Sales Planning and Operations Report - Marketing Strategies Analysis

This report delves into sales planning and operations, examining how personal selling enhances advertising and promotional activities within the context of Elector-car Limited. It compares buyer behavior and decision-making processes in both B2B and B2C environments, providing insights into the differences between rational and emotional buying behaviors. The report analyzes the critical role of sales teams in implementing overall marketing strategies, emphasizing their responsibilities in creating marketing plans, increasing sales, and building customer relationships. It explores the development of sales strategies aligned with corporate objectives, recruitment, and selection procedures. The role of motivation, remuneration, and training in sales management are evaluated, along with how sales management organizes sales activities to control output. Furthermore, it includes a sales plan development for a product or service, and opportunities for international selling and using exhibitions or trade fairs are also investigated, using Acrylic Fabricators Limited as a case study. The report concludes with a synthesis of the key findings and recommendations for effective sales management.

Sales Planning and Operations

Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
1.1Explain how personal selling can enhance advertising and sales promotions activities........3
1.2 Compare the buyer behaviour and decision-making process within B2B and B2C.............4
1.3 Analyse the role of the sales teams in implementation of the overall marketing strategy....5
TASK 2............................................................................................................................................6
Attached in PPT..........................................................................................................................6
TASK 3............................................................................................................................................6
3.1 Explain sales strategies are developed in line with corporate objectives..............................6
3.2 Explain the role of recruitments and selection procedure.....................................................7
3.3 Evaluate the role of motivation, remuneration and training in sales management...............8
3.4 Explain how sales management and organise sales activity in order to control of sales
output...........................................................................................................................................9
3.5 Explain the use of database in effective sales management................................................10
TASK 4..........................................................................................................................................10
4.1 Develop a sales plan for a product or a service...................................................................10
4.2 Investigate opportunities for selling internationally...........................................................11
4.3 Investigate opportunities for using exhibitions of trade fairs..............................................11
CONCLSION ................................................................................................................................12
REFERENCES..............................................................................................................................12

INTRODUCTION
It is very necessary for each and every organisation to make sales plan so, they can
effectively increase sales in target market. In the research project in that there is first portion in
that there is a mainly discussion how personal selling support the promotional mix in context to
Elector-car limited. Therefore, there is an also description on B2B buyer behaviour and B2C
buyer behaviour and purchase decision-making. Furthermore, there is an also study how trade
fair increase international opportunities to sales product in regard to Acrylic Fabricators limited
in emerging market.
TASK 1
1.1Explain how personal selling can enhance advertising and sales promotions activities
Recently Elector-car limited an issue as there is lack of experienced workers involved
within organisation and now they have no single professional sales personnel. It is essential for
the organisation to conduct training for the purpose of enhancing their efficiency level so, they
achieve firms' objectives in effective manner (Hahn and Kuhn,2011). The personal selling is a
part of promotional mix that are adopted by most of organisation to promote their product or
service in target market to retain more customers. The Elector-car limited use personal selling
and sale promotion activities so, they can easily improved their advertisement. Thus, it has been
explained below-
 Personal selling- It is the most popular process in which a company can easily deliver
products or services to its clients directly. Thus, there is a face to face interaction among
customers so, they can easily convince its customers by deliver information effectively. It
will directly enhance Elector-car limited advertisement as it able them to understand the
clients demand regard to product in effective manner. Therefore, they can easily satisfy
its customers requirement if they already know their needs.
 Promotional activities- The activities involved in promotional are the public relations,
sales promotion, direct marketing and sales promotion etc. The elements involve in
promotional mix able the Elector-car limited to retain more customer in target market. It
directly impact on company's sales of its product in effective manner that directly achieve
company's objectives.
Personal selling strategy supports the promotional mix

The Elector-car limited adopt the promotional selling strategy in which that allow them to
effectively make modification in goods as it facilitate them to understand the needs of customers.
The aim of company regard to advertisement is to retain more customer in the target market and
earn more profit by increasing their product sales ( Heizer and Barry,2013). Therefore, for this
purpose the cited organisation adopts the personal selling approach that helps them to identify
the customer's demands relate to goods or services. It assist them to respond customer by proper
listening and get view as well as opinions from customers which directly able them to promote
company's product as the customer's expectation. Thus, it resultant into improves the
advertisement of cited company and personal selling effectively supporting the promotional mix.
It can be explained with the help of example, Elector-car limited use sales promotion strategy in
which it able them to enhance their sales of product. It is only possible when they offer them a
discount offers as well as special schemes in the potential target market. Thus, it aid them to
highly retain its potential customers and its also enhance their brand value in its customer's mind.
It will promote the promotional mix by adopting personal selling it facilitate them to interacting
directly to its customers (Hahn and Kuhn,2011). The marketing tool provide information to its
customers in that they deliver products benefits and enhance awareness in the potential target
market.
1.2 Compare the buyer behaviour and decision-making process within B2B and B2C
The Elector-car limited offer a new and second hand car product in the target market by
identifying its potential customers. For this purpose they make comparison of B2B and B2C
buyer behaviour and the decision-making process so, they can enhance company's sales in
effective manner. Business 2 Business is that in which there is a one firm transacts commercially
with another. Whereas in Business 2 consumers in that transaction take placed among consumer
and firm directly for the final products or services. Therefore, there are rational and emotional
buying behaviour factor exist between B2B and B2C.These are as follows-
Comparison of buyer behaviour in B2B and B2C
The buying behaviour among business 2 business is a professional as it involve a
engineers, financiers, director, lawyers etc. Thus, they regular deal with the various supplier
frequently as they are already well-experience and informed about the behaviour of supplier. It
can be known as rational buying behaviour of B2B in the target market. On contrast, the

Business 2 consumer are the those person who are not buying product or services from the
market as a rational. It usually a those consumers who belongs to family member such as
husband, wife and children etc. as the behaviour of these people at the time of purchasing is a
emotional. They are not highly expertise in purchasing product and it involve a lack of
knowledge as well as experience. It only consider product's price, benefits and feature at the time
of purchasing goods or services.
Comparison of decision-making process in B2B and B2C
B2B decisions regard to any product or services are more complex nature as the decision
are taken by more than one individuals. It involve a various employees and one specialized in
different field as they are more accountable for its judgements. Therefore, in the B2C in which
there is a less complex than B2C as it involve emotional and rational needs at the personal level.
On the hand, in the B2B in that it involve two type of needs are the company and personal level
needs. It can be explained with an example the high-class consumers prefer high-price products
and low-income group consumer purchase low-price products that is the main reason of
emotional behaviour.
1.3 Analyse the role of the sales teams in implementation of the overall marketing strategy
The market strategy of any organisation in which there are various activities and
operation done that allow the firm to reach their potential customers in effective manner.
Therefore, the Elector-car limited adopts a marketing-mix strategy in which there is a vital
element involve in it are the product, price, promotion and place ( Miller,2012). For this purpose,
the cited company hire a sales team who play a vital role in implementing this marketing-mix
strategy. It facilitate the company to enhance its sales of goods by hiring a sales team. Therefore,
the main responsibilities of sales team is that to create a marketing plan, increase company's sales
and build strong relationship with customers.
The sales team take feedback from customers for the purpose of increase satisfaction
level through listening their problem and needs regard to product. Accordingly, the Elector-car
limited sales team develop a market plan after analysing the target market needs and demands. It
facilitate them to deliver a high-quality of product and other benefits so, company sales increase
in a desired manner. Apart from this, the sales team are those who encourage its consumer
towards product by effectively describe product's information. It involve product' price, benefits,

features and warrantee. It directly resultant to increase profit, enhance customer loyalty and
brand value of a company.
The another marketing strategy is a modern sales marketing in which the Elector-car
limited adopt digital marketing in that they can easily place product or service over the internet.
It is the best approach to attract a large number of customers through online platform at one
place.
TASK 2
Attached in PPT
TASK 3
3.1 Explain sales strategies are developed in line with corporate objectives
The organisation can able to enhance their sales by adopting sales strategy that are
matched with the corporate objectives. The main aim of sales strategy is that to increase
company''s sales in a particular time framework. Whereas, the corporate objectives is that type of
statement which give proper direction to attain the company's objectives in effective manner. The
Acrylic Fabricators design a sales strategies that are well-planned by considering corporate
objectives. It facilitate them to attain the organisation's sales target by sales presentation, order
generation, prospect identification and policy formation etc. Therefore, there are some corporate
objectives of cited company regard to sales strategies which are described below-
 To increase the customers trust and loyalty,
 Establish and develop a best approach to compete with competitors
 Capture a high market share and enhance brand value.
 Gain competitive advantages
The Acrylic Fabricators company is UK based organisation who offer a wide range of
products such as knife, teaspoons, Forks and plastic cups etc. in the target market. Thus, to beat
with competitors in catering industry they develop a unique products in various target market to
effectively achieved corporate objectives ( Renz, 2016). The cited company adopt the STP
market strategy in which they categorised the large market into a small as per similar

characteristics so, they can easily target a single market segmentation. It facilitate them to make
positioning by offer them innovative products in that target market to increase company's brand
image in the mind of its customers.
` The another sales strategy adopt by company is the BCG Matrix it assist them to capture
a high market share and it also enhance market growth. Apart from this, this strategy also help
firm to increase company's product sales and enhance customer's loyalty, build brand image and
gain competitive advantages. Thus, the sales activities can be done through company's sales
strategy that aid them to achieve company's objectives. The main objectives of STP and BCG
matrix strategies able them to increase profit, market growth, market penetration and leadership
etc. The BCG matrix strategies is that portfolio that are in four major parts are Cash Cows, Stars,
Dogs and Question mark. Thus, it has been analysed company's position by adopting this
strategy that shows it have a Cash Cows and Stars. It can be explained further the company
capture a high market share and growth which shows that company's stars are better. On contrast
company deliver a social benefits to its customers in target market due to which there is not
much generate sales.
3.2 Explain the role of recruitments and selection procedure
The company can hire a potential candidate's within the organisation so, they can
effectively increase sales. For this, recruitment and selection procedures play a significant role in
pooling a large candidate so, they can easily finding out the most capable person and put them at
right place at right position. Therefore, the recruitment can be define as it select a suitable
candidate by matching their skills as well as knowledge with company's requirement. Whereas,
selection means appoint a most capable candidate from the large pool application for the
company. Acrylic Fabricators company adopts the recruitment and selection procedures in which
they play its role in effective manner that are describe below-
 Enhance company's reputation- The process used by company able them to place a
suitable candidate at right place as per their qualification and knowledge etc. Thus, it will
increase confidence in employees that enforce them to put their efforts effectively which
develop a high-quality products ( Misra and Nair, 2011). It directly increase company's
reputation and enhance brand image in its customers mind. The cited company use
external approach in the recruitment process for which they can able to pool fresh talent

within organisation. Therefore, they put their innovative ideas due to which it create a
unique goods that will increase company's brand value.
 Minimize cost of training- The company who adopt the external sources that assist them
to hire a talented candidate within firm ( Miller,2012). Therefore, there is no need to
invest a huge amount of money on training and development as they are already expertise
in their field. It will reduce the cost of training and development of cited organisation.
 Increase productivity and profitability- The recruitment and selection procedure able
company to place a right candidate at right position. It place them according to its
qualification background it able them to put more efforts within the organisation that
directly leads to increase company's sales and productivity.
3.3 Evaluate the role of motivation, remuneration and training in sales management
Motivation means increasing interest and confidence in the employees by motivate them
towards work so, they can put their maximum efforts in desired manner. The company adopts
motivational theories for the purpose of motivate the staff workers by increment in salary, bonus,
incentive plan and promotion.
Remuneration can be define as increment in employee's salary it can be given by
employer as per the workers performance. For this, they adopt performance appraisal techniques
that facilitate them to measure the employees performance and increase salary those who
perform well.
Training means enhancing employee's skills, knowledge and capability so, they can able
to perform well in their job. It is only possible when company conduct training sessions in which
the staff workers get knowledge about their job and improves skill by work on model.
The above factors are interconnected with each other in the Acrylic Fabricators company
there are large number of workers done job. Therefore, they are come from various country as
they have a different view points and vary in their knowledge which creates conflict among
individuals. For this, to motivate them company adopt a remuneration system in which they
increment in employee's salary to those who are higher performer ( Renz, 2016). It will directly
motivate staff workers which influence them to done work in most effective manner. Therefore,
the training also plays a important role as it will motivate the employees if there is an increase in
their skills and knowledge regard to their job.

3.4 Explain how sales management and organise sales activity in order to control of sales output
The sales management of Acrylic Fabricators company play a important role in
influencing them to organised sales activities in effective manners which directly able them in
controlling sales output of an organisation. Therefore, they adopt process which are describe
below-
 First stage- The main role of sales management is that to measure company goals for the
future time period. Thus, these goals able them to give proper direction that are needed
for the sales activities, it able them to set boundaries as well as milestones for company.
In that manner, they can effectively utilize resource which reduce wastage.
 Second stage- The sales management describe sales activities that are essential for a
company and assign characteristics accordingly ( Wang, Hsieh and Hsu,2012). It involves
cost of raw material, overhead and other expenses, team members etc. Thereafter, sale
management can effectively made the schedule regard to sales activity as well as
compartmentalizes into the time framework. It directly optimising both cost and
manpower in effective manner.
 Third stage- It is that stage in which management of sales monitoring the overall process
whether all the function are run correctly or not.
 Last stage- In these stage a sales management track the record regard to sales activities
which assist them to know company's strength and weakness.
The cited company adopt push or pull strategy for which sales management can easily
able to control sales output. Therefore, in the push strategy it determine the needed outcomes
through estimation that are highly based upon the different data ( Wang, O’brien and Li, 2010).
On contrast, pull strategy also determined sales output through measure the current demand in
the potential target market of their goods or services.
Apart from this, they also design a sales structure in that they can easily identify growth
opportunities so, they able them in enhancing company's sales in effective way. As per the sales
plan they can easily maintain different resources such as financial, human resources and physical
resource etc. The plan provide a direction to a company for which they can easily target those
market that improves sales. Thus, it involve a sales budget through which they can effectively
use their resources without increase cost to a firm. The cited company adopt sales strategies
under which it will help them in increasing firm's sales in potential areas.

3.5 Explain the use of database in effective sales management
Database plays a very important role in managing the sales activities that are done by a
company. It facilitate the sales team to store data relate to sales and also information about
customers in the database. Therefore, the company easily review their performance by analysing
sales activities in that they know annual profit through sales figure (Wallace,2010). It facilitate
them to know their strength and weakness in terms of financial position. Thus, it able them to
understand that their sales strategies is effective for firm or not according to which they control
their sales output.
Database management is used by cited company in that they keep record regard to sales
in accurate manner. It also able them to manage and organise its sales activities to determined it
sales figure. It also facilitate them to know their current performance by make comparison from
previous year sales.
TASK 4
4.1 Develop a sales plan for a product or a service
Curry is a electrical retailer company which operate their business in UK and Ireland.
They introduce a home appliances product for which they made a sales plan to target the Brazil
market. The sales plan of as company are as follows-
 Value of product- The curry offer a wide range of goods or services it mainly include
appliances, cookers, sandwich Toaster, kitchen appliances etc. They are high-quality
product that give them long term durability and it available in different colours and
various size etc( Storbacka, Polsa and Sääksjärvi, 2011). Apart from this, product have a
unique feature that are available at different design which give excellent experience to its
customers.
 Position- Curry company offer a electrical machines that perform a various functions that
include heating, cooling, cleaning etc. at variety of size and colours.
 Pricing- Company adopt premium pricing strategy to sales it home appliances product in
the Brazil market as they are available at high-quality which enhance brand.
 Long term and short-term goals- The short-term goals of cited company is to enhance
their sales in the next financial year 2017 is about 30% and thereafter the long-term goals
of a firm is that to increase sales in next 2018 financial year is about 60%

 Location- Curry electrical company place their home appliances goods in the Brazil
market.
 Advertisement- The cited company promote its product or services through social
media, newspaper, televisions and trade fairs etc.
4.2 Investigate opportunities for selling internationally
Globalization facilitate an opportunities to most companies to sales their products or
services across boarders. Curry is a retailer company who recently run their business operation in
UK and now they want to expand their business across boarders. Therefore, they decide to
expand their business in developing countries in which they conduct market research to know the
customers needs and desires.
The researcher investigate shows that people of developed countries are highly demand
of home appliances as they are willing to buy these products ((Wang and Hsu, 2010 ). Therefore,
they placed questionnaire in that developed countries in which they analysed that customer need
cooler, A/C and Kitchen appliances etc. Accordingly, Curry company design sales plan to
effectively increase sales of its product or service in effectively manner.
4.3 Investigate opportunities for using exhibitions of trade fairs
Trade fair is that type of event in which it facilitate the firm to display their products or
service effectively. Thus, in these event company show off its goods or service in a large crowd
in that the people come together to obtain the information regard to company's goods. They can
easily make comparison with the other company's brand product who are deal in same type of
business ( (Feng and Pang,2010 ) ). The company who first launch its new product in new target
market can opt trade fair option that help them to aware customers in these event.
The main objectives of curry company is that to increase sale about 30% in financial year
2017 and 60% in 2018 financial year. For this purpose they target Brazil market to offer the new
home appliances to increase sale as well as enhance brand image. Therefore, the sales
departments of curry realize that trade fair is the best promotional strategy to increase awareness
in the minds of Brazil customers. Now, they organise international trade fair that able them to
place their new product and increase customer demand in effective manner.

CONCLSION
Summing up the whole report it has been concluded that elector-car limited able to
promote their products or services by adopting personal selling promotional mix strategy. It able
them to understand their needs by contact them directly. Further, it has been analysed that B2B
buyer have a rational buying behaviour and B2C have a emotional buying behaviour. It has been
also make conclusion that show that motivation are interrelated with the remuneration as well as
training that directly achieve company's objectives in effective manner. The curry company
launch their new product home appliances in the Brazil market to increase their sales by enhance
customers demand.
REFERENCES
Books and Journals