Sales and Operations Planning Report: Enviro-Cars and Plastic Products

This report provides a comprehensive analysis of sales and operations planning, focusing on the marketing strategies of Enviro-Cars Ltd and Plastic Products Ltd. It delves into the impact of personal selling, comparing buyer behavior and decision-making processes in B2C and B2B contexts. The report explores the role of sales teams in marketing strategy, emphasizing the importance of aligning sales strategies with corporate objectives. It examines recruitment and selection procedures, the significance of motivation, remuneration, and training, and the organization of sales activities. Furthermore, the report discusses the effectiveness of sales management using databases and concludes with a sales plan and investigation of international selling opportunities, including the use of exhibitions and trade fairs. The report highlights the importance of understanding sales planning and practices for organizational success.

Sales Planning and Operations

Table of Contents
INTRODUCTION .....................................................................................................................3
TASK 1......................................................................................................................................3
1. Effect of Personal Selling at Enviro-Cars on other promotional activities.......................3
2. Comparison between buyer behaviour and decision making process...............................3
3. Role of sales teams in marketing strategy.........................................................................4
Task 2.........................................................................................................................................5
task 3..........................................................................................................................................5
1. Relationship between sales strategies and corporate objectives in Plastic Products.........5
2. Importance of recruitment and selection procedures.........................................................6
3. Role of Motivation, Remuneration and Training at Plastic Products Ltd.........................6
4. Organisation of sales activities..........................................................................................7
5. Effectiveness of Sales Management by the use of databases............................................8
Task 4.........................................................................................................................................8
1. Sales Plan for a product or services...................................................................................8
2. Investigation of opportunities for selling internationally in an emerging markets............9
3. Opportunities for using exhibitions or trade fairs............................................................10
Conclusion ...............................................................................................................................10
References................................................................................................................................11

INTRODUCTION
Sales and Operations Planning is an important business management cognitive
process, whereby all commercial activities and process of marketing and sales got aligned.
Every organisation needs to have an understanding about sales planning and practices. The
present unit laid emphasis on the theory of sales planning and selling with context of Enviro-
Cars Ltd and Plastic Products Ltd. Moreover, it will provide insight into the marketing
strategies of business organisations by investigating the roles and objectives of sales
management. In addition to this, role of recruitment and selection process will also be
discussed with the assistance of different case scenarios. Furthermore, effectiveness of
different marketing approaches will also be examined through this report.
TASK 1
1. Effect of Personal Selling at Enviro-Cars on other promotional activities
Personal selling involves merchandising of products and services via person-to-person
communication (Alvekrans and et. al. 2016). There are various factors which can influence
the personal selling activities. These factors constituents of size of organisation, nature of
products and services and kind of industry. Personal selling is an important element of
promotion mix, as organisations can use various ways in order to reach to their customers. As
per the given case scenario, sales revenues of Enviro-Cars is declining continuously, due to
which it is facing serious consequences. Moreover, many experienced employees have left
the organisation, as a result of which the company has to recruit inexperienced people. The
company is required to increase its sales and profitability, which can be done by enhancing its
sales and promotional activities. Enviro-Cars can choose variety or promotional tools in order
to revive its business and increasing sales of second-hand and new cars. With the assistance
of personal selling, both companies that are Jack & Thomas and Enviro-Cars can use this
inexpensive method to increase their customer-base and profitability. Moreover, a good
relationship can also be formed in between customer and sales agent by personally selling the
items to customers. Furthermore, it is the responsibility of sales manager to develop several
promotional techniques and strategies to influence targeted audience. They need to look
forward for potential customers who are likely to purchase second-hand or new cars and for
that; mouth publicity will be suitable in order to attract as many as buyers.
2. Comparison between buyer behaviour and decision making process
Buyers Behaviour is an important factor which plays vital role in B2C and B2B
buying decisions. Consumers buying behaviour affected by availability of variety of products

and services, which will satisfy their needs and demands (Berman and et. al. 2015). A buyer's
decision making process includes several emotional and psychological activities, according
to which he make buying decisions. According to different buying situations, customers
change their behaviour which will influence their decisions. However, decisions made by
consumers can vary, become complex according to their opinions and views. A complete
consumer decision making process has been developed which consists of several stages.
Initially, needs and wants of customers identified, according to which information is
gathered. Then alternative products (solution) will be evaluated, so that appropriate product
can be selected. Lastly, evaluation of post-decision will be done by buyer.
Buyer behaviour and decision making process in reference to B2B relation
In B2C relationship, all sales activities will be performed according to the consumer's
behaviour and preferences (Berman, and et. al. 2015). The Enviro-Cars need to build its
marketing strategies according to the choice and demands of customers, as their decision will
highly influence the sales performance of company. Many a times, buyer's behaviour rely
upon the sales presentation of goods and services and substantial benefits provided to them.
So, the sales manager of Enviro-Cars need to hire such sales workforce, who would be able to
influence customers with their effective communication and marketing skills.
Impact of B2B relation
The Enviro-Cars is aimed to create strong long-term relationships with other business
enterprises, which can contribute to its profitability and growth (Bilginer and Erhun, 2015).
The company is required to have good rapport with other organisations, in terms of payment
modes and pricing strategies. The sales plan for Business to Business purchases is made for
long term period, so that organisations can be benefited with the terms and policies of other
organisation.
3. Role of sales teams in marketing strategy
There is great role of sales team in order to enhance sales and profitability of the
organisation. The sales manager of Enviro-Cars is responsible for analysing the current
market trend. There is also need to strengthen the quality or value of product so that sales
performance can be improved. Moreover, sale of products and services is considered as
imperative facet of business activities. Some roles and responsibilities of sales manager is
discussed below as:

 Initially, sales manager of Enviro-Cars needs to develop market plan in accordance to
budget provided for implementing new marketing strategies and action plans (Bozarth
and Handfield, 2015).
 It is also required to match the marketing objectives with corporate goals. For that, he
needs to manage all sales activities according to promotional mix.
 The sales managers need to figure out demands and needs of products and services
according to customers. Information and details of customers can be collected from
many mediums such as online survey, newsletter subscriptions etc.
 Sales staff of Enviro-Cars need to directly communicate with people and help them to
make an effective purchasing decision. Moreover, according to B2B and B2C
relations, people will be targeted for sales.
 It is also required to develop several promotional techniques in order to gather the
attention of customers.
Lastly, the sales staffs of Enviro-Cars need to make sure that their business is getting
substantial benefits according to developed marketing plan.
TASK 2
PPT Enclosed
TASK 3
1. Relationship between sales strategies and corporate objectives in Plastic Products
In every organisation, it is necessary to align sales strategies with corporate objectives
and then only effective outcome can be attained (Eriksson and Kovalainen, 2015). Sales
strategy is a systematic approach which emphasises on sales presentation, prospect
identification and order generation in order to achieve corporate goals. On the other hand,
corporate objectives define the purpose of an organisation regarding growth in market shares,
increase revenues, customer retention and reduce costs. In the given case scenario, Plastic
Products Ltd. is manufacturer and thereby markets its plastic products like teaspoons, cups,
forks and knives for catering industry. With the increase in growth of fast food sector,
opportunities for plastic industries have been developed by rendering disposables utensils.
Due to which; the organisations of plastic products are highly benefited by the demand of
these items. According to case scenario, Plastic Product Ltd. is looking for expansion of its
sales and outlets through large supermarkets where there is also requirement of large sales
force. In order to increase the sales force of the organisation, new candidates are required to
be hired who have knowledge about the products with the experience of selling goods to

customers. The sales manager of Plastic Products Ltd. need to understand the alignment of
sales strategies with corporate objectives in order to increase sales performance. Therefore,
the company needs to forecast its business plans, so that an effective sales strategy can be
developed. It is required to create several marketing strategies and plans, so that desired
objectives can be attained by the Plastic Product Ltd (Fleischmann, Meyr and Wagner, 2015).
There are various factors which can affect the sales strategies of the company. It can be
internal and external factors in accordance to which an effective planning will be made.
Selling strategies like competitive price helps the company to set its competitive edge.
However, if cooperate objectives of Plastic Product Ltd. are not in line with sales strategies
then, company may suffer from serious consequences.
2. Importance of recruitment and selection procedures
Recruitment and selection process is considered as important aspect of human
resource management activities. The process of recruitment involves hiring of potential
candidates among many candidates according to their qualifications and skills. However,
Selection process involves the screening of selected candidates according to their talent and
knowledge, which suits for vacant job position (Gatewood, Feild and Barrick, 2015). In the
provided case scenario, Plastic Product Ltd. is aimed to expand its sales and business, in
order to increase sales revenues and profitability. Therefore, it need to recruit experienced
people, who are familiar with several sales activities and marketing skills. The sales manager
of Plastic Product Ltd. need to apply rigorous recruitment and selection process, so that
candidates can be selected. Moreover, by recruiting skilled and talented employee who have
in-depth knowledge about the sales activities and practices, can effectively increase the
productivity.
3. Role of Motivation, Remuneration and Training at Plastic Products Ltd Motivational factor: In an organisation, it is very necessary to fulfil the desires and
needs of employees and to motivate them so that they can contribute their best to the
organisation. A motivated employee has got enthusiasm, which energizes him to
provide his best to the company (Ivert ,and et. al. 2015). The Plastic Product Ltd need
to motivate its employees with the help of several tools, such as by providing
incentives, bonuses, compensation leaves and etc. Remuneration: It is the process or providing extra benefits to employees in monetary
terms. On the basis on work performance, employees will be treated. Moreover, the
Plastic Product Ltd. can render compensations to its workers on the basis of services

and product rendered by them to customers. High remuneration will tend to increase
the morale of employees, so that they can perform better and increase the productivity
of the firm.
 Training and development program: Training is defined as the process of enhancing
the abilities, knowledge and skills of employees in order to accomplish specific tasks.
The Plastic Product Ltd. can organise various training sessions and development
programs in order to train their employees. As new recruits should be familiar with
the sales activity of the company (Jacobs and Chase, 2013). Moreover, they should
also have better communication and marketing skills, due ton which consumers can
easily get influenced.
4. Organisation of sales activities
The Plastic Product Ltd. need to organise its sales activities, so that sales output can
remain under control. An effective plan of sales activities should be developed by the Plastic
Product Ltd, which is given below and can contribute to control sales output: Determining goals: An organisation need to create common set of goals which will
directly affect the sales activities of the company (Meyr, Wagner and Rohde, 2015).
By having particular goal and objective, employees tend to make extra efforts to attain
that. For instance, over 100 calls should be made by sales agent to promote its
product. List of activities: The Plastic Product Ltd. need to form the list of its sales activities
which will reduce the time and increase efficiency. Preparation of checklist: A checklist need to prepared by the company, in order to
keep records of all sales activities within the organisation. It will help the company to
monitor and control sales activities.
 Time line method: By having time limit in the completion of task, company will be
able increase its profitability and productivity (Norde, Özen and Slikker, 2016).
There are many ways by which sales can be control by the Plastic Product Ltd. Some
of these methods are given below: Performance standards: The company need to set a benchmark and standards of
performance, such that the performance of employees will be measured. This measure
help the company to eliminate the differences between actual and desired sales

performance. The Plastic Product Ltd. should apply this technique, so that it can
evaluate the performance of employees. Target based performance: According to set target and goals, sales personnel of
Plastic Product Ltd. will attempt to control sales activities and practices. There are
many techniques have developed which help the company to measure the
performance of employee according to set target (Norde, Özen, and Slikker, 2016).
 Sales Budget: A sales budget should be implemented by the company, in which day-
to-day sales activities are recorded. Sales budget will also forecast the future
availability of products, due to which sales performance of the company will increase.
There are many promotional activities will also get involved in the sales budget, so
that a specific budget can be examined.
5. Effectiveness of Sales Management by the use of databases
Data base management is very important for storage and collection of data for the
effectiveness of the organization. All sales activities and practices will be recorded in the
database of the Plastic Product Ltd. so that current operations of the company can be
managed easily and used for the future predictability of the sales revenues (Poluha,2016).
Database is required in every organisation to secure the data and information of customers
and company itself. In order to secure the information of company, an effective security
system should be made (Townley, 2014). There are many benefits of using database
management system within the organisation, as it will help the company to keep record of all
meetings, conferences, and overall sale. It become very hectic if the organisation is not
facilitated with database system. Moreover, it will also help the company to take information
about preferences and choices of customers, so that they can improve their product and
services.
TASK 4
1. Sales Plan for a product or services
Sales Plan
Mission: The main aim of Maplin Electronics Ltd. is to provide broad range of electronic
products like, cables, components, in-car, DJ equipment, power, toys, tools, tests and
management and other accessories with reasonable prices.
Objective: The Maplin Electronics Ltd. is committed to develop quality products, and also

concern about the products sourcing and inspection, so that it can enter into emerging
market like Brazil by improving the brand image and development.
Strategies:
 The company is required to enhance its distribution channels of electronic items
with the help of effective marketing and promotional team. The Maplin Electronics Ltd. is developing several market strategies in order to
develop its brand image and expand its business in Brazil.
Actions:
 In order to increase the sales of product, potential candidates need to be recruited so
that they can give their effective output to the company.
 It is also required to segment different regions and areas of Brazil according to
demographic, psychological and geographical segmentation.
 Promotion of electronic items can be done by many ways, it can displayed its
products in exhibitions and trade fairs so that large number of people will get
attracted. The sales executive of the company also need to emphasis on the preferences and
choices of customers, according to which products will be distributed different
regions of Brazil.
Key Performance Indicators:
 Monitoring of sales on monthly basis
 Records of all customers
 Record of number of visitors in several stores and on online websites
2. Investigation of opportunities for selling internationally in an emerging markets
The Maplin Electronics Ltd. has provided with many international opportunities,
whereby its can expand its business. There are many ways by which it can expand its
business, some of them are given below: Mergers and Amalgamation: The company can merge with several other companies,
in which all liabilities and assets of company get joined together and form a new

company. The Maplin Electronics Ltd. can merge with strong organisation, in order to
get benefited by several benefits (Siavelis, 2012). Growth marketplace: The company can also look forward to expand its business in
new emerging markets. In order to increase the sales performance of company and
earn huge profits, company will seek for many opportunities.
 Joint Venture: The company has also opportunities to get in partnership and joint
venture with new company, so that large customer base can be obtained. There are
many small enterprises of electronic products which provide which can be partnered
with this company (Stone, 2013). Also there are many other opportunities, like
availability of low cost labours, raw materials and etc. The company can also
benefited from tax charges and other policies.
3. Opportunities for using exhibitions or trade fairs
In order to expand the business of Maplin Electronics Ltd., various methods can be
used like trade fairs and exhibitions which help the company to gather mass audience.
Exhibitions and trade fairs attract many number of people, who have their desire to purchase
several electronics items (Thomé and et. al. 2012). The main benefit company will attain is
development of its brand image and increase in sales. As, Brazil is developing country, which
is continuously seeking to bring new technologies in its business operations. So, people will
be attracted to new electronic items. Also, it provide wide spectrum of opportunities to many
local manufactures and suppliers, who can help the company to distribute its items. There are
also many other countries, like India, South Africa and Russia, where it can expand its
business at large level.
CONCLUSION
From the above report, it can be concluded that every organisation need to improve its
sales operation and planning, in order to increase the profitability in the competitive
marketplace. It has also been inferred that, there is great role of personal selling in the
promotion mix. Moreover, with the effective use several sales strategies, the profitability of
the company can be increased.

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