Sales planning and operations

SALES PLANNING AND OPERATIONS www.instantassignmenthelp.com.au Instant Assignment Help provides best assignment help for university students

TABLE OF CONTENTS INTRODUCTION..........................................................................................................................1 TASK 1...........................................................................................................................................1 1.1 Personal selling at Enviro-Cars Ltd. With other promotional activities:1

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1.2 Buyer behavior and decision making process different situations.......2 1.3 Role of sales team in the overall marketing strategy............................... 2 TASK 2...........................................................................................................................................4 TASK 3...........................................................................................................................................8 3.1 Sales strategies aligned with corporate goals..............................................8 3.2 Importance of recruitment and selection procedures for Plastic products ltd....................................................................................................................... 9 3.3 Role of motivation, remuneration and training......................................... 10 3.4 Sales activities in order to control of sales output...................................11 3.5 Effective sales management supported by the use of database....... 11 TASK 4........................................................................................................................................ 12 4.1 Opportunity for selling internationally into chosen emerging market12 4.2 Opportunities for using Exhibitions/Trade-fairs in India......................... 12 4.3 Sales Plan................................................................................................................. 13 CONCLUSION............................................................................................................................13 REFERENCES............................................................................................................................ 14

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INTRODUCTION Sales Planning and operations is an activity which combines sales and marketing operation of firm and it helps in achieving strategic goals and objectives of organization. Sales planning play a very crucial role in organization's success. Effective sales plan and operations process is linked

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with business planning and master planning in the organization. The sales planning and operations includes updated reports which indicates sales plan, production plan, inventory plan, new product development plan, customer lead time plan, strategic initiative plan etc. This report describes sales planning and operations of Enviro Cars Ltd. which is a partnership firm and they have dealership of electronic cars. Since organization is going through decreased sales due to recession, they are reinforcing the idea of ‘environmentally-friendly’

&

‘economically’

appealing

cars

for

their

customers. Thereby, through this report new and improved sales plan and business strategies have been developed.

TASK 1 1.1 Personal selling at Enviro-Cars Ltd. With other promotional activities: Sales promotion plays very significant role in supporting other promotional activities of Enviro Cars Ltd. Personal selling

is one of the

promotional method in which sales force are used to sell firm's product after a face to face meeting with customer. According to this, seller promotes their product with the help of their looks, attitude and their knowledge about product. At Enviro Cars Ltd. Sales of new and second hand cars is going down due to economic recession. In this case, company can promote their 1 Instant Assignment Help provides best assignment help for university students

environment

friendly

and

economic

cars

through

advertising,

sales

promotion, personal selling, public relations and publicity. However, Personal selling can be improved with use of various promotional activities. For instance, the Enviro Cars Ltd. can distribute brochure's of their offer in public places or target market and then meet up personally to the potential

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consumers and discuss about the offer.

Personal selling make positive

impact on consumers as sales person modified the offer immediate according to customer's need and demand.

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In comparison to advertisement personal selling is based on personal communication which relies more on oral mode of communication and communicates with limited people. Personal selling can satisfy the need of customer which provides feedback to management about their product. It is effective in creating awareness about product towards purchase; it explains 2 Instant Assignment Help provides best assignment help for university students

all the aspects related to product, to the customers and enables the market information and feedback. Most importantly through personal selling sales person can create good brand image and can build good relationship with customers. Sales persons with positive attitude and better communication skills can create customer's objections into reasons for buying.

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1.2 Buyer behavior and decision making process different situations Different kind of situations affects the behavior of buyers. Purchase decisions and buyer behavior varies according to situations. In the situation of economic recession, sales of new and second hand cars have been decreased

because

customer

takes

less

interest

in

cost

consuming

purchases. However, Enviro Cars Ltd. is launching environmentally friendly and economical cars to attract customers which will give boost to their business. There are many factors that affect consumer behavior and it is completely dependent on customer experience and knowledge. Some customers take quick decisions of buying while other consumers gathers the information and involve themselves into decision making process before making a purchase.

The level of involvement of buyer in the decision making process also affect buyer behavior. In B2C consumers emotional factors make huge impacts on buyer's behavior however B2B purchasing is based on tasks and benefits for decision-making. For instance, in low involvement situation buyer's decision to purchase product of specific firm largely depends upon its peer or family members. In this regard, they prefer to choose the product of that firm which is being recommended by their family members. Thus, it can 3 Instant Assignment Help provides best assignment help for university students

be considered as one such situation which affects the sales of Enviro Cars Ltd. Furthermore, In B2B selling the consumer will research on the features of the car, benefits of buying this, utilization of this car in their workplace will play huge role in taking decision for buying the car from Enviro Cars ltd. product.

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1.3 Role of sales team in the overall marketing strategy In order to improve the effectiveness of organization's Sales and marketing, the Marketing division have to analyze consumer needs to generate new ideas. Thus, the role of sales team in the overall marketing strategies is as follows: Market Segments: The roles assumed by the Members of sales team depends on the products company is offering in which segment or market. If product is highly technical, then segmentation by industry will be effective, because role of a sales team member who is responsible for industrial segment is expert for your product in that industry. In this context the role of sales person is to identify the need and demands of the customers for cars in particular market segments.

Strategy: Once sale and marketing team members know which market segment they are representing than they have to make sure that team marketing strategy are according to need of their segment.

The role of a team member in developing sales strategies is to understand the needs of targeted market. However, The sales person of the Enviro Cars Ltd. should make the sales strategies as per the competition factors and demands of the consumers.

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Marketing Plan: After developing marketing strategy, each team member is responsible for implementing sales plan in the areas of their responsibilities. Responsibility of the sales in marketing plan is to decide the price and plan promotional activities for his selected market segment. For instance, sales team of the Enviro cars can perform

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various promotional activities such as, advertisement in news papers, social media networking, road shows, brochures and personal selling for attracting more number of consumers.

Outcome: An effective team balances conflicting demands of its sales and marketing environment to achieve a common objective when each team member understands the responsibility of his work then it helps in meeting all the targets. The team helps in improving overall sales performance and promotes team work in Enviro Cars Ltd.

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TASK 2

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Speaker Note: In the first slide I will introduce my company and about the new product launch .As a sales executive of ABC Company, my company is luanching new digital wrist watch in the market to increase the customers.

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Speaker Note: In the second slide, I will describe the features of my company's new product. Our product digital watch contains some additional new features, my company is going to present this range in attractive designs, with high quality stainless steel and anti rust quality. This watch is water resistant for 48 hours which is very high resistance time as compared to other brands.

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Speaker Note: In the third slide i will discuss some more features of my company's product. there are some additional features in this digital watch.

It contains bright day glow colors, gold plated casing arround LCD dial, pure leather straps, smarter and advanced version with good quality.

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Speaker Note: In the fourth slide i have discussed some additional key benefits which will attract my customers and investors to buy this product.

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In the fifth slide i will introduce some more benefits of my company's new product to customers and investors for promote and recommend this digital watch to their friends, family and colligues.

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In the last slide i m on the outset to showcase my company's new product to the market so in this slide i am disclosing the price of this digital watch .As it is a new launch of my organization ABC Company i am offering very low priced product to my customers with compared to other brands. my pricing objective is offering a high end product at a premium prices range of 300 pounds to my customers.

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TASK 3 3.1 Sales strategies aligned with corporate goals Sales strategies can be aligned with corporate objectives in plastic products Ltd. From the given case it is identified that Plastic products ltd. has corporate goal of expanding sales and company outlets for their products. In order to achieve this corporate goal their sales strategies is as follows: Sales goals:Sales goals are essential to achieve success in the business. These goals provide future direction for business which guide sales force in decision-making processes.

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Sales

activities:

Sales

activities

includes

attracting

customers

through website, advertisement, craft shows and promotional activities at retail stores to increase their sale of product Target accounts: An ideal sales plan includes their sales team in process of improving their sales, therefore they need to find

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organization's perfect prospect. For instance, the Plastic products ltd. wants to target customers in fast food sector, for this they have to make a plan that how they are going to target them.

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Time-lines: Furthermore, setting a time line for achieving sales goal is also very important part of a sales strategy. For instance, they can set dates with all above elements to achieve these objectives in realistic time line.

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Sales

Forecasting:

Sales

forecasting,

business

planning

and

budgeting are essential management activities regardless of the size of business. Sales forecasting is not only benefit the business plan of Plastic products ltd. But also make its managers in effective decision making.

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However, The firm's goals and objectives can better implement the strategies into practices. The sales strategies of the firm helps in achieving its short term and long term objectives. For instance, Plastic products ltd. have insufficient resources, However, in this situations sales strategies should be designed carefully and aligned to assure the effective use of those limited resources. so that organizational goals can be achieved.

3.2 Importance of recruitment and selection procedures for Plastic products ltd.

Recruitment and selection procedures are essential procedures for Plastic products ltd.

As the organization need to expand their sales by recruiting new sales representatives in a constantly changing business environment, Plastic Products ltd. company is required to select people who are flexible, loyal, confident, knowledgeable and dependable. This can prove themselves as a pillar of success in the organization (Milliken, 2008).

Developing a job description and person specification: job description is necessary process in recruitment and selection of employees in plastic products ltd. As the organization's main objective for recruitment and selection is to improve sales and expand business.

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Job description clearly articulates responsibilities and qualifications to attract the best suited candidates.

Sources of recruitment: As discussed in the case scenario Plastic products ltd. want new recruitment from within the plastic industry, since they are familiar with supply, production and properties of plastic

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industry, Recruitment plan elements can be Social Media, Job Fairs, Posting Advertisement, Professional conferences, diversity agencies, Resume Banks etc.

Interview preparation and techniques: The interview is the most important

step

in

selection

process

of

the

organization.

It

is

opportunity for the company to learn more about candidate and validate information which is provided by both (Rouse, 2015). Plastic products ltd. can organize panel interviews and virtual interviews to select a well experienced sales representative for their organization.

Selection

and

appointment:

When

organization

chooses

a

candidate it sees the candidate qualification which he\she has demonstrated in the resume, interview, employment history and background check (Cecere, 2015). Once the interview has been completed, the management will discuss interviewees and can assess them on which the candidates met their selection criteria.

The Recruitment and selection process is important for plastic products ltd. because of this firm can hire skilled and knowledgeable sales team in the organization and firm can expand its business with increasing sales and profitability.

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3.3 Role of motivation, remuneration and training Role of motivation is very crucial in Plastic products Ltd., as it helps to initiate desired behavior in individual and direct them towards achieving organization's goals. However, Motivation of sales representatives or sales team is very important because this will encourage them for working hard

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and grow in their job. Furthermore, financial performance of the company also depends upon the achievements of sales targets. Motivational theories which are relevant to motivating sales people are: Maslow’s hierarchy of needs Herzberg's dual factor Goal setting theory Besides this, remuneration and training can be also utilized as motivation tools; Employees can be motivated towards good team work and in achieving their targets. To motivate their efforts organization can reward them by giving financial incentives and non-financial incentives (Krajewski, Ritzman and Malhotra, 2007). Thereby Financial incentives include cash benefits such as salary and commission based remuneration, where nonfinancial incentives includes induction training, training on specific product or subject and continues professional development. These are highly effective techniques to motivate Sales force of Plastic products ltd. Moreover, according to Maslow's need of hierarchy theory of motivation workforce is motivated to attain certain needs. These human needs are physiological needs, safety needs, self actualization, self esteem and belongingness needs.

As per this theory the workforce should be motivated to fulfill these needs.

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However, if some employee is in safety need than Plastic products ltd. can motivate those employees by providing them job security and performance appraisal. Similarly, the firm can motivated employees by providing them incentive to fulfill their physiological needs.

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3.4 Sales activities in order to control of sales output Plastic products ltd. can organize sales activities to improve their sales and they can organize sales meetings and sales conferences to discuss their sales plans, new trends in the industry and customers, upcoming sales events and summarize the progress of previous activities which are carried out by them (Katz and Green, 2007). In these meetings all the team members can share their ideas and suggestions for improvement by forecasting the sales and strategic decisions such as how they can approach new customers and introduce their product to them. While organizing sales activity organizers have to make sure that activity is well planned and designed. Most importantly sales plan should involve the budget for marketing and sales activities. In sales event sales managers can utilize past data to estimate future expenses and profits from new businesses. However, these are most important components of sales activities in order to increase sales and profitability of Plastic Products ltd.

However, sometimes management has to control these activities to evaluate the success of employees. Therefore, the information about the activity will be analyzed to make improvements. The performance level, achievement of targets, return on investment and customer feedback has to be evaluated (Wallace, 2004). Through this way the weak points of sales 19 Instant Assignment Help provides best assignment help for university students

activities will be identified and management can decide improvement in actions to control the sales output to match their requirements.

3.5 Effective sales management supported by the use of database With the approach of ICT Technology in the business environment the

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processes which were manually are done by machines. In past years, sales management and other data recording was manually done on books and people had to spend their lot of time to analyze and gather information from that data (Whisenant, 2006). However, now with the use of computerized information management can easily access the data and prepare reports which further helped them in fast decision-making.

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In sales management data base are used to store, record and analyze data to make the sales process more effective, this data base help in finding customer

information,

identifying

potential

customers,

individual

achievements of targets and all other details regarding sales (Kaplan and 20 Instant Assignment Help provides best assignment help for university students

Norton, 2008.). These reports are very helpful in preparing performance criteria of each sales person to achieve targets, forecast future sales, creating sales budget, expansion needs and production improvement details and also if any problem is detected regarding sales plan then the management can make solutions after discussing it with higher management

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with the help of database management tool.

TASK 4 4.1 Opportunity for selling internationally into chosen emerging market It is beneficial for Curry’s manager to expand its operation in developing country like India as it possesses huge opportunities for home electronic products. When the products were limited in UK, the selling was limited and revenue generation was also limited, but if the organization expands its business in India it will create uncapped potential of revenue generation and profit making (Milliken, A. L., 2008).

Opening a store in other country will cost money which can be considered as investment as those stores will help to increase sales and further will assist in making profit than their investment. Before establishing business in India Curry’s manager need to do research on Indian market and forecast how much sales they are able to achieve if they are selling it internationally. According to the first step, Curry’s can open their online stores for Indian market and arrange exports for these purchases (Oliva and Watson, 2011). If the organization is successful in online selling in India than they can open a store in India with

effective customer services which will

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help Curry’s in decreasing risk factor. However, they can expand their business in any country to increase profits.

4.2 Opportunities for using Exhibitions/Trade-fairs in India Exhibitions are formal display of products by an organization to their

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prospective customers with the ambition that it will arouse customer to buy their product in future. In a country like India, it is very easy to promote product through exhibition or trade fairs because people are more likely to attend exhibitions in India. In these exhibitions customers may not buy products at same time but they will keep the name of company in their mind and in future they can buy from Curry’s (Cecere, 2015). Through this activity customers will have a chance to compare other brands products with Curry’s products at the same time, so that customers can clearly understand the difference between quality and better product.

This activity will help in advertising and promoting the brand of the product. A good exhibition with global exposure, lot of competitors and huge number of customers can be good sales point for Curry’s.

4.3 Sales Plan Sales plan for Currys in India will adopt the following: Products

Price

Promotions

Place

Distribution Channel

Electronics

Newspapers,

India

Wholesalers,

and

Brochures,

retailers,

household

Advertisemen

dealers,

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end

appliances

t,

Exhibitions

and

trade-

fairs.

user consumers and

Online

portal.

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Currys can create a sales plan for India in which they can promote their electronics and household appliances through advertisement in newspapers, television, radio, distributing brochures, and by participating in Exhibitions and trade-fairs. Also the firm can improve their sales by distributing their products to wholesalers, retailers and dealers.

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CONCLUSION Sales planning and operations is a business management process by which the executives and sales team continuously focus in achieving and aligning all functions of organization. This report helped in understanding the importance of sales planning and operations in achieving organizational

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objectives and how it helps in preparing effective Sales strategies for improving sales of the organization.

Moreover,

this

report

encourages

the

role

of

motivation

and

recruitment and selection procedure within the sales management. Hence, it has been concluded in this report that sales planning and operations play a crucial role in organization success. Effective sales planning and strategies can improve product sales which leads a business to earn profitability.

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REFERENCES Berry, W. L., Whybark, D. C., and Jacobs, F. R., 2005. Manufacturing planning and control for supply chain management. New York: McGraw-Hill/Irwin.

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Jacobs, F. R., Chase, R. B., and Chase, R. 2010. Operations and supply chain management. McGraw-Hill/Irwin.

Kaplan, R. S., and Norton, D. P., 2008. The execution premium: Linking strategy to operations for competitive advantage. Harvard Business Press.

Katz, J. A., and Green, R. P., 2007. Entrepreneurial small business (Vol. 200).

McGraw-Hill/Irwin.

Slack, N., Chambers, S., and Johnston, R., 2010. Operations management.

Pearson Education.

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