Sales Planning and Operations: Marketing Strategy for Sunscreen Launch

This report provides a comprehensive analysis of sales planning and operations, focusing on the launch of a new sunscreen product by The Body Shop. The report outlines the selling principles, product features (including the use of herbal ingredients, Vitamin E, and moisturizing properties), and the target market (individuals aged 16-50, including office workers and students). It details the marketing strategy, which involves personal selling in physical stores, online advertisements, and presence on shopping websites. The pricing strategy is based on skimming, and the budget is set with the involvement of the finance department and top-level management. The report also mentions the launch of a serum to complement the sunscreen. References are provided for additional context on sales and operations planning.

SALES PLANNING AND
OPERATIONS (TASK 2)

2.1 Principles of selling
The selling process is based on some specific
principles where companies have to make
strategies for planning about sales. As per the
basic principles of selling some rules are
followed for it which are as follows:
 More listening than talking
 Relationship building
 Caring
 Selling perspective

Planning for new
product
 As per the present scenario, The Body Shop
Company is launching a new sunscreen which
will be offered for a both men and women. This
product will be launched b a proper planning
through setting target market, ascertaining
marketing strategy etc. as per the budget.

Cont..
Product
 Sunscreen based on herbal ingredients.
 Rich in Vitamin E and organic contents.
 Based on milky formula for moisturising skin.
 Protect skin from UVA and UVB.

Additional features
 Light weight and have antioxidant property.
 Bio fermented that can fight from free radicals
 Moisture locking up to 48 hours.

Target market
 Common and useful for all.
 Mostly for people from age group of 16- 50years.
 Office going people and college students.

Marketing strategy
 Physical stores through personal selling
 Online advertisements and from social
networking sites.
 Official websites along with other shopping sites.
 A serum will be launched along with it for
controlling oily look.

Pricing
 Skimming strategy of pricing with high level of
price in starting.
 Competitive rates to gain competitive advantage

Budget
 Will be set with the help of finance department.
 All top level mangers will also take part for
better planning.

REFERENCES
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.
Heizer, R. and Barry, R., 2013. Operation Management,
Sustainability and Supply Chain management (Vol. 11).
Pearson, UK.
Márcio and et.al., 2012. Sales and operations planning and
the firm performance. International Journal of
Productivity and Performance Management, 61(4),
pp.359-381.

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