Supreme Quality Services by Skilled Writers
Sales Planning and https://www.instantassignmenthelp.com.au
Operations Enviro-Cars
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Supreme Quality Services by Skilled Writers
TABLE OF CONTENTS INTRODUCTION..........................................................................................................................1 TASK 1...........................................................................................................................................1
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1.1 How personal selling at Enviro-Cars Ltd supports other promotional activities..............................................................................................................................1 1.2 Comparing buyer behavior and decision making process.......................2 1.3 Analyzing the role of sales team in marketing strategy...........................3 TASK 3...........................................................................................................................................3 3.1 How sales strategies can be aligned with corporate objectives............3 3.2 The recruitment and selection procedures are important for Plastic Products Ltd.......................................................................................................................4 3.3 The role of motivation, remuneration and training can be utilized as tools of motivation within sales management..................................................... 5 3.4 How business can organize sales activities in order to control of sales output.................................................................................................................................. 5 3.5 Effective sales management can be supported by the use of databases ................................................................................................................................................6 TASK 4...........................................................................................................................................6 4.1 Developing a sales plan for product category of Curry’s emerging market................................................................................................................................. 6 4.2 Opportunities for selling internationally into chosen market................. 7 4.3 Opportunities for using Exhibitions/Trade fairs............................................8 CONCLUSION.............................................................................................................................. 8 REFERENCES...............................................................................................................................9
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Supreme Quality Services by Skilled Writers
INTRODUCTION Sales planning and operations can be considered as an interconnected
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business process developed in order to focus, alignment and synchronize within different functions of management. However, it states that business is required to develop a planning process with the aim to achieve business objectives. The current research is divided into different scenarios that states that business is facing low sales and profitability because of economic recession and inexperience staff. In the first task it involves analysis regarding sales and planning of Enviro Cars Ltd Company (Adamczak, Domański and Cyplik, 2013). It also includes personal selling, comparison of consumer behavior and decision making process within B2B and B2C market. Further, in the third task, sales and planning information has been involved regarding Plastic product Ltd. Here, firm focuses to enhance their operations through recruiting skilled workforce and attain desired objectives. Also, management needs to focus on its sales team in order to maintain customer relationship and overcome challenges faced by enterprise.
TASK 1 1.1 Explaining the personal selling at Enviro-Cars Ltd. that supports other promotional activities Personal selling can be stated as a crucial element of business because it involves sales force to convenience people to purchase the product by showing its features. Here, face to face meeting is conducted among buyer and seller. Moreover, personal selling activity within Enviro Cars supports varied other promotional activities that assist sellers to promote the product Best Assignment Writing Service in Australia for University Scholars
Supreme Quality Services by Skilled Writers through their attitude, behavior, product knowledge and appearance etc. All these characteristics help sales people to motivate the consumer to purchase the product and achieve sales and profitability. In the given scenario of Enviro Cars Ltd they are facing serious challenges regarding the
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sales of both new and second hand cars (Hoyer and Maclnnis, 2012). The management analyzes that firm is facing such problem due to economic recession in the country. While, some partners states that it is faced due to certain experienced sales staff have left the job and the present sales force is not that much experienced in order to understand the needs and wants of clients.
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Enviro Cars are required to focus on involving other promotional activities such as advertising and digital media marketing campaign so that it helps them to enhance their business performance by selling both new and second hand cars. Moreover, business also aims to develop its personal selling activity and for that they need to provide the best training and development to their workers so that they can improve their skills and knowledge and attract clients to purchase the cars. Personal selling helps business to identify the potential buyers who are likely to purchase the new and second hand cars. Here, sales force is required to prepare proper
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Supreme Quality Services by Skilled Writers presentation that helps them to target and attract both B2B and B2C clients (Johnston and Marshall, 2013). It can be evaluated that personal selling is
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essential for firm to interconnect with other promotional mix elements so that merchandise can be advertised in market. Personal selling is the crucial element that helps in promoting the products and services face to face or personally so that clients can be informed regarding the benefits of the goods. Personal selling provides the opportunity to sales persons to modify and change the sales strategies as per the consumer (Lester, 2015). On the contrary, non personal elements of promotional mix are advertisement on television, news papers, social media and brochures etc.
Sample on Sales Planning and Operations Enviro-Cars For Full Assignment Help Kindly mail us at: help@instantassignmenthelp.co 1.2 Comparing buyer behavior and decision making process in different situations It can be evaluated that the buyer behavior and decision making process can be compared in regard to different situations that have been analyzed within Enviro Cars Ltd. For instance, at the time of low sales of new and second hand cars business analyzes the buyer behavior and thus influence buyer to make decision regarding the purchase of car. Following
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Supreme Quality Services by Skilled Writers are the different sections that can impact the consumer behavior. These are as follows-
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Improper customer service- It can be assessed that Enviro Cars is unable to provide proper buyer service because they possess inexperienced staff and those who are experienced they are leaving the job quickly. Thus, inexperienced sales force is the main reason because of which they are not able to provide proper customer service. Hence, it decreases the sales and profitability of firm (Noonan, 2010). Decrease in spending by buyers- Through evaluating the case scenario of Enviro Cars it can be assessed that business is facing issues such as economic recession and inexperienced sales force. Thus, it decreases the sales and profitability of business in market. Because of prevailing economic recession in the economy, consumers do not prefer to purchase new and second hand cars and thus it lowers down the sales of firm (Noroozi and Wikner, 2013). Lack of presentation skill- Here, it can be assessed that the inexperienced staff of Enviro Cars faces lack of presentation skill and thus they are not able to provide proper knowledge regarding the care to potential buyers. Thus, it affects the sales and of firm. Therefore, business is required to provide required training and development to them so that they can enhance their skills and retain customers for long term within firm (Li and et. al., 2014). There are different similarities and differences between B2B and B2C buyer behavior these are as follows-
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Supreme Quality Services by Skilled Writers B2B- In B2B purchasing decisions it tend to be less emotional as it directly connects to businesses. It also spends more money on their
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purchases and buying process is complex and lengthy. B2B sales involves the sales of a product from one company to another for its products. For instance, Enviro Cars Ltd. can approach the re-seller for the sales of the cars. B2C- While, here the products are sold to consumers directly and thus ensure to make right decisions. Here, communication is made to sell the product and also demonstrating the product to clients. B2C marketing is different from B2B in many ways. The sales promotions and activities in B2C marketing is completely depends on how it evoke the end user customers emotional responses. While it is essential for consumers to make effectual decision making through identifying the alternatives available so that best purchase decision can be made. 1.3 Analyzing the role of sales team in overall marketing strategy at Enviro Cars Ltd. Sales force plays a significant role in planning effectual marketing tactic for business so that they are able to attract and retain customers for long term in business. Business trains its sales team to develop the best communication and interpersonal skills so that they are able to identify the needs and wants of customers and provide them required products to achieve targets. Enviro Cars are required to adopt effective marketing strategy in order to build the brand image and target potential customers to
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Supreme Quality Services by Skilled Writers enhance sales (Oliva and Watson, 2011). Following are the responsibilities of
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sales team in developing marketing tactic. These are as followsDetermining the requirements of target segment- It is the main role played by the sales force in order to identify the needs of target people. However, they are accountable to assess their requirements and then provide similar merchandise so that they can be satisfied and execute sales. Therefore, sales people should be well trained and knowledgeable regarding the product information so that they can convenience customer regarding the key features and uniqueness of the product. Thus, sales force provides a base to the Enviro Cars in planning the marketing tactics so that they can influence customers to purchase the new and second hand cars (Tavares ThomĂŠ and et.al., 2012). Further, it also assists in assessing the needs of both B2B and B2C people so that best decision can be taken in regard to fulfill their demand. Team selling- It can be stated that it is essential for sales people to develop integration and build a sales team so that team selling can be carried out. It is an effectual process as it helps people to enhance the sales and profitability. Promotion mapping- It is another aim of sales force to develop marketing strategy so that they can target potential consumers and adopt appropriate promotion technique so that results can be attained. Enviro Cars sales team is required to prepare marketing plan for B2C clients so that they can enhance their sales and profitability. While, for B2B it requires developing effective relationship among each other so
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Supreme Quality Services by Skilled Writers that brand image in market can be improved (Thome, Sousa and
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Carmo, 2014).
TASK 3 3.1 Explaining how sales strategies can be aligned with corporate objectives in organizations It can be evaluated that it is essential for business to align its sales tactics with corporate objectives. Plastic Products Ltd is required to align its sales plan to corporate strategy so that they can understand the needs of consumers and provide them required plastic products. Following are the steps that firm need to follow to move in right direction. It is as followsFirstly, business is required to agree upon the corporate goals that will be directly delivered to firm through sales. It helps in analyzing that the business aims to enhance revenue, customer satisfaction and improve retention within business for long term. Here, Plastic Products is required to ensure that they need to focus on specific goals so that targets can be attained effectively (Wacker and Lummus, 2012). Next, business is required to compare the current strategy with the previous year so that it should not be the same. For instance, if business remains unchanged than it affects the desired results. Also, enterprise is required to analyze the performance of sales team and accordingly adjust the sales plan with the aim to attain results (Bozarth and Handfield, 2015). Lastly, Plastic Products Ltd is required to evaluate the job roles as per the corporate strategy developed by firm. Thus, it helps cited firm to carry out its corporate strategy with the effect of sales plan so that Best Assignment Writing Service in Australia for University Scholars
Supreme Quality Services by Skilled Writers desired objective of increasing sales of Plastic Products enhances (ThomĂŠ, Sousa and Scavarda do Carmo, 2014). For instance, Plastic
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products ltd can describe the job roles and responsibilities clearly among the sales people. Moreover, it can monitor their effectiveness in performing the job roles. 3.2 Explaining why recruitment and selection procedures are important for Plastic Products Ltd
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It is essential for business to adopt the best procedure for recruiting and selecting employees within Plastic Products. For instance, if business chooses right people for the right job then appropriately such people prove to be productive but also tend to stay within the firm for long term. Therefore, it is recommended to firm that they should invest in recruitment and selection also motivate the staff to attain desired objectives. Business also believes that through recruiting skilled candidate who are familiar with the plastic industry will help business to expand their operations. Thus, business should hire sales personnel from similar competitive businesses who are
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Supreme Quality Services by Skilled Writers having potential candidates and having full knowledge about the fast moving consumer products (Tuomikangas and Kaipia, 2014).
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Thus, through recruiting such people business helps in saving lot of cost spend on training and development which firm can utilize on expansion and motivation of workers. Therefore, while selecting the candidate business is required to carry out proper job analysis who are applying for the post and evaluate their knowledge regarding the plastic industry. Hence, through recruiting from plastic industrious people will be aware about the supply, production and properties of plastic. Also, new recruits will not found difficulty in understanding the technical language of people working within Plastic Products (Moon and Alle, 2015). Thus, selecting the best recruitment and selection procedure helps firm to attain desired objectives. Following is the recruitment and selection process which are as followsSourcing candidates- It can be stated that it is the first step in which HR department is required to find suitable candidates for job vacancies. Tracking applicants- It is another step in the recruitment and selection process to track the applicants. Preliminary phone interview- Further, conducting preliminary phone interview helps in obtaining information about the applicants. Face to face interview- Later, face to face interview is conducted in order to recruit the candidate for the job. It is essential for business to carry out this process as it is crucial in order to INSTANT ASSIGNMENT HELP AUSTRALIA select right candidate for the right job.
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Supreme Quality Services by Skilled Writers 3.3 Evaluating the role of motivation in organization and its usefulness in remuneration and training within sales management
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Following are the role of motivation, remuneration and training as effectual tools of encouraging sales force. It is as followsRole of motivation in sales management- It is essential for business to encourage its sales force so that they can effectively improve the sales and profitability of firm. However, it is the responsibility of the Plastic Products to motivate their sales team by providing them proper awards, rewards, incentives etc. However, through providing different motivating factors it helps in improving productivity and expanding the operations of firm in marketplace (Goh and Eldridge, 2015). Role of training in sales management- It is significant for firm to provide training and development to its workforce so that they can enhance their skills and capabilities in order to accomplish the set targets. Moreover, continuous training session helps sales force of Plastic Products to improve their skills and knowledge regarding the merchandise in which firm is dealing. Thus, it helps them to expand the business in large supermarket groups (Yu, Ramanathan and Nath, 2014). Role of remuneration in sales management- Remuneration can be stated as compensation that has been provided by one people to another in exchange of work performed. It is referred as wages or salary paid to sales personnel for the services rendered to carry out the business activities. Management needs to set high remuneration in order to encourage sales team to attain desired goals and objectives Best Assignment Writing Service in Australia for University Scholars
Supreme Quality Services by Skilled Writers (Kong and Rรถnnqvist, 2014). It can be evaluated that business is
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required to undertake Herzberg or Maslow theory so that training and remuneration can help in motivating people. Both these theories helps in encouraging individual to improve their skills and capabilities so that results can be attained. However, through motivating workers by providing them financial and non-financial benefits helps in attaining results. For instance, the employee who is in need of safety. In this situation cited firm can provide them performance appraisals and job securities (Wacker and Lummus, 2012). Similarly, the employees who is in psychotic need firm can increase the salary and reward them by incentives to motivate them. 3.4 Explaining how business can organize sales activities in order to control of sales output Sales management is required to organize sales activities in order to control sales output. These are as follows Setting goals- Here, through evaluating the case it can be assessed that Jim Spencer the sales manager in setting goals and objectives for Plastic Products Ltd. Thus, because of recommendation of Spencer to general manager of firm it is essential for them to take strategic decision of recruiting two more sales representatives. Through such type of activity, it helps to enhance the skills and capabilities so that goals and objectives can be attained (Gola, 2014). Forecasting, budgeting and organizing- After, identifying the desired goals of firm, sales manager of Plastic Products need to undertake effectual measures in order to achieve them. Thus,
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Supreme Quality Services by Skilled Writers management is required to set specific standards in order to attain desired goals. Here, business is also required to manage proper
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budgeting activity so that both inflow and outflow of funds ca be effectively managed (Lester, 2015). Controlling sales output- It can be stated that through proper sales management it helps in regulating the sales output so that desired goals can be attained. Thus, sales team should be that effective so that they can control the sales output and attain results (Frazzon and et. al., 2014).
Sample on Sales Planning and Operations Enviro-Cars For Full Assignment Help Kindly mail us at: help@instantassignmenthelp.co 3.5 Explaining how effective sales management can be supported by the use of databases Plastic Products Ltd is required to undertake databases in order to collect and store the information of customers, suppliers etc. However, training the sales people to manage the information in databases it helps firm to take effectual decision. Thus, database software helps in managing the sales activities of company. Required training need to be given to workers so that they can effectively store and utilize the data from database at the time of sales promotion. Additionally, database software helps in
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Supreme Quality Services by Skilled Writers making strategic decisions and develops sales planning for future. It also assists is storing the data for future use and thus through which sales calling
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can be done to clients. It helps in enhancing the business growth (Zanjani and Nourelfath, 2014).
TASK 4 4.1 Developing a sales plan for product category of Curry’s for suitable emerging market Title- Curry' home electronics category Date- 5/12/15 Objectives- 1. To enhance the sales of product 2. To give tough competition to rivals 3. To achieve efficiency and market growth Strategies- 1.1 Adopting effectual promotional strategies 2.1 Pricing strategy 3.1 Setting effective plans and policies by considering the same of rivals Tactics- 1.1.1 To implement long term plan 2.1.1 Achieve competitive edge 3.1.1 Enhance training and development program KPI's 1. Profitability 2. High market share 3. Attain sales target It is essential for Currys which is a British electrical retailer operating in UK and Ireland to develop a sales plan for its home electronics category. However, business is required to develop its mission and objectives because the selected target market is India. Also, business is required to analyze the Best Assignment Writing Service in Australia for University Scholars
Supreme Quality Services by Skilled Writers business market position through starting its operations in different markets by promoting their electrical products for Indian customers. They also need
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to set effective pricing strategy so that customers can be attracted to purchase the product. However, business is required to create the sales plan through considering the geographical area so that they can effectively promote their home electronics product among the target customers (Markgraf, 2014). It can be stated that this sales plan need to be revised on a regular basis of 6 months so that actual sales can be attained by firm. Mission- The aim of Currys home electronics to enter into emerging market and develop its distribution channel in order to popularize the band image among varied competitors. Objectives- The main objective of business is to enter in Indian market and provide home electronics to them so that growth can be attained. Strategies- Business should undertake digital media promotion to advertise their products in Indian market (Karlsson, 2011). Actions- The tactics that has been assessed needs to be implemented through employing skilled workforce and attain goals. KPI- Regular monitoring and reviewing the plan helps in attaining success. 4.2 Investigating the opportunities for selling internationally into chosen market There are varied opportunities for business to sell its electronic products in international market i.e. India. The country selected is India it has been chosen because it is a developing country and thus there is high
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Supreme Quality Services by Skilled Writers market potential to consume the product. In India the main metros will be selected such as Mumbai, Kolkata, Delhi etc. There are different trade
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regulations in India such as FDI that need to be followed by companies entering into India (Kong and Rรถnnqvist, 2014). Also, there are different cultural and social issues prevailing the country that might affect the policies of business. PEST analysis- It is as followsPolitical- There are different political parties that affects the business to enter into India. Economic- As country is facing issues in slowing down the economic and thus recession is the problem. Social- There are different cultural people and thus it affects the business. Technological- It is essential for firm to adopt innovative technology so that clients can be attracted. Growing market- Business analyzes that India is the growing market for electronic merchandise therefore, business plans to enter into Indian market and focus on needs and preferences of clients to satisfy them. Thus, it helps in generating high revenues (Noroozi, 2014). Friendly gadget users- Currys also found India as an emerging country to sell its home electronics products because the consumers living in India are very gadget friendly and thus they are attractive towards such products that helps firm to enhance the sales and profitability (Frazzon and et. al., 2014). Online selling- Business can directly sell its products through online it helps them to save a lot of cost and thus provide merchandise to
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Supreme Quality Services by Skilled Writers consumers at low price. It attracts lot of clients to purchase the home electronics from such website instead of varied competitors available
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(Adamczak, Domański and Cyplik, 2013). Planned association- It is essential for business to develop planned association i.e. agreement among two or more businesses in order to carry out business on certain specific terms and conditions. Thus, with the help of this Currys can expand its operations in emerging marketplace (Hoyer and Maclnnis, 2012). Through the planned association Curry's can attain security and proper establishment in the emerging marketplace.
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4.3 Investigating the opportunities for using Exhibitions/Trade fairs in chosen market Business possesses varied opportunities to enter into emerging market i.e. through adopting exhibitions and trade fairs. These are the most crucial methods through which business can make connection with large number of customers and provide them information about the home electronics. Thus, it is essential for business to participate in trade fairs so that they can enhance Best Assignment Writing Service in Australia for University Scholars
Supreme Quality Services by Skilled Writers their brand image and attract large base of clients towards firm. In such type of trade practices there are varied competitors available presenting their
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similar products and services and thus business is required to adopt unique pricing strategy to attain desired results (Li and et. al., 2014). Exhibitions and trade fairs are the biggest platform to exhibit the Currys products so that they can attract varied wholesale distributors in regard to take agencies of home electronics and also single customers to buy the product for home usage. The chosen product is home appliances and it will be exhibited in Electronica India an exhibition which will be held in Delhi. Here, company can exhibit their products to attract businesses and consumers. The participating fees for the exhibition is 50000 Rs and payment need to be made online also the exhibition will be carrying out demonstration no sales. It helps in getting awareness to clients regarding the products and later they can order it directly from company.
CONCLUSION From the above study it can be articulated that personal selling is the best way through which individual can develop face to face contract with seller and influence them to purchase the product. Thus, it helps business to increase sales and profitability. Furthermore, sales force also plays a critical role in planning marketing strategy for business so that they can effectively determine the needs of target segment. Also, it is essential for business to undertake effectual recruitment and selection process so that they can recruit experienced candidates who have full knowledge of working within similar industry.
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Supreme Quality Services by Skilled Writers
REFERENCES
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Books and Journals Adamczak, M. Domański, R. and Cyplik, P., 2013. Use of sales and operations planning in small and medium-size. Bozarth, C. C. and Handfield, R. B., 2015. Introduction to operations and supply chain management. Prentice Hall. Frazzon, E. M. and et. al., 2014. Spare parts supply chains’ operational planning using technical condition information from intelligent maintenance systems. Annual Reviews in Control. 38(1). pp. 147-154. Goh, S. H. and Eldridge, S., 2015. New product introduction and supplier integration in sales and operations planning: Evidence from the Asia Pacific region. International Journal of Physical Distribution & Logistics Management. 45(9/10). pp. 861-886. Gola, A., 2014. Genetic-Based Approach to Production Planning with Minimization Cost of Manufacturing. Actual Problems of Economics. 153(3). pp. 496-503.
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