HND Business Sales Planning and Operations Report - Unit 20

This report analyzes various aspects of sales planning and operations, addressing scenarios involving Electro-cars Ltd and Acrylic fabricators Ltd. It delves into the importance of personal selling, comparing buyer behavior, and outlining the roles of a sales team in marketing strategies. The report covers aligning sales strategies with corporate objectives, recruitment procedures, and motivational techniques. It also examines organizing sales activities, database utilization, and opportunities in the Indian market, including exhibitions and trade fairs. Additionally, it includes a sales plan case study, providing a comprehensive overview of sales and operations management principles and their practical application in different business contexts, as a solution to the assignment questions.

SALES PLANNING AND
OPERATIONS

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
1.1: Importance of personal selling in advertising and promotion activities of Electro-cars
Ltd...............................................................................................................................................1
1.2: Comparison between buyer behaviour and decision making process for Electro-cars Ltd. 2
1.3 : Role of sales team in implementation of the marketing strategy of Electro-cars Ltd........3
TASK 2 (Covered in PPT)...............................................................................................................4
TASK 3............................................................................................................................................4
3.1 : Alignment of sales strategies with corporate objective of Acrylic fabricators Ltd.............4
3.2 : The importance of recruitment and selection procedures of Acrylic fabricators Ltd.........4
3.3 : Role of motivation at Acrylic fabricators Ltd....................................................................5
3.4 : Organising sales activities in order to control sales output.................................................6
3.5 : Using database for effective sales management.................................................................6
TASK 4............................................................................................................................................7
4.1 : Opportunities for selling into Indian market ......................................................................7
4.2 : Opportunities of exhibitions and trade fair in Indian market..............................................7
4.3 : Curry's sales plan in India...................................................................................................7
CONCLUSION................................................................................................................................8
REFERENCES................................................................................................................................9

INTRODUCTION
The businesses are willing to integrate their overall process in order to attain the position
where they will be able to maximizing profit. Sales and operations planning is useful for business
management with purpose of integrating the activities so that leadership teams can focus,
synchronize and align all the functions of the organization. The present document is trying to
developing the understanding of the various aspects associated with sales planning and
management of the operations. Sales and operation management emphasis on the practical
assessment and implementation of business planning. IN the present document there are various
scenario given and all emphasising towards the prudent understanding of the approaches of
selling and operation within the business. The study is highlighting the role of personal selling in
the marketing strategy and the role of sales management.
TASK 1
1.1: Importance of personal selling in advertising and promotion activities of Electro-cars Ltd.
As per the scenario the concept of personal selling will be the best option for creating the
image of Electro cars Ltd. The company is come up with new business idea of delivering the
economically and environment friendly cars. For the success of the idea company requires to
promote their activities by using the approaches of personal selling as it will be useful for them
to sell their products directly to the customers and and other businesses (Hulthén, Hulthén and
Norrman, 2016). The electro-cars Ltd provides activities for advertisement and promotions that
are essential part of the personal selling as they motivate and encourage the customers to buy the
products. Personal selling is an efficient tool that can be utilized to build awareness towards the
purchase of a particular product. It also brings about all the information related to the product to
the clients and also help the electro car to collect data,comments etc. The electro-cars Ltd can use
the advertising and promotional activities for the purpose of spreading their newly innovative
idea directly in front of target customers.
Advertising : Electro-cars Ltd can use the tactics of advertising in order to increasing the
awareness of the customer about the new and potential idea of environment friendly cars. An
effective advertisement Electro-cars Ltd can provide the overall information of the products such
as: specifications, features, price and quality of the newly introduced cars (Tuomikangas and
Kaipia, 2014).
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Promotional activities : Promotional activities are the most common form of marketing
concept. Electro-cars Ltd is willing to introducing their new category of cars, here they requires
rigorous promotion activities so that target customer will get to know about the product which
they are offering. Electro-cars Ltd can use such promotional activities- personal selling, sales
promotion, public relations and so on (Kjellsdotter Ivert and Jonsson, 2014).
1.2: Comparison between buyer behaviour and decision making process for Electro-cars Ltd
The above depicts points are five steps of buyer decision making process:
` Problem recognition : Need or problem recognition is the first step of buyer decision
making process. Here the problem is considered as the identification of the need on the basis of it
usually buyer try to recognize the problem and decide to address it. For example, customer
encountered with some type of problem with there existing cars, problems can be maintenance,
features are outdated, high price for services and so on. Here, Electro-cars Ltd needs to offer
their car which is more affordable for the end customer (Thomé, Sousa and Scavarda do Carmo,
2014).
Information search : As per according to the second step the buyer will search for the
information as per the basis of their needs. The information search process is based on the
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quality of choice which has to be made. Electro-cars Ltd needs to ensure the availability of the
information about their cars (Ivert , Dukovska-Popovska and Tuomikangas, 2015).
Evaluation of alternatives : Customer after getting the information about the products they
evaluates them with the alternatives and substitute products. Here, the product of Electro-cars
Ltd will be compare with the alternative products on the basis of various parameters such as
price, quality, comfortability etc (Hübner, Kuhn and Sternbeck, 2013).
Purchase decision : After the completion of all the above stated steps customer will their
purchase decision. They will go for the products which are fulfilling their needs and wants more
appropriately.
Post-purchase behaviour : The post purchase behaviour is considered with evaluation by
the customer tat the took the right decision or not. On the basis of their satisfaction level after the
purchase of the products (Swaim, Maloni and Mello, 2016).
There are two types of market B2B and B2C and the behaviour of buyers is different in these
markets. The decision making is different as in B2B the products sold are between two business
entities whereas in B2C the products are sold to the consumer and also the B2B is based on
logical and planned needs and B2C is according to emotional desires.
1.3 : Role of sales team in implementation of the marketing strategy of Electro-cars Ltd
The success of the business organization is somewhere depends on the effectiveness of
sales team. Here, Electro-cars Ltd also need to define the respective role and responsibility to
their employee in order to raising the profitability and success rate of their newly introduced
business plan. The sales team of Electro-cars Ltd need to assess following roles in their overall
marketing strategy:
Market segmentation : The market segmentation role to the sales team will assigned on
the basis of the products Electro-cars Ltd is providing. The sales team of Electro-cars Ltd will
segment the market as per according to the target customer and targeted area. The personal
selling technique will be more effective for the purpose of selling according to the target market
(Kjellsdotter, Dukovska-Popovska and Tuomikangas, 2015).
Strategy : This is the primary role of the sales team to make the strategy for the
development of the business. Electro-cars Ltd sales team need to formed their marketing strategy
on the basis of market segmentation. Each and every sales member is responsible for the
marketing activity in their respective allotted areas.
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Marketing plan : After the development of the overall marketing strategy of Electro-cars
Ltd, every sales team member is fully responsible for implementation of the marketing plan in
their respective area. Some of their responsibility are decide the promotional activity and price
for particularly their segment (Yu, Ramanathan and Nath, 2014).
Outcomes : This is the role and responsibilities of the sales team to putting effort in the
marketing strategy so that positive outcome can be generated out of that. The sales team of
Electro-cars Ltd have the role to meet the allotted target in given deadline and time frame. For
the purpose of improving the quality of outcome sales team needed to make integrating
marketing efforts and promote the team cohesiveness (Alvekrans, Lantz, and Snygg, 2016). The
sales team complete all the roles and responsibilities that will be beneficial to meet the
organization goals. They do all the work that have been given to them by their sales manager on
daily basis.
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TASK 2
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The sales presentation has been prepared for EE limited which is planning to start a mobile
payment system named as Barclaycard
EE limited expanding their contactless mobile payment system by introducing a deal wit
MasterCard
EE planning to sell the company's mini debit/credit card readers which allows customer to make
the payment by using their mobile phones
The device (Debit/Credit card readers) initially went on sale in 297 EE stores and with the help
of EE telesales channels
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Desktop card machine : It is an integrated card machine which is very useful for the businesses
with limited counter-top space
Portable card machine : These card machine is useful for the cafes and restaurant, it will make
the customer relax as there will be no need to standing in the queue
Mobile card machine : The mobile machines are useful for salesman and home delivery who
require to take the payment almost everywhere
Barclaycard anywhere : These machine is ideal for mobile businesses and traders who need to
sell their products at various locations
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Desktop card machine :In these the separate PIN pad is describing that not having to pass the
card reader back to the customer
Portable card machine :It allows to take a card reader everywhere around a store or showroom
Mobile card machine :Customer can feel safe making the purchases away from the shop
Barclaycard anywhere :It will also make feel safe to the customer at the time of making
payment
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