Sales Planning and Operations Report: Enviro-Cars Ltd Analysis

This report provides a detailed analysis of sales planning and operations, focusing on Enviro-Cars Ltd, a dealership of electronic cars facing sales decline due to economic recession. The report explores personal selling techniques, promotional activities, and buyer behavior in different situations, including the impact of economic factors and consumer preferences. It also examines the role of the sales team in the overall marketing strategy, emphasizing market segmentation and strategic planning. Furthermore, the report outlines sales strategies aligned with corporate goals, the importance of recruitment and selection procedures, and the role of motivation, remuneration, and training. It also discusses sales activities to control sales output, effective sales management using databases, and opportunities for international selling and exhibitions. The report includes a sales plan and concludes with a comprehensive overview of the key findings and recommendations for improving sales performance and achieving business objectives.

SALES PLANNING AND OPERATIONS

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
1.1 Personal selling at Enviro-Cars Ltd. With other promotional activities:.........................1
1.2 Buyer behavior and decision making process different situations...................................2
1.3 Role of sales team in the overall marketing strategy........................................................2
TASK 2............................................................................................................................................4
TASK 3............................................................................................................................................8
3.1 Sales strategies aligned with corporate goals...................................................................8
3.2 Importance of recruitment and selection procedures for Plastic products ltd..................9
3.3 Role of motivation, remuneration and training..............................................................10
3.4 Sales activities in order to control of sales output..........................................................11
3.5 Effective sales management supported by the use of database......................................11
TASK 4..........................................................................................................................................12
4.1 Opportunity for selling internationally into chosen emerging market...........................12
4.2 Opportunities for using Exhibitions/Trade-fairs in India...............................................12
4.3 Sales Plan........................................................................................................................13
CONCLUSION..............................................................................................................................13
REFERENCES..............................................................................................................................14

INTRODUCTION
Sales Planning and operations is an activity which combines sales and marketing
operation of firm and it helps in achieving strategic goals and objectives of organization. Sales
planning play a very crucial role in organization's success. Effective sales plan and operations
process is linked with business planning and master planning in the organization. The sales
planning and operations includes updated reports which indicates sales plan, production plan,
inventory plan, new product development plan, customer lead time plan, strategic initiative plan
etc. This report describes sales planning and operations of Enviro Cars Ltd. which is a
partnership firm and they have dealership of electronic cars. Since organization is going through
decreased sales due to recession, they are reinforcing the idea of ‘environmentally-friendly’ &
‘economically’ appealing cars for their customers. Thereby, through this report new and
improved sales plan and business strategies have been developed.
TASK 1
1.1 Personal selling at Enviro-Cars Ltd. With other promotional activities:
Personal selling can be improved with use of various promotional activities. For instance,
the Enviro Cars Ltd. can distribute brochure's of their offer in public places or target market and
then meet up personally to the potential consumers and discuss about the offer. Personal selling
make positive impact on consumers as sales person modified the offer immediate according to
customer's need and demand. Sales promotion plays very significant role in supporting other
promotional activities of Enviro Cars Ltd. Personal selling is one of the promotional method in
which sales force are used to sell firm's product after a face to face meeting with customer.
According to this, seller promotes their product with the help of their looks, attitude and their
knowledge about product. At Enviro Cars Ltd. Sales of new and second hand cars is going down
due to economic recession. In this case, company can promote their environment friendly and
economic cars through advertising, sales promotion, personal selling, public relations and
publicity.
In comparison to advertisement personal selling is based on personal communication
which relies more on oral mode of communication and communicates with limited people.
Personal selling can satisfy the need of customer which provides feedback to management about
their product. It is effective in creating awareness about product towards purchase; it explains all
the aspects related to product, to the customers and enables the market information and feedback.
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Most importantly through personal selling sales person can create good brand image and can
build good relationship with customers. Sales persons with positive attitude and better
communication skills can create customer's objections into reasons for buying. It can be
evaluated that the management of Enviro-Cars Ltd is required to develop effectual selling
strategy so that promotional activities can be carried out. These are as follows-
 In the first step, it can be assessed that in spite of having ineffective sales team Enviro-
Cars Ltd is able to achieve best outcomes and achieve goals. For instance, here, it is
essential for business to determine the needs of buyers and identify that who are actual
consumers ready to purchase second hand cars. It helps in carrying out positive mouth
publicity and develop promotional activity of firm.
 Second, business is required to develop proper presentation will help in targeting B2B
consumers. It involves proper research to be done and thus helps sales person to create
proper brand image of company in market.
 Thirdly, involving promotional element of personal selling it helps in improving the
selling environment and helps in creating proper base for all the promotional activities.
For instance, with the help of personal selling, sales person helps in identifying and
evaluating the basic needs and wants of consumers and thus provide them best offers in
regard to enhance sales and profitability.
1.2 Buyer behavior and decision making process different situations
Different kind of situations affects the behavior of buyers. Purchase decisions and buyer
behavior varies according to situations. In the situation of economic recession, sales of new and
second hand cars have been decreased because customer takes less interest in cost consuming
purchases. However, Enviro Cars Ltd. is launching environmentally friendly and economical
cars to attract customers which will give boost to their business. There are many factors that
affect consumer behavior and it is completely dependent on customer experience and knowledge.
Some customers take quick decisions of buying while other consumers gathers the information
and involve themselves into decision making process before making a purchase.
The level of involvement of buyer in the decision making process also affect buyer
behavior. In B2C consumers emotional factors make huge impacts on buyer's behavior however
B2B purchasing is based on tasks and benefits for decision-making. For instance, in low
involvement situation buyer's decision to purchase product of specific firm largely depends upon
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its peer or family members. In this regard, they prefer to choose the product of that firm which is
being recommended by their family members. Thus, it can be considered as one such situation
which affects the sales of Enviro Cars Ltd. Furthermore, In B2B selling the consumer will
research on the features of the car, benefits of buying this, utilization of this car in their
workplace will play huge role in taking decision for buying the car from Enviro Cars ltd.
Product. Following are the several situations that make huge impact upon the buyer behavior are
as follows-
 Spending power of consumers- Here, Enviro-Cars Ltd is facing issues in enhancing
their sales and one of the main reason is lack of recovery of profits. For instance, here
B2B consumers are also focusing upon spending minimum upon purchasing the
accessories of cars in bulk.
 Ineffective consumer service- Here, Enviro-Cars ltd possess ineffective sales force and
thus they are not able to provide best consumer services. Thus, B2B consumes are facing
difficulties in carrying out the trade activities for long term.
 Preferences of consumers- Here, it is essential for company to determine the
preferences of people and thus provide them effective cars and thus satisfy the needs of
people. For instance, B2B consumers prefer fuel efficient car models as they are able to
promote the products in effective manner.
 Lack of trust- However, being operated in a small or medium sized car dealership
organization, it is crucial for enterprise to develop trust among their targeted segment so
that client's loyalty can be attained. Thus, it helps firm to become loyal consumers and
grow firm up to a great extent.
1.3 Role of sales team in the overall marketing strategy
In order to improve the effectiveness of organization's Sales and marketing, the
Marketing division have to analyze consumer needs to generate new ideas. Thus, the role of sales
team in the overall marketing strategies is as follows: Market Segments: The roles assumed by the Members of sales team depends on the
products company is offering in which segment or market. If product is highly technical,
then segmentation by industry will be effective, because role of a sales team member who
is responsible for industrial segment is expert for your product in that industry. In this
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context the role of sales person is to identify the need and demands of the customers for
cars in particular market segments. Strategic level: Once sale and marketing team members know which market segment
they are representing than they have to make sure that team marketing strategy are
according to need of their segment. The role of a team member in developing sales
strategies is to understand the needs of targeted market. However, The sales person of the
Enviro Cars Ltd. should make the sales strategies as per the competition factors and
demands of the consumers.
 Marketing Plan: After developing marketing strategy, each team member is responsible
for implementing sales plan in the areas of their responsibilities. Responsibility of the
sales in marketing plan is to decide the price and plan promotional activities for his
selected market segment. For instance, sales team of the Enviro cars can perform various
promotional activities such as, advertisement in news papers, social media networking,
road shows, brochures and personal selling for attracting more number of consumers.
TASK 2
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Speaker Note: In the first slide I will introduce my company and about the new product
launch .As a sales executive of ABC Company, my company is luanching new digital wrist
watch in the market to increase the customers.
Speaker Note: In the second slide, I will describe the features of my company's new product. Our
product digital watch contains some additional new features, my company is going to present
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this range in attractive designs, with high quality stainless steel and anti rust quality. This watch
is water resistant for 48 hours which is very high resistance time as compared to other brands.
Speaker Note: In the third slide i will discuss some more features of my company's product.
there are some additional features in this digital watch. It contains bright day glow colors, gold
plated casing arround LCD dial, pure leather straps, smarter and advanced version with good
quality.
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Speaker Note: In the fourth slide i have discussed some additional key benefits which will
attract my customers and investors to buy this product.
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In the fifth slide i will introduce some more benefits of my company's new product to customers
and investors for promote and recommend this digital watch to their friends, family and
colligues.
In the last slide i m on the outset to showcase my company's new product to the market so in this
slide i am disclosing the price of this digital watch .As it is a new launch of my organization
ABC Company i am offering very low priced product to my customers with compared to other
brands. my pricing objective is offering a high end product at a premium prices range of 300
pounds to my customers.
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TASK 3
3.1 Sales strategies aligned with corporate goals
Sales strategies can be aligned with corporate objectives in plastic products Ltd. From the
given case it is identified that Plastic products ltd. has corporate goal of expanding sales and
company outlets for their products. In order to achieve this corporate goal it involves differen
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sales strategies. Sales goals are essential to achieve success in the business. These goals provide
future direction for business which guide sales force in decision-making processes. Sales
activities includes attracting customers through website, advertisement, craft shows and
promotional activities at retail stores to increase their sale of product. An ideal sales plan
includes their sales team in process of improving their sales, therefore they need to find
organization's perfect prospect. For instance, the Plastic products ltd. wants to target customers
in fast food sector, for this they have to make a plan that how they are going to target them.
Furthermore, setting a time line for achieving sales goal is also very important part of a sales
strategy. For instance, they can set dates with all above elements to achieve these objectives in
realistic time line. Sales forecasting, business planning and budgeting are essential management
activities regardless of the size of business. Sales forecasting is not only benefit the business plan
of Plastic products ltd. But also make its managers in effective decision making. However, The
firm's goals and objectives can better implement the strategies into practices. The sales strategies
of the firm helps in achieving its short term and long term objectives. For instance, Plastic
products ltd. have insufficient resources, However, in this situations sales strategies should be
designed carefully and aligned to assure the effective use of those limited resources. so that
organizational goals can be achieved.
 It is essential for business to enhance client loyalty as firm is entering into retail market.
 However, they need to build proper sales strategy as it helps them to offer best solutions
in order to overcome rivals.
 It is essential for business to develop effectual strategy and develop competitive edge in
the market.
 For instance, it develops effectual opportunities for Plastic Products Ltd to improve their
business activities.
 Moreover, involving better sales plan helps in targeting consumers so that best profits can
be attained.
 With the help of such type of management style, Plastic Products Ltd can maximize their
market share, consumer base and achieve high profits.
3.2 Importance of recruitment and selection procedures for Plastic products ltd.
Recruitment and selection procedures are essential procedures for Plastic products ltd.
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