Sales Planning and Operations Analysis: L'Oreal Cosmetic Company
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This report provides a comprehensive analysis of L'Oreal's sales planning and operations. It begins with an introduction to Sales and Operations Planning, emphasizing its role in integrating business functions and enhancing sales and production management. The report then delves into Task 1, exploring how personal selling supports the promotion mix, comparing buyer behavior in different situations, and outlining the role of sales teams within marketing strategy. Task 3 focuses on developing sales strategies aligned with corporate objectives, the importance of rigorous recruitment, the impact of motivation and training on sales management, organizing sales activities for output control, and the use of databases in effective sales management. Task 4 presents a sales plan for L'Oreal, including opportunities for international sales and the use of exhibitions or trade fairs. The report highlights the significance of aligning sales strategies with corporate objectives, the importance of recruitment and selection procedures, and the role of motivation, remuneration, and training in sales management. It also emphasizes the use of databases for effective sales management and developing a sales plan for international expansion.

SALES PLANNING AND OPERATIONS
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Table of Contents
Introduction......................................................................................................................................3
Task 1...............................................................................................................................................3
1.1 How personal selling supports the promotion mix................................................................3
1.2 Compare buyer behaviour and decision making process in different situations...................4
1.3 Role of sales teams within marketing strategy......................................................................4
Task 2...............................................................................................................................................5
Task 3...............................................................................................................................................5
3.1 Develop sales strategies in line with corporate objectives....................................................5
3.2 Significance of applying rigorous recruitment and selection procedure...............................5
3.3 Role of effective motivation, remuneration and training on sales management...................6
3.4 Organize sales activity to control sales output......................................................................6
3.5 Use of database in effective sales management.....................................................................6
Task 4...............................................................................................................................................7
4.1 Develop sales plan for L’Oreal & 4.2 Opportunities for selling the products internationally
.....................................................................................................................................................7
4.3 Opportunities for using exhibitions or trade fairs..................................................................8
Conclusion.......................................................................................................................................8
References......................................................................................................................................10
Introduction......................................................................................................................................3
Task 1...............................................................................................................................................3
1.1 How personal selling supports the promotion mix................................................................3
1.2 Compare buyer behaviour and decision making process in different situations...................4
1.3 Role of sales teams within marketing strategy......................................................................4
Task 2...............................................................................................................................................5
Task 3...............................................................................................................................................5
3.1 Develop sales strategies in line with corporate objectives....................................................5
3.2 Significance of applying rigorous recruitment and selection procedure...............................5
3.3 Role of effective motivation, remuneration and training on sales management...................6
3.4 Organize sales activity to control sales output......................................................................6
3.5 Use of database in effective sales management.....................................................................6
Task 4...............................................................................................................................................7
4.1 Develop sales plan for L’Oreal & 4.2 Opportunities for selling the products internationally
.....................................................................................................................................................7
4.3 Opportunities for using exhibitions or trade fairs..................................................................8
Conclusion.......................................................................................................................................8
References......................................................................................................................................10

INTRODUCTION
Sales and Operations Planning is an integrated business management procedure through
which all the functions of the organization can be operated and managed. It includes an updated
forecast that helps in enhancing sales plan and production management of the specific industry
(Mansouri and et.al., 2015). The present research study has been made on L’Oreal which is a
French cosmetic company registered the head office in Paris. It is the world’s largest cosmetic
company and has developed activities in the domain of cosmetics (concentrating on makeup, hair
colour, skin care, and perfume). Thus, in this context, researcher has discussed the importance of
personal selling in supporting the promotional mix for organization and along with that,
discussion has also been laid on impact of buyer behaviour in purchase decision making
procedure.
Furthermore, in the study researcher has stated role of sales team in enhancing the
effectiveness of marketing strategies and how it should be aligned with corporate objectives of
L’Oreal. At the same time, discussion has been made regarding role of employee motivation and
remuneration in enhancing sales aspects of business entity. Database is required to develop for
the business entity because that helps in planning about all the improvements which should be
facilitated in the organization.
TASK 1
1.1 How personal selling supports the promotion mix
Personal selling is the activity in which sales person of L’Oreal emphasizes on enhancing
the selling aspects through using all the personal skills and abilities. It is also useful for the
company to adopt new methods and trends to manage the selling process. The major components
of personal selling are competency of sales representative in reaching towards the sales target.
Further, the product needs to be capable and useful so that it can change the purchase decision of
the customers (Krush and et. al., 2013). In this respect, it can be said that sales person of L’Oreal
is required to gather appropriate information about the customers so that they can sell suitable
products to the clients.
At the same time, sales representative of L’Oreal must have to derive particular
information about the products so that right sort of information can be delivered to the customers
Sales and Operations Planning is an integrated business management procedure through
which all the functions of the organization can be operated and managed. It includes an updated
forecast that helps in enhancing sales plan and production management of the specific industry
(Mansouri and et.al., 2015). The present research study has been made on L’Oreal which is a
French cosmetic company registered the head office in Paris. It is the world’s largest cosmetic
company and has developed activities in the domain of cosmetics (concentrating on makeup, hair
colour, skin care, and perfume). Thus, in this context, researcher has discussed the importance of
personal selling in supporting the promotional mix for organization and along with that,
discussion has also been laid on impact of buyer behaviour in purchase decision making
procedure.
Furthermore, in the study researcher has stated role of sales team in enhancing the
effectiveness of marketing strategies and how it should be aligned with corporate objectives of
L’Oreal. At the same time, discussion has been made regarding role of employee motivation and
remuneration in enhancing sales aspects of business entity. Database is required to develop for
the business entity because that helps in planning about all the improvements which should be
facilitated in the organization.
TASK 1
1.1 How personal selling supports the promotion mix
Personal selling is the activity in which sales person of L’Oreal emphasizes on enhancing
the selling aspects through using all the personal skills and abilities. It is also useful for the
company to adopt new methods and trends to manage the selling process. The major components
of personal selling are competency of sales representative in reaching towards the sales target.
Further, the product needs to be capable and useful so that it can change the purchase decision of
the customers (Krush and et. al., 2013). In this respect, it can be said that sales person of L’Oreal
is required to gather appropriate information about the customers so that they can sell suitable
products to the clients.
At the same time, sales representative of L’Oreal must have to derive particular
information about the products so that right sort of information can be delivered to the customers
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(Kibira and et.al., 2015). This will also aid in developing appropriate relationship among
customers and sales agent of L’Oreal. The aspect of personal selling needs to be appropriately
integrated with elements of marketing mix so that right products can be delivered to right users.
Moreover, all the elements of marketing should be included for encouraging the sales perspective
of L’Oreal.
1.2 Compare buyer behaviour and decision making process in different situations
Customer decision making process wherein customers at the initial stage identifies the
need to be fulfilled. Afterwards need identification, customer prefer to search for diverse
alternatives whereby products can be acquired. Then, several alternatives are evaluated and
according to that, purchase of product is made.
Buying behaviour is different both in the case of B2B and B2C segments and this also
changes the sales pattern of L’Oreal. In this respect, it can be said that sales person of L’Oreal
needs to be highly influencing so that purchase decision of customers can be changed. Sales
representative of L’Oreal needs to promote the products in effective manner so that customers
can also promote the services to other end users (Keyhanian and Rabbani, 2015). These
specifications exist under B2C selling; however in the case of B2B, business entities needs to be
highly impressive so that customers change their purchase decisions.
customers and sales agent of L’Oreal. The aspect of personal selling needs to be appropriately
integrated with elements of marketing mix so that right products can be delivered to right users.
Moreover, all the elements of marketing should be included for encouraging the sales perspective
of L’Oreal.
1.2 Compare buyer behaviour and decision making process in different situations
Customer decision making process wherein customers at the initial stage identifies the
need to be fulfilled. Afterwards need identification, customer prefer to search for diverse
alternatives whereby products can be acquired. Then, several alternatives are evaluated and
according to that, purchase of product is made.
Buying behaviour is different both in the case of B2B and B2C segments and this also
changes the sales pattern of L’Oreal. In this respect, it can be said that sales person of L’Oreal
needs to be highly influencing so that purchase decision of customers can be changed. Sales
representative of L’Oreal needs to promote the products in effective manner so that customers
can also promote the services to other end users (Keyhanian and Rabbani, 2015). These
specifications exist under B2C selling; however in the case of B2B, business entities needs to be
highly impressive so that customers change their purchase decisions.
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1.3 Role of sales teams within marketing strategy
Sales team of L’Oreal is required to handle a lot of responsibilities such as development
of sales plan, development of products and services and promoting the products to the market
place. The sole purpose of sales team is to prepare effective marketing plan so that they can
emphasize on needs of prospective buyers from indifferent markets and identify their needs to
offer them relative products and services. Sales team of L’Oreal also focuses on developing sales
target on the basis of which entire sales activities of L’Oreal can be conducted. This is also
essential for the purpose of convincing the customers (Johnston and Marshall, 2013). In respect
to L’Oreal, sales team helps in formulating marketing strategy wherein they focus on creating
more customer oriented products. This has a direct impact on profitability and success facets of
the business entity. Further, sales team of L’Oreal also organize several campaigns and
marketing activities for the purpose of encouraging customers towards more purchase.
TASK 2
Covered in PPT
TASK 3
3.1 Develop sales strategies in line with corporate objectives
Sales strategy of L’Oreal must be aligned with corporate objectives so that all the
operations can be managed appropriately. Long term sustainability and competitive advantage
can be acquired with the help of corporate objectives and sales is one such dimension through
which corporate objectives of L’Oreal can be met. Furthermore, this can also assist L’Oreal to
emphasize only on ethical and legal practices so that issues and challenges prevailing in the
business can be eradicated (Ivert and et.al., 2015). With the help of corporate objectives, all the
major activities of L’Oreal can be performed through emphasizing on customer oriented
approaches. This is also vital for increasing the opportunities of growth and profitability. Sales
strategy is useful for L’Oreal for the purpose of enticing more customers towards the products
and services.
3.2 Significance of applying rigorous recruitment and selection procedure
Recruitment and selection is a process wherein the business entities selects suitable
candidates for managing organizational operations and tasks. People are appointed and recruited
Sales team of L’Oreal is required to handle a lot of responsibilities such as development
of sales plan, development of products and services and promoting the products to the market
place. The sole purpose of sales team is to prepare effective marketing plan so that they can
emphasize on needs of prospective buyers from indifferent markets and identify their needs to
offer them relative products and services. Sales team of L’Oreal also focuses on developing sales
target on the basis of which entire sales activities of L’Oreal can be conducted. This is also
essential for the purpose of convincing the customers (Johnston and Marshall, 2013). In respect
to L’Oreal, sales team helps in formulating marketing strategy wherein they focus on creating
more customer oriented products. This has a direct impact on profitability and success facets of
the business entity. Further, sales team of L’Oreal also organize several campaigns and
marketing activities for the purpose of encouraging customers towards more purchase.
TASK 2
Covered in PPT
TASK 3
3.1 Develop sales strategies in line with corporate objectives
Sales strategy of L’Oreal must be aligned with corporate objectives so that all the
operations can be managed appropriately. Long term sustainability and competitive advantage
can be acquired with the help of corporate objectives and sales is one such dimension through
which corporate objectives of L’Oreal can be met. Furthermore, this can also assist L’Oreal to
emphasize only on ethical and legal practices so that issues and challenges prevailing in the
business can be eradicated (Ivert and et.al., 2015). With the help of corporate objectives, all the
major activities of L’Oreal can be performed through emphasizing on customer oriented
approaches. This is also vital for increasing the opportunities of growth and profitability. Sales
strategy is useful for L’Oreal for the purpose of enticing more customers towards the products
and services.
3.2 Significance of applying rigorous recruitment and selection procedure
Recruitment and selection is a process wherein the business entities selects suitable
candidates for managing organizational operations and tasks. People are appointed and recruited

in L’Oreal as per their skills and abilities. For L’Oreal, it is essential to have a suitable approach
for recruitment and selection so that skilled and efficient candidates can be selected for the
operations. This will also assist the entity to deliver prominent services to the customers
whenever required (Hoyer and Maclnnis, 2012). For example- the main purpose of L’Oreal is to
sell cosmetic products to the consumers; henceforth for the same it is essential for the entity to
recruit only those candidates who have the capability to sell maximum quantity of products and
services. While recruiting people at L’Oreal, it is significant to analyze their selling skills so that
they can satisfy the customers through selling effective products. Henceforth, rigorous
recruitment procedure is required to be followed at L’Oreal because the entity directly deals with
customers.
3.3 Role of effective motivation, remuneration and training on sales management
Motivation is a process in which employer uses diverse techniques to enhance the
encouragement level of employees and this also aids the business entities to retain the talented
people for longer time span. With the help of motivation, L’Oreal can build up the possibilities
of sales and profitability because motivated employees always give the best outcomes to the
organization. There are several activities through which motivation of employees can be
encouraged such as team building aspects, providing benefits according to determined targets
and remuneration (Honey, Ford and Simintiras, 2003). In this respect, L’Oreal can provide
monetary as well as non-monetary benefits to the employees so that they can contribute more in
encouraging the sales perspective. Sales management is an essential aspect that needs to be
managed in such a way so that it can increase the productivity and performance aspects. L’Oreal
can provide benefits related to remuneration to the employees so that they can emphasize on
selling maximum number of quantities (Noonan, 2010).
3.4 Organize sales activity to control sales output
In terms of deciding sales output for L’Oreal, it is vital for the sales representative to
organize a marketing campaign so that products can be sold appropriately. In this respect, sales
control measures should be adopted so that performance of L’Oreal can be amended. Sales
budget should be developed so that accordingly all the activities can be managed and this is also
useful for the purpose of utilizing all the organizational resources in appropriate manner (Gray,
2010). Similarly, L’Oreal should also set performance standards so that each and every employee
for recruitment and selection so that skilled and efficient candidates can be selected for the
operations. This will also assist the entity to deliver prominent services to the customers
whenever required (Hoyer and Maclnnis, 2012). For example- the main purpose of L’Oreal is to
sell cosmetic products to the consumers; henceforth for the same it is essential for the entity to
recruit only those candidates who have the capability to sell maximum quantity of products and
services. While recruiting people at L’Oreal, it is significant to analyze their selling skills so that
they can satisfy the customers through selling effective products. Henceforth, rigorous
recruitment procedure is required to be followed at L’Oreal because the entity directly deals with
customers.
3.3 Role of effective motivation, remuneration and training on sales management
Motivation is a process in which employer uses diverse techniques to enhance the
encouragement level of employees and this also aids the business entities to retain the talented
people for longer time span. With the help of motivation, L’Oreal can build up the possibilities
of sales and profitability because motivated employees always give the best outcomes to the
organization. There are several activities through which motivation of employees can be
encouraged such as team building aspects, providing benefits according to determined targets
and remuneration (Honey, Ford and Simintiras, 2003). In this respect, L’Oreal can provide
monetary as well as non-monetary benefits to the employees so that they can contribute more in
encouraging the sales perspective. Sales management is an essential aspect that needs to be
managed in such a way so that it can increase the productivity and performance aspects. L’Oreal
can provide benefits related to remuneration to the employees so that they can emphasize on
selling maximum number of quantities (Noonan, 2010).
3.4 Organize sales activity to control sales output
In terms of deciding sales output for L’Oreal, it is vital for the sales representative to
organize a marketing campaign so that products can be sold appropriately. In this respect, sales
control measures should be adopted so that performance of L’Oreal can be amended. Sales
budget should be developed so that accordingly all the activities can be managed and this is also
useful for the purpose of utilizing all the organizational resources in appropriate manner (Gray,
2010). Similarly, L’Oreal should also set performance standards so that each and every employee
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can meet the expected sales target. This is also essential for the purpose of controlling
organisational work processes in effective manner. Sales activities of L’Oreal can be improved
through setting several targets as per the performance objectives.
3.5 Use of database in effective sales management
Database plays essential role in sales management in which L’Oreal can keep record of
each and every aspect so that business can analyze if resources are properly utilized and
allocated in all the activities (Goh and Eldridge, 2015). With the help of database, L’Oreal can
maintain record system of each and every aspect regarding selling of products and at the same
time, information about the customers can also be collected respectively. However, database
needs to be protected with security password and pins so that only authorized persons can access
the data. Similarly, it is also crucial for L’Oreal to maintain database because that showcases
how the company has arranged better services for the customers. With the help of suitable
database, L’Oreal can emphasize on specific market share wherein company can sell most of the
products and services.
TASK 4
4.1 Develop sales plan for L’Oreal & 4.2 Opportunities for selling the products internationally
Aim- To introduce new product line of L'Oreal
Date- 21/12/16
Objectives-
To introduce innovative product line in regard to improve business image in market.
To improve business sales and profitability in UK market.
To involve skilled workforce and promote the products among target segment.
To gain better image in cosmetic industry by overcoming rivals producing similar
products such as Lakme (Krush and et. al., 2013).
Tactics-
To use effective promotional campaign such as Facebook, Twitter, Youtube etc.
Develop competitive pricing strategy and give tough competition to rivals.
Developing marketing plan and attract particular target segment (Leon, 2014).
organisational work processes in effective manner. Sales activities of L’Oreal can be improved
through setting several targets as per the performance objectives.
3.5 Use of database in effective sales management
Database plays essential role in sales management in which L’Oreal can keep record of
each and every aspect so that business can analyze if resources are properly utilized and
allocated in all the activities (Goh and Eldridge, 2015). With the help of database, L’Oreal can
maintain record system of each and every aspect regarding selling of products and at the same
time, information about the customers can also be collected respectively. However, database
needs to be protected with security password and pins so that only authorized persons can access
the data. Similarly, it is also crucial for L’Oreal to maintain database because that showcases
how the company has arranged better services for the customers. With the help of suitable
database, L’Oreal can emphasize on specific market share wherein company can sell most of the
products and services.
TASK 4
4.1 Develop sales plan for L’Oreal & 4.2 Opportunities for selling the products internationally
Aim- To introduce new product line of L'Oreal
Date- 21/12/16
Objectives-
To introduce innovative product line in regard to improve business image in market.
To improve business sales and profitability in UK market.
To involve skilled workforce and promote the products among target segment.
To gain better image in cosmetic industry by overcoming rivals producing similar
products such as Lakme (Krush and et. al., 2013).
Tactics-
To use effective promotional campaign such as Facebook, Twitter, Youtube etc.
Develop competitive pricing strategy and give tough competition to rivals.
Developing marketing plan and attract particular target segment (Leon, 2014).
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KPI's-
Attracting high class women segment
Providing the best quality products and satisfy clients’ needs
Achieving high market share
Enhancing profitability ratio
It could be evident that L’Oreal; can enhance their sales of White Perfect cream by
selling the products internationally and attracting consumers around the globe. Thus, it is
essential for firm to improve its brand image in market and thus identify the available rivals in
cosmetic industry and develop appropriate product category so that more number of consumers
can be attracted towards the firm. Hence, it is essential for firm to improve its marketing
planning and enter into different markets such as Europe, Asia and Latin America which would
result into enhancing market share of firm (Goh and Eldridge, 2015). Through such expansion
L'Oreal can expand its business size and attract various customers so that they can reach
international market.
For this, business aims to undertake effective promotional platform such as using social
media tools i.e. Facebook, Youtube and Twitter to influence wide range of consumers around the
globe. These are considered as the best method through which L;Oreal can sell their White
Perfect cream in international market and satisfy the needs of consumers. Business should also
review the needs and preferences of target market consumers and then prepare the product
accordingly. Thus, it would result in enhancing the sales of product internationally without
having any political interventions at the time of entering new market (Hoyer and Maclnnis,
2012).
4.3 Opportunities for using exhibitions or trade fairs
Trade fairs and exhibitions both are important for L’Oreal because that helps the business
entity to promote the products and services in effective manner. L’Oreal has several
opportunities for growth and profitability through using trade fairs and exhibitions. This is also
useful for promoting the products to different market segments (Adamczak Domański and
Cyplik, 2013). Awareness can be generated among customers regarding the availability of
products and services and this is also essential for the purpose of enhancing customer base and
Attracting high class women segment
Providing the best quality products and satisfy clients’ needs
Achieving high market share
Enhancing profitability ratio
It could be evident that L’Oreal; can enhance their sales of White Perfect cream by
selling the products internationally and attracting consumers around the globe. Thus, it is
essential for firm to improve its brand image in market and thus identify the available rivals in
cosmetic industry and develop appropriate product category so that more number of consumers
can be attracted towards the firm. Hence, it is essential for firm to improve its marketing
planning and enter into different markets such as Europe, Asia and Latin America which would
result into enhancing market share of firm (Goh and Eldridge, 2015). Through such expansion
L'Oreal can expand its business size and attract various customers so that they can reach
international market.
For this, business aims to undertake effective promotional platform such as using social
media tools i.e. Facebook, Youtube and Twitter to influence wide range of consumers around the
globe. These are considered as the best method through which L;Oreal can sell their White
Perfect cream in international market and satisfy the needs of consumers. Business should also
review the needs and preferences of target market consumers and then prepare the product
accordingly. Thus, it would result in enhancing the sales of product internationally without
having any political interventions at the time of entering new market (Hoyer and Maclnnis,
2012).
4.3 Opportunities for using exhibitions or trade fairs
Trade fairs and exhibitions both are important for L’Oreal because that helps the business
entity to promote the products and services in effective manner. L’Oreal has several
opportunities for growth and profitability through using trade fairs and exhibitions. This is also
useful for promoting the products to different market segments (Adamczak Domański and
Cyplik, 2013). Awareness can be generated among customers regarding the availability of
products and services and this is also essential for the purpose of enhancing customer base and

satisfaction aspects. Participating in trade fairs and exhibitions is quite essential for L’Oreal
because that maximizes the product categories and services.
CONCLUSION
Summing up the entire study, it can be said that L’Oreal needs to emphasize more on
international and global marketing so that brand identity can be enhanced. At the same time, it is
also essential for the entity to focus on trade fair and exhibition so that products of L’Oreal can
be promoted on higher extent. This can also amend the opportunities of selling the products in
larger quantity.
because that maximizes the product categories and services.
CONCLUSION
Summing up the entire study, it can be said that L’Oreal needs to emphasize more on
international and global marketing so that brand identity can be enhanced. At the same time, it is
also essential for the entity to focus on trade fair and exhibition so that products of L’Oreal can
be promoted on higher extent. This can also amend the opportunities of selling the products in
larger quantity.
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REFERENCES
Adamczak, M. Domański, R. and Cyplik, P., 2013. Use of sales and operations planning in
small and medium-size.
Adamczak, M. Domański, R. and Cyplik, P., 2013. Use of sales and operations planning in
small and medium-size.
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Goh, S. H. and Eldridge, S., 2015. New product introduction and supplier integration in sales and
operations planning: Evidence from the Asia Pacific region. International Journal of
Physical Distribution & Logistics Management. 45(9/10). pp. 861-886.
Gray, D. C., 2010. Sales and Operations Planning Standard System: With Reference Software.
Trafford Publishing.
Honey, E. D., Ford, J. B. and Simintiras, A. C., 2003. Sales Management: A Global Perspective.
Psychology Press.
Hoyer, D. W. and Maclnnis, J. D., 2012. Consumer behavior. Cengage Learning.
Ivert, L.K. and et.al., 2015. Sales and operations planning: responding to the needs of industrial
food producers. Production planning & control. 26(4). pp.280-295.
Johnston, M. W. and Marshall, G. W., 2013. Sales Force Management: Leadership, Innovation,
Technology. Routledge.
Keyhanian, S. and Rabbani, M., 2015. Revenue and turn–over based joint pricing and production
planning for an integrated financial lease–sales system: a new mathematical model.
International Journal of Operational Research. 22(3). pp.310-341.
Kibira, D. and et.al.,2015, September. Analysis of Standards Towards Simulation-Based
Integrated Production Planning. In IFIP International Conference on Advances in
Production Management Systems. Springer International Publishing.
Krush, M. T. and et. al., 2013. Enhancing organizational sensemaking: An examination of the
interactive effects of sales capabilities and marketing dashboards. Industrial Marketing
Management. 42(5). pp. 824-835.
Mansouri, S.S. and et.al., 2015. Integrated process design and control of reactive distillation
processes. IFAC-PapersOnLine. 48(8). pp.1120-1125.
Noonan, C., 2010. Sales Management. Taylor and Francis.
operations planning: Evidence from the Asia Pacific region. International Journal of
Physical Distribution & Logistics Management. 45(9/10). pp. 861-886.
Gray, D. C., 2010. Sales and Operations Planning Standard System: With Reference Software.
Trafford Publishing.
Honey, E. D., Ford, J. B. and Simintiras, A. C., 2003. Sales Management: A Global Perspective.
Psychology Press.
Hoyer, D. W. and Maclnnis, J. D., 2012. Consumer behavior. Cengage Learning.
Ivert, L.K. and et.al., 2015. Sales and operations planning: responding to the needs of industrial
food producers. Production planning & control. 26(4). pp.280-295.
Johnston, M. W. and Marshall, G. W., 2013. Sales Force Management: Leadership, Innovation,
Technology. Routledge.
Keyhanian, S. and Rabbani, M., 2015. Revenue and turn–over based joint pricing and production
planning for an integrated financial lease–sales system: a new mathematical model.
International Journal of Operational Research. 22(3). pp.310-341.
Kibira, D. and et.al.,2015, September. Analysis of Standards Towards Simulation-Based
Integrated Production Planning. In IFIP International Conference on Advances in
Production Management Systems. Springer International Publishing.
Krush, M. T. and et. al., 2013. Enhancing organizational sensemaking: An examination of the
interactive effects of sales capabilities and marketing dashboards. Industrial Marketing
Management. 42(5). pp. 824-835.
Mansouri, S.S. and et.al., 2015. Integrated process design and control of reactive distillation
processes. IFAC-PapersOnLine. 48(8). pp.1120-1125.
Noonan, C., 2010. Sales Management. Taylor and Francis.

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