Sales Planning and Operations Report: Enviro-Cars and ASDA Analysis

This report provides a comprehensive analysis of sales planning and operations, examining various aspects of sales strategies within the context of case studies. The report begins with an introduction to sales planning and its importance in achieving organizational targets, followed by an in-depth exploration of personal selling and its support of other promotional activities, with Enviro-Cars Ltd. as a primary example. It delves into buyer behavior and decision-making processes, comparing different scenarios and highlighting the significance of understanding consumer needs. The role of sales teams within the overall marketing strategy is also examined, focusing on market segmentation, marketing plan development, and public relations. The report further analyzes promotional strategies, including penetration pricing and differentiated targeting, using ASDA as a case study, and it explores the use of exhibitions and trade fairs in emerging markets. The report also covers sales strategies' development with reference to corporate objectives, the importance of recruitment and selection procedures, and the roles of motivation, remuneration, and training in sales management. It concludes with an examination of sales activity organization, sales output control, and the effective use of databases in sales management.

SALES PLANNING AND
OPERATIONS

TABLE OF CONTENTS
SALES PLANNING AND OPERATIONS....................................................................................1
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
AC1.1 Personal selling supports other promotional activities.....................................................3
AC1.2 Comparison of buying behavior and decision making process........................................4
AC1.3 Role played by sales team for marketing strategy............................................................5
TASK 2............................................................................................................................................6
TASK 3..........................................................................................................................................15
AC3.1 Sales strategies' development with reference to corporate objectives............................15
AC3.2 Importance of recruitment and selection procedure for plastic products.......................16
AC3.3 Role of Motivation, Remuneration and Training for plastic products ltd......................16
AC3.4 Sales management organize sales activity and control sales output..............................18
AC3.5 Effective sales management with the use of database....................................................20
TASK 4..........................................................................................................................................21
AC4.2 Examine opportunities for using exhibitions/ trade-fairs in chosen emerging market...21
AC4.3 development of sales plan for the categorized product in emerging market..................22
4.1 Development of the sales plan.............................................................................................22
CONCLUSION..............................................................................................................................23
REFERENCES..............................................................................................................................24

INTRODUCTION
Sales’ planning is a process through which sales targets and tactics are analyzed and
evaluated by the organizations. According to this process, a plan is prepared by the sales
managers which consist of certain steps which are going to be taken to attain the targets.
However, sales planning are most crucial process which is required to be considered in the
organizations. In order to raise the sales of the organizations, the sales team needs to make
effectual plans and strategist In order to gain good understanding of the subject, it is necessary to
identify different aspects of sales planning. The present document is based on case study of three
different organizations i.e. Enviro cars Ltd, Plastic products ltd and Curry s (Dixons Carphone).
All the three firms operate in different areas with diverse strategies and motives. The report will
assist in investigating different sales opportunities at the international level. In addition to this, it
will also explain the relation of personal selling with other promotional activities.
TASK 1
AC1.1 Explain how personal selling at Enviro-Cars Ltd supports other promotional
activities
Personal selling is a process in which one and one interaction process is conducted
between the seller and the buyers. In this situation, the seller convinces the buyer Aby raising the
value of the product with the help of promotion. This process assists the customer to gain good
knowledge of the product and also to generate trust factor towards the organization (Ambrose,
2014). The present report is based on the case s tudy of Enviro-Cars ltd where the firm deals in
electric cars in England. Presently, the cited venture is facing a slowdown in sales due to
economic recession. As a result, the experienced sales staff of the company also left the
organization. Therefore, the partners have decided to reinforce the business by introducing the
concept of environmental friendly cars. In this context, the managers have decided to promote
this concept by involving the sales personnel (Adamczak, Domański and Cyplik, 2013).
In context to this, the sales persons of to this company will meet the customers and will
make them aware them know about the Eco friendly cars. With the help of this, the company will
be able to know the perception of customers. It will help the management to develop a new
product as per the customer demands. As a result, the organization will be able to advertise new

products by using different promotional tools like television, newspaper etc. Further, it will result
in attracting the customers towards the new developed product. The overall impact of the same
will help in increasing the sales of the firm. In this manner, personal selling at Enviro-Cars ltd
supports other promotional activities (Wortzel, 2015).
AC1.2 Compare buyer behaviour and the decision making process in different
situations with
special reference to Enviro-Cars Ltd.
Consumer buying behavior explains the basis which is considered by the customers at the
time of making purchases. However, it can be asserted that consumer buying behavior plays a
significant role in for the seller and it is essential while making purchase decisions. However, the
sellers require understanding the needs and demands of the customers so that the satisfaction
level of the customers can be attained. Consumer buying behavior has huge impact on the
decision making process which are explained below.
BUYER BEHAVIOUR DECISION MAKING PROCESS FOR
DIFFERENT SITUATION
COMPLEX BUYER BEHAVIOUR
(CUSTOMERS) AND NEW TASK
BUYING (BUSINESS BUYERS)
Because environ cars products are expensive
purchase is likely not going to occur regularly
and this can be risky.Decison making process
in this regard has to take the following into
consideration:
a) Information search: the buyer will
carry out extensive search to look for
what meets their needs.
b) Need for recognition: the buyer’s
needs maybe based on the economical,
environmental and friendly needs that

the car meets. Also vehicle taxations of
the car will influence the buyers also
(Howard, 2010).
c) Purchase: in this stage the buyer would
have made his decision and so will
purchase the car he wants.
HABITUAL BUYER BEHAVIOUR
(CUSTOMER) AND STRAIGHT RE-BUY
(BUSINESS BUYER)
This way the product is purchased daily
without looking for any information as it is a
cheap product example newspaper daily
grocery etc. So no need for decision making
process. This situation is not relevant for
Enviro cars.
DISSONANCE REDUCING BEHAVIOUR
(CUSTOMERS) AND MODIFIED RE-
BUY(BUSINESS BUYERS)
The product in this situation is expensive
thereby making purchase rare and risky which
is appropriate for environ cars. The decision
making process will the same as in complex
buying behavior (need for recognition,
information search, alternatives and then
purchase.)
VARIETY SEEKING BEHAVIOUR
(CUSTOMER)
the buyer in this regard is not loyal to any
brand and they can change buyers any time
they choose, this can of product are normally
not very expensive and this situation is
different from that of environ cars which
products are expensive (Feng, Amours and
Beauregard, 2010).
Comparison between behavior of buying among B2B as well as B2C buyers:

B2B customers B2C customers
In the Business to business type of firm buyers
purchases high amount of products and
services. Further, there are sales from seller to
buyer may be in terms of cash and credit (Nag,
2011).
As per the business to customer kind of
companies buyers purchase very low quantity
of services and products offered by it.
In such kind of business there are sales amount
is high along with less bargaining because firm
already provide at the reasonable rate.
In such business amount of sales and turnover
is lower as compare to BCB. Further,
bargaining power from the customers is little
high.
The buyers purchase products in such type of
business after collecting more and reliable
informations about the company.
While in this buyers purchases goods and
services after taking fewer informations anout
the seller (Guillén and et.al., 2006).
In this, customers are more loyal towards the
seller because they purchase services and
products in bulk and consistently basis.
Here customers are little or less loyal towards
the seller in comparison to B2B buyers.
AC1.3 Analyse the role of the sales teams in the overall marketing strategy for the
Enviro-Cars
Ltd.
Marketing strategy can be explained as the process of planning where the actions are
considered for promoting goods and services. This is the most necessary aspect for the
organizations to gain effective results. Besides this, sales team is a group of people who focuses
and analyses the sales trends and take decisions. It is seen that, sales are the crucial area where an
organization needs to evaluate (Dewsnap and Jobber, 2012). This allows the company to take
effectual production and product development decisions. However, it can be said that product
marketing plays an indefinite role for providing the assistance to the sales team. There are
different roles which are being played by the sales team of the Enviro-Cars Ltd.

Evaluating demands of market segment: The sales team of the cited organization is required to
understand the requirement of customers and their preferences at the time of purchasing a car.
The partners are going to introduce Enviro cars where it is necessary for them to know the
customer preference. The sales of this firm will provide guidance to the marketing manager for
promoting the new and second hand cars. This process will assist in identifying the expectations
of the consumers by introducing product. As a result, the effectual decision with reference to
business to business and business to customer’s targeted people will be taken (Bichou, 2014).
Marketing plan: This is another point of area where the sales team needs to effectively focus on
the areas which can remain useful for the firm. On that basis, a market plan is needed to be
prepared by the sales team to target the expected customers. Additionally, their needs can be
identified by rendering the appropriate products. The staffs of enviro cars are responsible for
taking active part in formulating the market strategies. Howsoever, preparation of marketing plan
for B2C consumers is necessary for the development of promotional techniques. It leads in
achieving in sales target of the stated organization. On contrary to this, making good relations
with the public is necessary for B2C. The overall impact of the same will be on sales of the
company. In addition to this, introduction of new cars will help the partners to boost their sales.
TASK 2
Slide 1

Slide 2

Slide 3
Promotion is the process through which the value of the products and
services can be enhanced. The stated firm is going to enter into kids
market so that it can expand its services in area. For the same the firm
will adopt penetration pricing. This is the strategy of pricing in which the
product prices remains low at initial level.
With the help of penetration pricing strategy the company Asda able to
generate more amount of sales by attracting higher customers with help
of offering kids wear according to current fashion. As per the
penetration pricing method the company sale its products such as kids
wear to consumers at the lower price at the initial stage.

Slide 4
The organization will mainly focus on demographic and psychographic
segmentation for increasing the demand of the products.
The company has maintain positive goodwill in UK market so that it will assist
the firm to attract the customers easily.
When the company focus on different demographic factors then they will
think that the firm is taken care about all kinds of people such as single,
married, young, old age, rich, poor etc. In this case ASDA focuses on only kids
and babies where it offers better kids wear to them. Due to this reason ASDA
has a better and effectual image in eyes of customers and corporations as
well.

Slide 5
ASDA uses differentiated targeting strategy in designing more than one
promotional message to the customers. .
With the help of these promotional messages, the organization will be able to
target the customers.
The targeting is main part of every business entities which helps to sustain in
particular market and generate higher amount of revenue at the end of accounting
year. In this the Asda have a differentiate strategy that is targeting to the garments
market where it mainly focused on kids garments. Further, due to attracting more
number of customers for purchasing kids wear it able to enhance level of sales and
revenue.