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 consumer behavior and decision-making processes in various scenarios. The report then defines the crucial role of sales teams within the overall marketing strategy of Enviro-Cars. Furthermore, it explores the alignment of sales strategies with organizational objectives, recruitment and selection procedures, and the utilization of motivation tools within sales management, particularly in the context of Plastic Products Ltd. The report also covers the application of databases in supporting effective sales management. Additionally, it addresses opportunities for selling electronic products in emerging markets, the use of exhibitions and trade fairs, and the development of a sales plan for a British firm's product category. The report concludes with a sales plan for Enviro Cars and Plastic Products Ltd.

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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