategies are developed in line with corporate objectives
Sales strategies developing the corporate objectives. The sales strategies determine the
sales promotion, publicity, personal selling, advertisement and online marketing. The company
use the many strategies to developing the corporate objectives are as follows.
Define the target market: The company determine the target market. This market developing the
organisation objectives and goal. The target market create the product developing process in the
organisation.
Determine your outreach: The company determine the clients habits and taste related to the
product in the organisation. This process define the corporate sector goal and objectives.
Company wants the best product and services by producing the client.
Question: This is also most important part to evaluating the corporate sector goals and
objectives. The question related to the product brand product quality and product quantity in the
organisation(Jiang and et.al, 2011).

Deliver and build: The company evaluating the built of the product and deliver the product in the
specific time period. This strategies setting the organisation objectives and mission or vision in
the market.
Monitor: This sales strategy determine the successful sales strategies in the organisation. The
strategies evaluating the organisation objectives and norms. The monitor of the company is very
important part to create the best decision and alternative resources. The alternative resources
developing the corporate sector goals and objectives.
3.2 Explain the importance of recruitment and selection procedures
The importance of the selection and recruitment process are very important to creating
the best resources and new plan in the organisation. There are many importance of the selection
and recruitment process are as follows.
Decision making: The process of the human resources management determine the selection and
recruitment process in the organisation(Lindahl and et.al, 2014). This process is very important
to making the best decision related to the sales strategies and techniques of the sales promotion
in the organisation.
Setting objectives: The recruitment and selection process determine the organisation goals and
objectives in the market. The company provide the learning and motivating process this process
create the target market in the company.
Research analysis: The recruitment and selection process very important to creating the research
analysis in the way of marketing research. Company use the primary and secondary data for
collecting the marketing research in the organisation.
Important to provide motivation: The human resources management process determine the
importance of the motivation theory in the organisation, recruitment and selection is very
important to create the selection of the human and recruitment of the human selection.
Environment factor: The recruitment and selection process very important in the environment
factor. This factor create the life style, are group and social class of the human.
3.3 Evaluate the role of motivation, remuneration and training in sales management
Role of the motivation: The role determine the best alternative resources in the
organisation. The role of the motivation determine performance level in the organisation. This
role define the work ability and education of the training. The motivation role provide the sale
management process including the planing, organising and controlling process(Liu and Sun,

2012). The role helps to change negative attitude of the employees determine the changing
technique of the human attitude. The role is reduction in employee is also define the lot of the
money and training of the employees.
Role of the remuneration: This role of the sales manager determine the wages of the employees
and profit of the employees in the company product. The sale management is define the many
role in the organisation. The manager of the John Lewis company provide the customer
satisfaction related to the their remuneration in the company.
Training in sales management: The training of the sales management determine the many
process of the management in the organisation. The process determine the planing of the product,
organising of the human in the organisation, staffing of the company person and controlling of
the risk and uncertainty process in the organisation. The sales manage create the company
structure and company vision and mission in the market.
3.4 Explain how sales management organise sales activity and control sales output
Sales management organising the sales activity and create the control process in the
organisation. Management organisation determine the sales activity including the planing,
organising, staffing and controlling in the organisation. The organisation forecasting the sales
activity in the way of the three kinds are as follows.
Short term forecasting: This forecasting create the sales budget in the way of the short term. The
forecasting determine the short term forecasting, long term forecasting in the organisation that
create the company profiles in the organisation. The manager determine the many activities in
the organisation this activity evaluating the management process in the organisation. The
activity of the management determine the planing process in the organisation , organising the
group process(Mestry and et.al, 2011).
3.5 Explain the use of databases in effective sales management
The data of the sales planing and sales management determine the primary and secondary
data. Primary date define the primary process of the sales management in the organisation.
Primary data calculating the many method of the sales management are as follows.
Interview: the interview is the best method to create the sales management process in the
organisation.

Focus group: This group determine the primary data of the company and create the sales
management process. This process determine the planing process and organising process in the
organisation.
Mailing: This process also determine the mailing process in the organisation it also create the
mail of the sales techniques and determine the best alternative resources in the organisation.
Observation: The observation also determine the data analysis process in the organisation. The
company manager observe the company data and create the sales management.
Libraries: This is define the secondary data of the company and create the many techniques of
the company product productivity(Mitra and et.al, 2012).
Sales analysis: The sales analysis also define the sale management process in the organisation.
This is determine the company secondary data and create the many techniques related to the
product and analysis the best product in the organisation.
TASK 4
4.1 Develop a sales plan for a product or service
There are many process to develop the sales plan for the product and services. The
process determine the sales plan in the organisation. The process are as follows in the market.
Identifying the sales plan: The first stage is determine the sales plan in the organisation. The firs
stage determine the what is the sales strategies and what is the plan of the sale in the market. The
first stage develop the product and services in the market.
Define the problem: The next step also define the problem of the production of the product and
services in the organisation. The problem create the manufacturing process.
Product and marketing strategies: The next step also determine the marketing strategies in the
organisation related to the product and services. The marketing strategies define the sales
promotion, personal selling, publicity of the product, online marketing and advertisement. The
company use the personal selling techniques because the is large scale of the company.
Development and marketing mix: The next process determine the development process and
marketing mix strategies. This strategies evaluating the price, place, promotion, product, people.
This strategies developing the marketing mix plan because the marketing determine the activity
of the human being in the organisation(Olhager , 2013).

Implementing and evaluating the product and services: This stage determine the last process of
the sales management to create the product and services in the organisation. The product and
services is main part to create the sales management process.
4.2 Investigate opportunities for selling internationally
The opportunity of the selling internationally determine the assess of the readiness in the
organisation. The assess evaluating the many readiness including the organisational readiness.
This readiness determine the activity of the group manager related to the product and services.
The company create the clothes in the organisation level and consists the income level of the
customer in the organisation. The next is company readiness determine the strategies of the sales
promotion that company applied in the market and create the bes objectives and goals. This is
also define the human resources management that consists the human training process of the
selection and recruitment. The is also consists the market segmentation. The financial readiness
determine the short term profit and long term profit(Sharma and et.al, 2011). It also define the
alternative resources in the company to create the company product and services in the
organisation. The next one is define the product readiness that define the best product and
process of the new process development in the company and create the many stages of the new
product development process. The opportunities of the selling define the many process including
the information of the product and services and brand loyalty of the product. The brand loyalty
determine the best brand of the product and decision making process in the company.
4.3 Investigate opportunities for using exhibitions or trade fairs.
The investigation opportunity consists the many exhibition and trade in the organisation.
This investigation create the many exhibition including the clothes exhibition. The benefits of
the exhibition create the increasing process of the sale in the company product. The company use
the many exhibition to advertising their product in the market. The exhibition determine the
awareness of the people related to the company product.
Highly target business leads: The company target the business leads to evaluating the exhibition
of the product and services in the organisation. Exhibition create the sales values and create the
team objectives.
Develop and strengthen brand: Strength of the brand create the exhibition of the company
product and services in the market. The manager of the company create the partnership this
partnership determine the many profit and lose sharing to the company product selling(Sillekens

and et.al, 2011). The company provide the many facility for the target customer to provide the
exhibition of the product and setting the human objective related to the product in the
organisation. The large size of the company investing the many opportunities in the sales
management process and develop the trade fairs in the product productivity in the organisation.
CONCLUSION:
As per the maintain report determine the many roles and objectives of the sales
management. This management determine the planing process and human resources
management in the organisation. The manager of the John Lewis company provide the
motivation and learning process in the management. The sale management setting the objective
of the company and create the many sources in the organisation. The company use the many
techniques of the sales promotion that define the product productivity in the organisation. The
company provide the awareness for the customer related to the exhibition and marketing mix.
This report define the primary data and evaluating the many method of the data collection
including the scheduling, references and bibliographic. The company develop the sales plan of
increasing the sales activity and create the management process in the organisation that define
the planing and human resources management process in the organisation.
\

REFERENCES:
Books and generals:
Abdelghany, A. and Abdelghany, K., 2011. Modeling applications in the airline industry.
Journal of Airport Management, 5.(4).pp.376-376.
Adebambo, S. and Toyin, A., 2011. Analysis of information and communication technologies
(ICT) usage on logistics activities of manufacturing companies in Southwestern Nigeria.
Journal of Emerging Trends in Economics and Management Sciences (JETEMS), 2.(1).
pp.66-72.
Banomyong, R. and Supatn, N., 2011. Developing a supply chain performance tool for SMEs in
Thailand. Supply Chain Management: An International Journal, 16.(1). pp.20-31.
Bethapudi, A., 2013. The role of ICT in tourism industry. Journal of Applied Economics and
Business, 1.(4). pp.67-79.
Estampe and et.al, 2013. A framework for analysing supply chain performance evaluation
models. International Journal of Production Economics, 142.(2). pp.247-258.
Jiang and et.al, 2011. Development of multi-criteria decision making model for remanufacturing
technology portfolio selection. Journal of Cleaner Production, 19.(17). pp.1939-1945.
Lindahl and et.al, 2014. Environmental and economic benefits of Integrated Product Service
Offerings quantified with real business cases. Journal of cleaner production, 64,
pp.288-296.
Liu, X. and Sun, Y., 2012. Information integration of CPFR in inbound logistics of automotive
manufactures based on internet of things. Journal of Computers,7.(2). pp.349-355.
Mestry and et.al, 2011. A branch and price solution approach for order acceptance and capacity
planning in make-to-order operations. European Journal of Operational Research, 211.
(3).pp.480-495.
Mitra and et.al, 2012. Optimal production planning under time-sensitive electricity prices for
continuous power-intensive processes. Computers & Chemical Engineering, 38, pp.171-
184.

Olhager, J., 2013. Evolution of operations planning and control: from production to supply
chains. International Journal of Production Research, 51.(23-24). pp.6836-6843.
Sharma and et.al, 2011. A decision support tool for strategic planning of sustainable
biorefineries. Computers & Chemical Engineering, 35.(9). pp.1767-1781.
Sillekens and et.al, 2011. Aggregate production planning in the automotive industry with special
consideration of workforce flexibility. International Journal of Production Research,
49.(17). pp.5055-5078.
Tavares and et.al, 2011. Simulated annealing with adaptive neighborhood: A case study in off-
line robot path planning. Expert Systems with Applications, 38.(4). pp.2951-2965.
Thomé and et.al, 2012. Sales and operations planning: A research synthesis. International
Journal of Production Economics, 138.(1).pp.1-13.
Yang and et.al, 2012. Multidisciplinary design optimization for air-condition production system
based on multi-agent technique. Journal of Central South University,19.(2). pp.527-536.
Zegordi, S.H. and Davarzani, H., 2012. Developing a supply chain disruption analysis model:
Application of colored Petri-nets. Expert Systems with Applications, 39.(2). pp.2102-
2111.