Sales Planning and Operations: Enviro-Cars, Gap, and Plastic Products

This report provides a comprehensive analysis of sales planning and operations, focusing on three different business scenarios: Enviro-Cars Ltd, Gap, and Plastic Products Ltd. The report begins by examining how personal selling supports promotional activities at Enviro-Cars, comparing buyer behavior in different situations, and analyzing the role of the sales team within the overall marketing strategy. It then shifts to a sales plan for leather jackets by Gap, including target market identification, product positioning, pricing strategies, and promotional activities using the AIDA model. The report concludes by exploring sales strategies alignment with corporate objectives and the importance of recruitment and selection procedures for Plastic Products Ltd. It also evaluates the role of motivation, remuneration, and training in sales management, along with organizing sales activities, the use of databases, and exploring international sales opportunities in emerging markets, including the use of exhibitions and trade fairs. The report offers a detailed exploration of sales principles and their practical application across various business contexts.

SALES PLANNING AND OPERATIONS

Table of Contents
INTRODUCTION ..........................................................................................................................1
TASK 1............................................................................................................................................1
1.1 Stating the ways through personal selling at Enviro-Cars Ltd supports other promotional
activities......................................................................................................................................1
1.2 Comparison of buyer behavior & decision making process in different situations with
reference to Enviro-Cars Ltd.......................................................................................................2
1.3 Analysis of the role of sales team in the overall marketing strategy for Enviro-Cars Ltd....2
TASK 2............................................................................................................................................2
TASK 3............................................................................................................................................3
3.1 State the ways through which sales strategies can be aligned with corporate objectives.....3
3.2 Stating the importance of recruitment and selection procedure for Plastic Products Ltd.....3
3.3 Evaluating the role of motivation at Plastic Products Ltd & utilization of remuneration and
training as a motivation tools within the sales management.......................................................4
3.4 Ways through which Plastic Products Ltd can organize sales activities to control sales
output...........................................................................................................................................4
3.5 Ways through which sales management can be supported by the use of databases.............5
TASK 4............................................................................................................................................5
4.2 Investigate opportunities for selling internationally the products in emerging market........5
4.3 Investigate opportunities for using exhibitions and trade fairs in emerging market.............6
4.1 Develop a sales plan for a product category of Currys for emerging market.......................6
CONCLUSION................................................................................................................................7
References .......................................................................................................................................8

INTRODUCTION
Sales is the major operational activity within the organization that require effective
planning to integrate the entire business process. In such activity, all the executives and
employees continually achieves direction, alignment and synchronization of all the functions
(Weber and Bahr, 2015). The present report discusses about the role of selling with the adoption
of overall marketing strategy for the business unit. Further, the principles of selling process are
applied which will help to understand the roles and objectives of the sales management.
Moreover, sales plan are prepared to process the entire sales activities for the product and
services.
TASK 1
1.1 Explain how personal selling at Enviro-Cars Ltd supports other promotional activities
Personal selling helps the organization to acquire large area for the purpose to develop
sales. Perhaps, there are certain issues that are associated with Enviro-Cars Ltd related to selling
of cars manufactured by them (Ross, 2015). Therefore, it needs to be handled in a proper manner
so that the issues are resolved and the sales of Enviro-Cars Ltd increases. Personal selling is the
major component of the promotional strategies which help in influencing the behaviour of the
buyer in making the purchase decision. Enviro-Cars Ltd can adopt promotional strategy to
enhance the sales and cater the needs of customers. Besides this, Enviro-Cars Ltd needs to adopt
the effective ways through which they can promote personal selling of their cars. There are
various ways in the cited firm can promote the personal selling (Chen and Huddleston, 2000).
They are stated as below:
 In order to promote the sales of the cars, Enviro-Cars Ltd can hire the competent
manpower into the sales team. They are required to recruit more candidates with the chief
aim of increasing sales margin of the cars sold. Through this, the sales will be promoted
as the competent manpower will make an effective publicity of cars manufactured by
them (Bozarth and Handfield, 2015).
 The sales team would be able to influence the buyer’s behaviour with the purpose of
making purchase and meeting the promotional strategies of personal selling.
For instance- personal selling is the technique which integrates all the elements of
marketing mix while selling and distributing the products at market place. In personal selling,
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sales agent of the company sells the products to the customers through visiting them at their
place which states that the company is highly concerned about customer convenience. Major
emphasis here is given on adequate promotion and service delivery; therefore this shows the
integration of personal selling with product and place mix.
1.2 Compare buyer behaviour & decision making process in different situations with reference to
Enviro-Cars Ltd
Behaviour of the buyer is directly related with the process of decision making. This is
adapted to determine the needs and wants in context to make the purchase of the product and
services. There are different situations which influence the buyer’s behaviour such as:
Lack of trust: Enviro-Cars Ltd is a private firm which operates at small scale thereby
requires building up trust in the mind of the customers to influence their behaviour for car
purchasing (Reuter, 2015). Hence, the business to customer relationship will be established in an
effectual manner.
Preference of people: Buyers are more conscious about the product that they are buying
as they are passionate towards the purchase of more efficient one. Enviro-Cars Ltd needs to
manufacture the fuel efficient cars which help the buyer to make quick decisions regarding car
purchasing (Nahmias and Olsen, 2015).
Poor customer services: Enviro-Cars Ltd needs to hire competent and trained employees
so that they are able to avoid the situation of poor customer service. Through this, Enviro-Cars
Ltd will be able to trade with the customers in effective manner.
There are different situations on which behaviour of consumer changes regarding the
purchase of products and services.
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Complex buying behaviour: Consumers gives importance to expensive products because
they are more status conscious; hence in this situation, it is vital for the consumers to look for
those products through which self satisfaction can be acquired.
Habitual buying behaviour: Many products are brought under conditions of low
consumer involvement and the absence of significant brand differences. During this situation,
behaviour of consumer changes because they often consider to purchase regular products.
Variety seeking buying behaviour: Behaviour of consumer changes as per the
availability of diverse brands. In this situation, consumer looks for more options so that they can
get appropriate products as per the needs and demands. However, the consumer may reach for
another brand out of boredom or for the purpose of getting different products and services.
1.3 Analyse the role of sales team in the overall marketing strategy for Enviro-Cars Ltd
Sales are the major functional aspect within the organization that helps in generating
funds with the several operational activities. Sales team plays a significant role to market the
products and services of Enviro-Cars Ltd in an effectual form (Meyr, Wagner and Rohde, 2015).
The sales team properly analyze the needs and wants of the buyer and adopt the proper tactics to
market the product to them. With the proper analysis the requirement of the customer towards
the business and vice-versa are allocated in an effective way.
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With the appropriate analysis, sales team can develop proper marketing plan to cater
large group of customers. By effective planning and organizing the entire promotional activities
in a better way will make Enviro-Cars Ltd to attract more and more customers (Alftan and et.al,
2015). This will help in enhancing the overall functioning of Enviro-Cars Ltd and the sales team
will adopt the appropriate marketing strategy to influence the buyer behaviour.
Sales team plays crucial role in assisting the organization to acquire all the aims and
objectives as the team is entitled in delivering quality products and services to the consumers.
Sales team directly communicates with the customers and acquires information about their needs
and demands; therefore it can be said that sales department plays crucial role in managing
organizational growth and prosperity.
TASK 2
(Enclosed in PowerPoint Presentation)
The present study has been made on sales planning and operations which is an important
function of the organization. Gap needs to introduce leather jackets and for that suitable
customer segment needs to be selected. Leather jacket has been selected as a chief product since
Gap prefers to emphasize on fashionable products. The product has been selected so as to meet
fashionable needs of clients.
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This particular segment has been selected because youngsters prefer to wear leather
jackets so as to consider style status. Boys and girls of 17-25 age group are the one who have
school, college and office; therefore the product will be suitable for such age group. The specific
segment will also assist subsequent company to emphasize on adequate sales and revenue
aspects.
High quality will be considered so that quality needs of clients can be fulfilled. Further
leather jackets will be offered on affordable and feasible prices so that middle class people can
also purchase it. Numerous colors have been added for the purpose of acquiring customer's
attention. Subsequent product is durable and it can be used for longer time span; therefore this
might change the purchase decisions of clients.
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Affordable price has been selected because usually middle class people prefers to buy
such products; however due to lack of financial resources, they fail to purchase the same. Hence,
for that aspect, the subsequent company has determined affordable prices and after acquiring
limited market share, price will be increased gradually. This will assist the company to survive in
the market for longer time span.
Promotion is considered as the one of the vital attributes under marketing mix which aids
the business entities to promote the products at market place with effectual marketing strategies.
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Hence, regarding that, Gap needs to advertise the products through diverse sources so that large
number of customers can be persuaded. Television, internet and social media sources are the
appropriate modes through which leather jackets can be promoted.
Application of AIDA model
AIDA model is used in marketing and advertising purpose that describes a list of events
that may occur when a consumer engaged with an advertisement. It is considered as historical
model that gives general understanding regarding the ways to target subsequent market.
 Attention / Attract: Several tools like articles, advertisements and websites can be used to
get attention from customers. Thus, at this stage, company needs to adopt different modes
for persuading the interest of clients.
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 Interest: In order to influence the customers, it is essential for the company to aware
them with suitable promotional messages. Desire: Company needs to convince the customers as per the utility of products and
services; however the product must have the ability to satisfy needs of clients.
 Action: At this stage, consumers make direct purchase of the products on the basis of
specific needs and services.
TASK 3
3.1 Explain how sales strategies can be aligned with corporate objectives in Plastic Products
Sales strategies need to be aligned with corporate strategies of the organization so that all
the products and services can be promoted adequately at the market place. Corporate strategy
gives proper direction to the business and through that, all the operations can be adequately
managed. The corporate objective of Plastic Products Ltd states that the business should sell
quality products so that human efforts can be reduced (Bozarth and Handfield, 2015). At the
same time, it is also essential for the company to integrate the objectives with sales strategies so
that large amount of units can be sold and more profits can be acquired. While selling the
products and services, Plastic Products Ltd has to make sure that information about the products
and services should be adequately distributed to the customers so that they can purchase all the
plastic items in higher quantity.
3.2 Explain why the recruitment and selection procedure are important for Plastic Products Ltd
Recruitment and selection process is vital for Plastic Products Ltd because the company
needs to increase the number of workforce for selling more products and services (Cheung and
Prendergast, 2006). Plastic Products Ltd has been acquiring benefits from the growth in super
markets and this gives the business another opportunity to sell disposable eating utensils to
varied entities. Hence, in such respect, the expansion of sales and outlets encourages the manager
to recruit more people from the same industry. Spencer believes that all the new recruits should
have the experience of selling fast moving consumer goods because the company is entitled in
selling only disposable products (Doğru and Özen, 2015).
Hence, the company has decided to recruit people only from the plastic industry because
those people have the ability to supply and distribute subsequent products to the consumers.
Further, they are also knowledgeable in terms of different languages; hence through this
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customer's issues and constraints can be reduced. Thus, new recruitment and selection procedure
is vital for the company so that demand from the customers can be properly fulfilled. Selection
and Recruitment procedure is imperative because that helps the business entity to recruit only
efficient and talented work pool (Elliott, 2015). Therefore, from the above discussion, it is clear
that recruitment procedure of Plastic Products Ltd is effectual for managing all the work
processes.
Recruitment and selection procedure is important for Plastic Products Ltd since that helps
the business entity to recruit efficient and talented work pool for service management. The
process should be legally concerned so that organizational issues can be reduced. With the help
of recruitment procedure, vacant positions of the organization can be fulfilled. Further, it is also
beneficial because that aids the management to follow a particular process in appointing new
staff for managing all the job roles and responsibilities.
3.3 Evaluate the role of motivation at Plastic Products Ltd. Explain how remuneration and
training can be utilized as a motivation tool within the sales management
Motivation plays crucial for Plastic Products Ltd because through that employees can be
encouraged towards better productivity and overall performance of the organization can be
enhanced through this. Motivation also improves the quality of work processes and it aids people
to develop adequate environment at workplace. Motivation plays significant role in the
organization because it boosts the morale of employees and it also aids them to be with the
organization for longer period (Goh and Eldridge, 2015). Training is necessary within sales
management because through training, new skills and abilities can be developed among the
employees and they can be promoted to sell the products in effectual manner.
Remuneration and training both are important tools for Plastic Products Ltd as through
that the organization can depict the concern towards employee motivation. With the help of
proper remuneration, employee can develop their faith in the organization and as a result, they
can get ready to support the organization at all levels. Remuneration works as a type of
appreciation for the employees and they get encouraged with remuneration which further aids
them to produce prominent results in organizational growth and success (Grete, Noreen and
Susan, 2003).
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3.4 Explain how Plastic Products Ltd can organize sales activities in order to control sales output
While organizing sales event, it is essential for Plastic Products Ltd to set several goals
through that accordingly all the work processes can be managed. Before organizing the event,
skills and abilities should be defined so that sales person can deliver proper services to the clients
(Hansen and Grunow, 2015). Further, sales team must have the ability to comprehend the needs
and demands of clients so that accordingly, services can be delivered to them. Moreover, Plastic
Products Ltd should also emphasize on planning, budgeting and organizing aspects so that every
task can be properly managed.
Budgeting is necessary since that aids the business entity to allocate financial resources in
optimum manner. This is also requisite in terms of managing inflow and outflow of resources.
There should be proper planning about each and every activity so that errors and issues can be
avoided. Plastic Products Ltd should ensure that all the activities are organized and arranged
properly as per the directions specified (Hübner, Holzapfel and Kuhn, 2015). Proper sales budget
always aids in controlling sales output and this also aids the company to reach towards the
desired aims and objectives. This assists Plastic Products Ltd to compare the actual results with
the expected outcomes and on that basis, improvements can be facilitated.
1. There should be proper structure regarding the sales campaign and according to that, all
the activities should be managed.
2. Suitable and fixed amount should be allocated to the campaign so that all the activities
can be managed prominently.
3. There should be continuous monitoring and controlling practices so that deviations and
errors can be found out.
4. Prior implementing the campaign, job roles of every employee should be cleared.
5. The entire process should be time bounded so that it can assist Plastic Products Ltd to
achieve the goals in specific time period.
3.5 Explain how sales management can be supported by the use of databases
Plastic Products Ltd is required to develop database where in all the activities and tasks
should be recorded properly and accurately. Information about past events and other aspects can
be recorded in the database and that should be secured with id and password so that only
authorized person can access it (Ivert and et.al, 2015). Under sales management, database plays
crucial role in recording all the information about number of products that are sold and degree of
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