Sales Planning and Operations Report for Enviro-Cars Ltd

This report delves into the realm of sales planning and operations, offering a comprehensive analysis of marketing strategies employed by Enviro-Cars Ltd and Plastic Products Ltd. It begins by examining how personal selling supports promotional activities at Enviro-Cars, followed by a comparison of ...Read More

SALES PLANNING AND OPERATIONS
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Table of Contents
Introduction..........................................................................................................................................4
Task 1....................................................................................................................................................4
1.1 Explain how personal selling at Enviro-Cars Ltd supports other promotional activities..........4
1.2 Compare Customer behaviour and the decision making procedure in various situations.........4
1.3 Define the role of the sales teams in the overall marketing strategy for the Enviro-Cars Ltd. .5
Task 2....................................................................................................................................................6
Task 3....................................................................................................................................................6
3.1Define how sales strategies can be aligned with organisational objectives in firm with
examples..........................................................................................................................................6
3.2 Explain why the recruitment and selection procedures are important for Plastic Products Ltd 6
3.3 Describe the role of Motivation and explain how Remuneration and Training can be utilised
as tools for motivation within Sales Management in the firm.........................................................7
3.4 Represent how Plastic Products Ltd. can arrange Sales activities in order to control of sales..7
output..............................................................................................................................................7
3.5 Analyse how effective Sales Management can be supported by the use of databases with
suitable examples.............................................................................................................................8
4.1 Opportunities of selling electronic products in the emerging market........................................8
4.2 Opportunities for using Exhibitions/Trade-fairs .......................................................................9
4.3 Develop a sales plan for a product category of British firm......................................................9
Conclusion..........................................................................................................................................10
references............................................................................................................................................11
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INTRODUCTION
Sales and operations planning (S&OP) is an integrated business management procedure. It
also helps executives to determine the optimum level of manufacturing output in order to sale
products to consumers in the market in the enterprise. The present file focuses on promotional
activities of Enviro- Cars Ltd. It also defines the role of sales team to sell its electronic cars in the
market of United Kingdom. In an addition, it also stresses on importance of selection and
recruitment for plastic specialists in Plastic Products Ltd. Further, it also states sales plan of Curry
organisation that is launching its electrical products in India.
TASK 1
1.1 Explain how personal selling at Enviro-Cars Ltd supports other promotional
activities
Personal selling supports promotional and other activities of Enviro- cars Ltd which leaves
positive impact in the United Kingdom.
 Effective Communication- Personal selling contribute effective role for the organisation to
increase sales of electronic cars with help of proper interaction in the nation. For example,
Sales executives of firm understand needs of consumers which contribute effectively to
increase personal selling and attracting them towards the Enviro– Cars (Boone and Kurtz,
2010). This method is categorised under business to consumer model to develop effective
communication. In addition, they explain good features of vehicles very effectively to
customers in the firm. This business activity also supports public relations and direct
marketing in the corporation to lure people for buying their product. These things supports
personal selling of Enviro cars Ltd.
 Objective of Promotional Activity- For the purpose of personal selling, this method also
helps sales employees in the organisation to increase sales of electronic cars in United
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Kingdom. For example, Personal selling also gives unique direction to its staff members to
enhance revenue of Enviro cars with aid of advertising and sales promotion of its product
(Gray, 2007). This strategy comes under Business to consumer in order to promote electrical
cars in the corporation.
 Push and Pull strategies- Personal selling approach provides efforts to build consumer
requirements for electronic cars by describing proper features of electronic cars. For
example, firm can offer various types of discounts to clients like free insurance as well as
additional gifts to develop public relationship with help of push strategies in the nation
(Magloff, 2015). Mainly pull strategy tries to make relationship with consumers through
advertisement on television and social media (Face book, Twitter and you tube). Personal
selling also helps the firm to increase sales of electronic cars with aid of pull strategies in the
country. It also contribute effectively to enhance revenue with help of business to consumer
model (Dougherty, 2006).
1.2 Compare Customer behaviour and the decision making procedure in various situations
Consumer behaviour and decision making procedures help the individual or firm to take
various decisions in different conditions. There are several differences between business to
customer and business to business for buyer behaviour in the market.
Business to consumer
Individual purchases electronic cars on the basis of personal thinking process regarding
image of Enviro- cars in their mind. This thing also impacts the purchase decision of client respect
of the product buying. For example, psychological condition also affects purchase decision of
consumer as by monitoring positive or negative reviews of other people regarding electronic
vehicles. Subordinate of individual gives negative comment in respect of electronic car. Hence,
person does not buy that vehicle from the Enviro Cars Ltd. So this decision also affects the
consumer behaviour which impact on the business to consumer strategies. Social situations also
impact the purchase decision of customer for product as by observing latest trends and lifestyle of
society in the UK (Hair and et. al., 2008). So Enviro cars can make its strategies to interpret
consumer behaviour with help of business to consumer model.
Business to Business
There are many different factors like competition and market trend which affect company
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behaviour regarding purchasing or selling of material as comparison of business to consumer
model. Enviro cars buys raw material and semi -furnish products according to the market trend
which help the firm to make reliable product in their factory. Business to business model also
reveals environmental condition of firm in the market. For example, organisation uses this model
for purchasing of raw and semi furnish material from the vendors. Availability of better quality of
raw material for electronic cars also affect decision of firm in the nation. It also create impact on by
increasing or decreasing price of raw material in auto mobile industry regarding electronic cars
(Haneef, 2013). Mainly business firm can be customer for another business organization. So
management of Enviro cars makes their buying decision on the basis of rivalry conditions with help
of business to business model in the nation. Sometimes, corporation prepares its purchasing plan on
the base of its self-perception which helps to enhance its sales of the electronic cars with help of
Business to business model in the market of United Kingdom. (Hair and et. al., 2008).
From the comparison, it can be said that b2c model is emphasize to understand consumer
behaviour and its decision making strategies in the nation. On the other side, B2b model concentrate
market trend, competition and other external conditions. These process helps the Enviro-cars to
make its plan in nation.
1.3 Analyse the role of the sales teams in the overall marketing strategy for the Enviro-Cars
1
Sales team aids the firm to enhance sales of electronic cars with help of proper marketing
strategy in the United Kingdom.
 Sales executives of Enviro cars adopt a procedure for making the consumers busy by
showing special features of product n the showroom. Mainly sales executives follow
business to customer model to sell their product in the market. For example, employees also
take order of client for selling the products in the firm. To increase the revenue of Enviro
cars, they help to identify new consumers by covering new areas. They also play major role
to communicate with consumers and give answers to the question of client in the firm. Sales
executives of organisation give full support and service to customer at the time of delivering
the car (Jones and et.al. 2005). They also help the consumers to provide full assurance after
sales on behalf of Enviro- cars in the auto mobile market. They also contribute effective role
to collect feedback of their service from consumers and are responsible in handling data
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base of customer in the organisation.
 Sales executives helps the the firm to manage various types of varying factors such as data
of competitor products and its weakness to take competitive advantage for selling their
electronic cars in the auto mobile market. Sales executives also aids to reduce the sales of
its rivals in the auto mobile market of UK. For example, staff members aid the firm to
change purchase decision for customer. This thing aids the Enviro cars to enhance its
revenue and profit in the nation.
 Sales team of the firm contribute effective role for managing various types work. For
example, they help the organisation to maintain and update sales reports as well as records
in the Enviro cars. This type of process helps them to complete their targets in the market
(Lyus, Rogers and Simms, 2011).It aids them to make good relationship with consumers
which increase the sales of Enviro cars in market.
Task 2
2.1 And 2.2 prepare sales plan of organisation product
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Speaker Notes
Slide 1
What is the sales plan about
Sales plan is strategy to meet organizational targets by selling effective electric cars in market.
Slide 2
About environmental cars
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 Electric cars can be said as environmental cars because they produces very less pollution in
the country.
 These vehicle also decreases green house emission
Slide 3
Sales objective for environmental cars
 To increase its sales up to 14 percent every year of Enviro cars Ltd.
 To provide better service after the sales of electric cars for consumers.
 To create awareness in people about electrical vehicles in the United Kingdom.
Slide 4
Pricing strategies for environmental cars
Enviro cars Ltd can use market penetration strategies for electric cars. Mainly these strategies are
used to break market of other vehicles in the UK.
Slide 5
Marketing strategies
Advertisement
Social Media
Templates
Exhibitions
Slide 6
Target audience
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Organization can target every type of consumers in the nation.
 Premium class
 Elite class
 Middle class
 Lower class
Slide 7
After sales service
 Enviro cars provides five years warranty
 Free service charge up to two years.
 Reviews
Task 3
3.1 Explain with examples, how sales strategies can be aligned with corporate objectives in
Organisations like Plastic Products
According to case study, the main motive of plastic products is to create disposable items of
plastic which contribute effective role to increase its sales and save efforts of human resources in
the nation. This thing also helps in completing goals and objective of organisation.
Sales strategies can be aligned with organisational objectives in the firm through following
some steps which are written below in the paragraph. Setting the Sales Objectives- In this part, organisation can define its goals objectives to sell
its product in the market. Enterprise can use various strategies like growth and turnover of
commodities in the market (Ingram, 2015). Management of organisation can use forecasting
process to set its sales objectives which can help to complete corporate objectives of firm
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(Scott, 2007). For example, presently, plastic products company is serving 20 customers
monthly in the plastic market. As per plan, its next strategies should be handling 25
consumers in next unit of time frame. This process also provides opportunities to company
to increase business operations which help to boost sales of its plastic products in the UK
(Parinello, 2004). These sales strategies also aid the firm to achieve its corporate objectives.
 Relationship of sales, marketing and Corporate Objectives- These things are interlinked
with each other to get profit in the market. For example, firm makes has made objective to
sell its plastic products in the market. On the base of its goal, organisation designs its
marketing program and sales plan in the enterprise. This process creates awareness
regarding commodities of the firm in market. It also help the firm to achieve better
competitive advantages to as compare to its competitrors in market of UK. This process can
contribute effective role for firm to increase market share and size in the plastic market. This
appraoche can also help teh firm to accompliesh its corporate objectivs in the market. Then
after, sales of product happen in the market (Storbacka and et. al., 2009). This approach also
helps the organisation to increase sales of plastic products by completing corporate
objectives which gives optimistic profit in the market
3.2 Explain why the recruitment and selection procedures are important for Plastic Products Ltd
Recruitment and selection procedures of plastic specialists are important for Plastic products
Ltd because these people have good knowledge regarding supply, production and properties of
plastic. These skills can help them to communicate with other employees in the firm (Thome,
2012). Importance of selection- Selection process of employee can play important role in the
organisation because it can help to increase sale of its plastic products by monitoring and
expertise on supply and production of plastic in the market. For example, Plastic products
Ltd can manufacture better utensils in the market which can be consumed by fast food hotels
very fast in nation. These employee can increase sales of these commodities in the nation.
Organisation can earn better profit in the market.
 Preparing Job Descriptions and Person Specifications- Effective job description and
specification can also help the organisation to recruit good employee in the nation. For
example, Job description and person specification can also aid the Plastic Product Ltd to
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know knowledge level of candidates’ regarding plastic properties (Landale, 2004). It can
also contribute effective role for firm to increase sales of its commodities by improving its
quality during the manufacturing.
 Sources of recruitment- Mainly, There are many sources of recruitment which help the
organization to select effective candidates. For example, Plastic products Ltd can use
references, contacting the professional agencies for hiring employees and walk in interviews
at different locations of UK (Noonan, 2010). This approaches can give highly talented
employees to the plastic products Ltd. These approach can increase its sales by providing
their effective information during production of plastics products in the organisation
(Parvinen and et.al. 2011).
3.3 Evaluate the role of Motivation at Plastic Products Ltd. You should also explain how
1
Remuneration and Training can be utilised as tools for motivation within Sales
2 Management
Role of motivation is very important in the Plastic Products Ltd. This process inspires
employees of firm to increase sales by fulfilling requirements of consumers in the market. It also
motivates staff members internally or externally in the firm. Generally remuneration and training is
also important tool in sales management. Organization can use Maslow theory to inspire its people. Remuneration- It can be one of the good approach for employees. For example,
organization can complete requirements of employees of sales by providing job security,
medical insurance, effective salary and incentives to inspire them in Plastics products Ltd.
Maslow theory can also realizes importance of employees in organization. As a result, these
people can increase revenue of firm through giving proper concentration on requirement of
consumers. (Tyagi and Kumar, 2004). They can give proper dedication for Plastics products
Ltd which help to boost sales of plastic products in United Kingdom.
 Training- It is also important tool to handle sales effectively of Plastics products Ltd. For
example, Maslow theory can play important role enhance the interest in working by
providing Proper training to staff members. This approach can also save the time of
employees which can help to increase internal motivation and reliability in Plastics products
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Ltd. It can also help them to handle customers in good way within the organisation with help
of Maslow theory (Sales Sustainability, 2005.). This way, Plastic Products Ltd can generate
good revenue which increases its income in the United Kingdom.
3.4 Explain how Plastic Products Ltd. can organise Sales activities in order to control of sales
3
Output
Plastic products Ltd can arrange its sales activities in order to control sales output through
many process like purpose and role of the sales budget as well as performance against targets.
 Purpose and Role of sales Budget - It can help the organisation to determine overheads,
better cash flow management, forecast of sales and revenue (Edmunds, 2015). These things
can contribute effectively in controlling sales output of Plastic Products Ltd in United
Kingdom. This way, organisation can find out potential benefits in market.
 Performance against Targets - It can be also important factor to control sales activities of
plastic product in the organisation. For example, Plastic Products Ltd can decides its target
to sell its products which can help to perform effectively in the market. Generally, these
factors can be related with each other in the organization. They can also help the firm to
purchase raw material from their suppliers (Ashe-Edmunds, 2014). Then after, enterprise
can converts that material into finished products in the firm. On the basis of sales, Plastic
Products Ltd can calculates financial data to judge the profit.
In order to control sales activities, organisation can follow some approaches in the UK. For
example, Firm can install manufacturing plant as per territory in the nation. Plastics products Ltd
can define the region to manage its sales operations in the country. This process can also help the
firm to reduce the work load by dividing specific area in the Britain. This way, Plastics products Ltd
can define the territory to increase sales potential of its plastics products in the country (Sheldon,
2006). Organisation can control on its output with help of proper management of sale activities in
this area. This process can take more budget of organisation but plastics products Ltd can get more
income in the upcoming time by increasing more sales in the nation.
Quota/targets can be used for controlling sales output in the firm. For example, these
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strategies can also help the Plastics products Ltd to choose particular territory to launch its new
plastic product in the United Kingdom (Peterson, 2010). This process can also contribute effective
role to increase the sales of new commodities on the basis of positive result in the nation.
Management of organisation can structure its all divisions to increase its sales. This way, company
can more give more focus on sales department to increase the revenues.
3.5 Explain the use of database in effective sales management
Generally database management also helps the organisation to manage sales in the United
Kingdom.
 Importance of Database - Database management system is important tool because it is
utilized to store information of consumers and helps in tracking the data in the organisation.
For example, with the help of this approach. Plastic Products can save large amount of time
through effective database system as required information related to clients can be retrieved
by the employees in a timely manner. In an addition, it also increases performance and
efficiency of the firm (Ivert and Jonsson, 2010).
 Sources of Information - Generally, organisation has various types of sources to get
information regarding plastic products. For example, firm achieves knowledge from its
consumers regarding its commodities by taking feedback from consumers with help of
customer relationship management portal (Markgraf, 2014). It also collects data from
suppliers regarding quality of raw material and its price issues in the firm. It also gathers
information about market demand of plastic products through market survey and research
with the help of various research agencies in United Kingdom. Organisation saves all data
and information into data base servers to perform its further operation (Scott, 2007). This
process also helps the corporation to increase sales in United Kingdom. Thus relevant
information related to market demand, sales figures and number of sales personnel can be
stored in company's database management system and sales team can make use of this
information at the time of requirement. Therefore it is beneficial for Curry in effective sales
management through sound database system.
4.1 Develop a sales plan for a product category of British firm
Sales plan also contribute effective role for Currey to increase its sales in the nation
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Mission:
Mission of Cuurey organization is to increase brand image and design proper distribution channel
in India
Objective:
To increase brand awareness in India
To increase 5 % market share of organisational electrical products in the nation
To increase 10 % sales of Currey British retailer firm
Strategies:
 Management of currey can develop proper business strategies to promote its electrical
product and taking competitive advantages in India (Markgraf, 2014)
 Organisation can use merger, joint venture and acquisitions to manage its sales operations.
This approach can also help the firm to increase its sales in India.
Actions:
 Before developing and executing sales plan for the enterprise, it is essential for manager to
carry out several activities, like collecting information about historical numbers, setting
goals and developing sales materials in emerging countries like India. Reviewing market plan: For reviewing emerging country market, sales manager can
emphasize on understanding needs of marketplace, pricing strategy, distribution channels
and customers profile to deliver electric products Comparison of products and distribution channel: At this stage, manager will compare
firm products and services with existing products offered by competitors in terms of price,
quality and customers’ needs (Peterson, 2010). Geographic location and distribution channel selection: In this stage, manager will decide
about geographic location and distribution channel in the emerging country like India in
context of various terms such as retail stores, direct-response advertising and services
through different distribution channels etc.
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 Budget and sales training: In this stage, budget will be prepared for targeting customers
and effective selection of channels to promote its products. In addition, employees will be
recruited for sales products (Sheldon, 2006). Monitoring: At this stage, manager will manage all activities and will take corrective
actions to overcome issues which arise in execution of sales plan.
Key performance indicators:
 Determining monthly sales
 proper collection of consumers feedback and complaints'
 measuring performance of employees.
The analysis of Sales plan for Curry's new product in the chosen market need to be done on
the basis of MOST tool. The tool is useful to keep a track of sales plan. There are dour elements of
MOST Analysis tool. These are:
 Mission: Mission gives direction to organizational business. Therefore Curry's in order to
establish in the chosen market need to float the mission in a more tangible and attainable
form. In other words it need to clearly define its mission statement to achieve organisational
goals in the target market. For example: improving sales of Curry's electronic product within
a time frame of six months in a chosen market sounds more tangible than a simple mission
stating increasing sales of company's products.
 Objectives: Objectives can be referred to collection of individual goals in achieving
organizational mission. Curry's sales team need to have specific objectives to meet
organizational goals. For example: Curry need to highlight objectives to outline sales
strategies to increase sales of Curry's electronic products within six months in the chosen
market.
 Strategies: These are tactics undertaken by Curries to achieve its outlined objectives. In
order to increase sales the company need to promote sales by developing a sound marketing
plan. The company need to invest in advertising plan to communicate discount offers to lure
customers (Ingram, 2015).
 Tactics: It is the final component of MOST tool. This enable Curry's to enact its strategies
for sales promotion. For example for a sound advertisement plan the company need to select
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effective promotional tool to communicate discount offers. The efficacy of the tool would
help in encouraging customers to make purchase which in turn increases sales of its
products.
4.2 Investigate opportunities for selling internationally into your chosen emerging market
There are many opportunities to sell these electrical products in the India. From the given
case scenario, it is clear that Curry is a British brand and it has 295 superstores and 73 high street
stores in UK. Sales manager of firm wants to expand its business in emerging markets like India.
 Emerging market- India is higher emerging market due to higher population in the world.
Many companies are coming to earn higher profit. For example, Currey firm can also come
in India to initiate its business.
 Free trade- Indian government also offer free trades offer many organisations in order to
improve their economic condition. This thing also give reliability to start business
operations of currey in this nation (Noonan, 2010). It also gives huge benefits in selling of
electrical items in Indian market.
 Market entry- Management of firm can do joint venture, mergers with organisation. For
example, Currey firm can manage joint venture and merger with Indian companies. This
process also help the to expand its electrical business in this nation (Parvinen and et.al.
2011).
 Local competition- In India, there are many local companies in electrical sector hence
competition is so high in the India. In addition to this, there is lot of demand of electrical
items. So this thing is beneficial for Currey firm in this nation.
 Logistics- Logistics services is appropriate as comparison of other countries like Nepal and
Pakistan. It also provides reliability to Currey for transferring raw and furnish material one
to another place in the India (Tyagi and Kumar, 2004). For example, it helps in managing
business logistics operations for electrical componnets of Currey in India.
By opening its stores in India and effectively using both traditional and modern media
marketing channel, manager can attract customers towards its brands and can increase its sales and
profit margin (Jayawardena, McMillan and Pantin, 2013). On the basis of current Indian electric
market, it can be said that there is a huge business opportunity for Curry’s to enter into the emerging
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market. Indian government strategies and “Make in India” plan developed by Indian government
favourable for international enterprises to invest here and provides employment to people (Make in
India, 2015). Besides that, energy efficiency to meet electricity demand, increase in demand of
quality of electric and electronics products at affordable prices and government initiatives are the
major factors which can be helpful for Sales manager of British retailer to promote its products and
services in Indian market (A3mdesign,2014). However, along with several opportunities some
threats such as purchase price, demands of quality products at cheaper rate, import dependency and
sustainability etc. are also associated with it.
4.3 Investigate opportunities for using exhibitions or trade fairs
By organizing exhibition and trade fairs, sales manager of Curry’s would be able to capture wide
amount population in a significant manner. With the help of this technique, management of
company can target industry and people who are involved or interested in these kinds of products
and services. Trade will also provide opportunity to British retailer to create brand awareness
(Benefits and risks of trade shows and exhibitions, 2011). On the other side, by organizing
exhibitions, sale manager of the firm will be able to promote its electric products to a broader group
who have little knowledge about organization and its services. This exhibition can help the Currey
to increase its sales in order to complete its goal and objectives in India. It also aids in increasing
effective profit from Indian market. In addition, business-to-business trading, buyer-seller meeting
and global trading types of opportunities will be raised after conducting exhibition and trade fairs.
These activities will directly influence sales of the firm and will contribute in increasing its
customers in a proficient manner. Generally
,there are many electrical items exhibition happen in India.
Elektrotec Coimbatore exhibition
For example, Indian government will also going to organize exhibition with name of Electrotec
combinator in September, 2016. This trade will show new industrial electrical machines to
corporate consumers in India. This thing will also encourage the electrical sector to increase in
India. This way, many international organisations can exchange information like manufacturing
technology regarding electrical components in the nation (Elektrotec Coimbatore, 2016).
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CONCLUSION
From the report, it is found that personal selling of Enviro cars creates good impact on its
promotional activities. Market strategies of sales team are giving effective benefits to the
organization. In addition, sales plan of electronic cars is providing advantages to the firm. Sales
strategies of Plastic Products are increasing sales of plastic products in the market. Effective
recruitment and selection procedures were able to recruit plastic specialists who are helping the firm
to earn good income in the market. Database system of firm provides assistance in storing the data
of consumers. It can be concluded that sales plan of curry organization is giving optimistic start ups
in India.
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