Sales Planning and Operations in the UK - Business HND Report

This report provides a detailed analysis of sales planning and operations within the UK market, focusing on key aspects such as personal selling and its role in the promotional mix. It compares consumer buying behavior and decision-making processes in various situations, examining the factors that influence purchasing choices. The report also explores the role of sales teams in aligning with marketing strategies, including responsibilities like gathering customer feedback, analyzing databases, and managing stock allocation. It covers the development of sales strategies in line with corporate objectives, the importance of recruitment and selection, and the roles of motivation, remuneration, and training in sales management. The report also delves into organizing sales activities, controlling sales output, and utilizing databases for effective sales management. A sales plan for products and services is included, along with opportunities for international selling and using exhibitions or trade fairs. The report concludes with a comprehensive overview of the discussed topics.

Sales Planning and
Operations in the UK

Table of Contents
INTRODUCTION ..........................................................................................................................1
TASK 1............................................................................................................................................1
1.1 Explain how personal selling supports the promotional mix...........................................1
1.2 Compare buying power and decision making process of customers in different situations. 2
1.3 Examine the role of sales team within marketing strategies ...........................................3
TASK 2............................................................................................................................................3
2.1 Prepare sales presentation ................................................................................................3
2.2 Carry out the sales presentation .......................................................................................3
TASK 3............................................................................................................................................4
3.1 How sales strategies are developed in line with corporate objectives..............................4
3.2 Importance of selection and recruitment process.............................................................4
3.3 The role of motivation, remuneration and training in sales management........................5
3.4 How sales management organise sales activity and control sales output.........................6
3.5 Explain use of database in effective sales management ..................................................6
TASK 4 ...........................................................................................................................................6
4.1 Sales plan for product and services..................................................................................6
4.2 Opportunities for selling internationally..........................................................................7
4.3 Identify the opportunities for using exhibitions or trade fairs..........................................7
CONCLUSION ...............................................................................................................................8
REFERENCES ...............................................................................................................................9

INTRODUCTION
In business there are different kind of activities which are taking place. Sales operation is
one of the activity by which business can run in effective manner. Sales planning is very
important concept in a business. Sales is related to selling goods and services to its final
customers. Sales planning is necessary to sell products and goods in effective manner. Sales is
one of the most important department in an organisation. When firm is producing any goods they
need to be sell in market so that revenues and targets can be achieved.
The company which is taken into consideration is Tesco. It is largest grocery retail super
market. They are offering different kinds of products (Careri and et. al, 2011). The firm is
having large market share. There are many competitors of Tesco such as Aldi, Asda, Sainsbury
and others.
In this report personal selling and how it support the promotional mix has been discuss in
this report. Comparison of buying power and decision making process of consumers has been
given in this assignment. Recruitment and selection importance has been given in this project.
Sales plan has been created in this report.
TASK 1
1.1 Explain how personal selling supports the promotional mix
Promotion is very necessary for every business. Promotion help company to create
awareness among customers. Promotion refers to communicating the benefits of products to its
customers. So that they buy goods. By this firm can increase their sales and revenues. For sales
promotion firm adopt promotional mix. In promotional mix there are different techniques by
which firm can promote their goods and services.
Personal selling is one of technique of used by firm to promote their products. In personal
selling seller direct contact with customers. They have personal interaction with customers. By
this communication can easily take place and more customers can be attracted. It very effective
tools to attract customers (da Silva and et. al, 2012). Following are the importance of personal
selling because of which this tools has been chosen by firm.
 Because of different range and complexity of products.
 Competition in market is regularly increasing
 Because of providing high quality and value of products.
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Position of personal selling is changing according to time. As the concept of marketing is
developing the changes took place in personal selling. As many other tools come into picture
which is more effective than older tools. Because of that personal selling concept is going down.
For example: Tesco staff is interacting with customer while selling their products. Staff help
customers to find out products according to their needs and wants. By this personal interaction
took place between customers and staff (da Silva and et. al, 2010).
1.2 Compare buying power and decision making process of customers in different situations
Buying behaviour is attitude of customers which they reflect at the time of purchasing
products and services. For an organisation costumers are end users. Buyers behaviour is
procedure by which they take decision regarding any products so that they can buy products
according to their needs and wants. There are different kind of factors by which buying
behaviour can be influences such as customers taste, preferences, values, norms and others.
On the other hands decision making is a process by which customer choose products
according their prioritise. There are many companies those who produce different range of
products. So customers compare all these products and they buy product which they think it is
more suitable according to their requirements. Decision making is not only physical activity but
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Source 1: Elements of Promotional mix, 2016

it also mental activity. Customers take different decision according to situations. There is
different steps by which clients purchase particular goods and services. Following are the steps
followed for decision making.
 Problem recognition
 Information search Evaluation of alternatives
 Evaluation of alternatives
 Final purchase.
1.3 Examine the role of sales team within marketing strategies
Sales team refers to group of people those have responsibility to sell company's products
and services to final customers. Organisation make different marketing strategies so that they get
success in business (Fleischmann, Meyr and Wagner, 2015). Marketing strategies includes all
goals and aims which firms wants to achieve in particular point of time. The firm need to list out
activities according to their priorities and according to that they promote their goods and
services. Following are role of sales team.
 Gathering customers responses: Sales team gather information from customers so that
they can know whether customers are satisfy with products or not.
 Analyse database of clients: At the time of new product launch sales team analyse
database of customers in which they get details of customers such as their contact
number, their name and their email address. By this they can inform customers about
their products and encourage them to buy goods.
 Allocating of stock in proper manner: The sales team need to manage stock in proper
manner. So that customer can buy products whenever they want it. It is very important to
make availability of goods to customers so that demand can be mange.
TASK 2
2.1 Prepare sales presentation
Covered in PPT.
2.2 Carry out the sales presentation
Covered in PPT.
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TASK 3
3.1 How sales strategies are developed in line with corporate objectives
Corporative objectives are those which are set by organisation so that they get particular
path for conducting different business activities. First step to clarify mission and vision of
objectives made by firm so that nor confusion can be created further. While sales strategies
includes all plans, policies, prospect identification, sales presentation which help firm to achieve
its sales target.
Corporate objectives can be achieve by conducting different types of activities. Sales
strategies are formed by top level management. In this management decide about market
segments, targets and positioning (Jacobs and et. al, 2011). In context to case the main motive of
Tesco is make strategies by which they can build strong brand loyalty and gain competitive
advantage.
Tesco prepared strategies in a manner so that they can achieve their objectives and target.
Researchers are their those who study the market and they analyse needs and demands of
customers. According to that they give information to firm so that they can produce goods
accordingly. There is different models by Tesco so that their can determine their market share
and growth. Boston growth matrix is very famous. By this firm can formulate their strategies.
The matrix include four elements such as cow, star, dog and question mark. By this firm
can analyse which product is earning less profits and which one is having low market share. In
the star category those products are mention which are having high market share and high
growths. In question mark product is having high growth but less market share. In cow market
share is high but growth is less and in question mark both growth and market share is less.
According to his different situations firm need to take different decisions.
3.2 Importance of selection and recruitment process
Recruitment and selection is very important activities in an organisation. There is
different department which handle this activities. Employees having vital role in an firm.
Without them no work can be completed. So it is very important to hire right person for right
position (Keal and Hebert, 2010). So HR need to hire proper candidates and trained them
accordingly. Selection is process which is properly planned, organise and conduct in manner so
that firm can achieve their objectives.
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When right person is recruited for right position it increase the productivity. This saves
time and cost for an organisation. This may have positive impact on business operations and
functions. Following are importance of Recruitment and selection.
 By proper recruitment cost can be saved by firm. Company need not hire candidate again
and again.
 When candidates are hired from internal sources. This motivate employees to do work in
dedication manner.
 They company can get more candidates when they recruit person from external sources.
They have more options to select best person.
 New talent can be welcome in organisation.
3.3 The role of motivation, remuneration and training in sales management
Sales management refers to managing sales according to demand and supply. In sales
work force is involved (Kjellsdotter Ivert and Jonsson, 2010). So it is very important to make
sales persons happy so that they give proper services to customers. There are three vital aspect
such as motivation, remuneration and training which is very essential in sales management.
Motivation is having very important role. It refers to procedure by which the performance
of employees can be enhance. There are different kind of motivation theories are there. This
theories can be used by manger so that they can improve productivity of employees. The theories
which can be used are X and Y theory, maslow hierarchy theory and others. these theories help
manager to understands needs and wants of customer. So that issues can solves in effective
manner. Motivation can be done in two types monetary and non monetary. This can improve
employees turnover.
Another aspect is remuneration. By this also employees behaviour can be influenced.
Remuneration is monetary benefit provided to employees by organisation. This motivate
employees and their productivity can be increased. This can encourage team work. By this goods
can be produce in faster manner and in good quality (Lindahl, Sundin and Sakao, 2014).
Another concept is training which is a very important concept in sales promotion. When
new candidates are hired they need to trained so that they sell goods and services to customer in
effective manner. Employees should know how to handle and communicate with customer. This
may increase the satisfaction of employees.
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3.4 How sales management organise sales activity and control sales output
Sales manger need to mange many activities. They adopt lot of methods by which they
organise everything. Following are activities which take place regarding sales.
 Interaction with customers
 Needs analysing
 Coordinating the task
 Implementing and delivering
Sales manager make a list of task which need to perform. With task allocation they
allocate time also by which work should be completed. This task is assign in systematic manner.
Manager should assign right task to right person so that they can complete task in proper manner.
When activities are conducted they need to control and monitor in proper way. To conduct these
activities the budget should be prepare. Before conducting any activity objectives should be set
so that firm can follow particular direction (Mula and et. al, 2010).
Monitoring help to identify the deviation and according to that changes can be made.
Monitor can bring proper management in an organisation.
3.5 Explain use of database in effective sales management
Database having all information about its customers. This is kind of software by which
firm can get information about their clients. Database help firm to connect with their customers
which help in sales management. The company can understand about needs and wants of
customer and according to sales person offers goods to customers. Database can be anywhere in
the world. As sales person are very busy because they need to conduct any other activities. This
database help to communicate with customers.
When firm is offering any new product they send mails to customer to acknowledge them
about upcoming products in market. Lot of customer details need to install in database so it is
not an easy task. This system should update regularly with duration of time. By this customers
relation can be improved (Müller and Stark, 2010).
TASK 4
4.1 Sales plan for product and services
Sales plan refers to plan which firm make for their future prospectus. Following are the
steps which need to be adopt while making sales plan.
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 Prices and market: In first the company choose the prices and market in which they
wants to sell their products and services.
 Pricing strategies: In this the pricing strategy can be chosen. There are different kind of
strategies such as penetrating pricing, premium pricing, economical and psychological
pricing and others. Tesco is using economical pricing.
 Marketing segmenting and marketing mix: Next step sis to do market segmenting. In this
company choose a particular group to which they wants to offer goods and services.
Marketing mix refers to four elements such as place, product, price and promotion.
 Sales and financing in marketing: After choosing target market firm need to prepare plan
for which they prepare budget which they need to allocate on different activities.
 Calculate final impact: In this actual performance is compare with standard ones.
4.2 Opportunities for selling internationally
There are many opportunities which Tesco is having to sell their products internationally.
 It gives high profits to firm (Nazar and Saleem, 2011).
 Customer base also can be increased by selling products internationally.
 Company can bring new technology and innovation into their products.
 There can be increment in production capacity
 Demand of product can be increased and by that production level also can be increased.
 Firm has opportunity to growth.
4.3 Identify the opportunities for using exhibitions or trade fairs
There are different kind of strategies which can be used by firm. Exhibitions and trade
fairs are one of them. These are effective tools in which firm can easily communicate with their
customers (Olhager, 2013). By these two methods firm can observe reaction of customers. By
this trade fair and exhibitions new customer database can be created by enterprise.
This help to firm to establish their brand name. Customer get aware about new products
and services provided by firm. Trade fair attract media, politicians and other. This make easy for
firm to promote its goods.
CONCLUSION
Operation ans sales planning is important for business. By this firm operations can be
conducted in smoother manner. It is very important to give motivation, training to employees
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because it help to increase their productivity. There are different techniques by which employees
can be motivated. Recruitment and selection is another different activity which conducted in an
organisation. HR department need to hire right person to right so that goals can be achieved in
effective manner.
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REFERENCES
Books and journals
Careri, F., and et. al., 2011. Generation expansion planning in the age of green economy. IEEE
Transactions on Power Systems.26(4). pp.2214-2223.
da Silva, A.M.L., and et. al., 2012. Chronological power flow for planning transmission systems
considering intermittent sources. IEEE Transactions on Power Systems. 27(4). pp.2314-
2322.
da Silva, A.M.L.L., and et. al., 2010. Long-term probabilistic evaluation of operating reserve
requirements with renewable sources. IEEE Transactions on Power Systems. 25(1).
pp.106-116.
Fleischmann, B., Meyr, H and Wagner, M., 2015. Advanced planning. In Supply chain
management and advanced planning (pp. 71-95). Springer Berlin Heidelberg.
Halpin, A.L., 2014. A Decision Support System For Planning Sales, Production, and Plant
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management (Vol. 11). Pearson, UK.
Islam, R., 2013. Improving productivity and profitability of a bioanalytical business through
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Keal, D.A and Hebert, P., 2010. Benefits to blood banks of a sales and operations planning
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Kjellsdotter Ivert, L and Jonsson, P., 2010. The potential benefits of advanced planning and
scheduling systems in sales and operations planning. Industrial Management & Data
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Lindahl, M., Sundin, E and Sakao, T., 2014. Environmental and economic benefits of Integrated
Product Service Offerings quantified with real business cases. Journal of cleaner
production. 64. pp.288-296.
Mula, J., and et. al., 2010. Mathematical programming models for supply chain production and
transport planning. European Journal of Operational Research. 204(3). pp.377-390.
Müller, P and Stark, R., 2010. A generic PSS development process model based on theory and an
empirical study. In DS 60: Proceedings of DESIGN 2010, the 11th International Design
Conference, Dubrovnik, Croatia.
Nazar, M.S and Saleem, H.M.N., 2011. Firm-level determinants of export performance.
International Business & Economics Research Journal (IBER). 8(2).
Olhager, J., 2013. Evolution of operations planning and control: from production to supply
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Oliva, R and Watson, N., 2011. Cross-functional alignment in supply chain planning: A case
study of sales and operations planning. Journal of Operations Management. 29(5).
pp.434-448.
Ptak, C and Smith, C., 2011. Orlicky's Material Requirements Planning 3/E. McGraw Hill
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