SALES PLANNING & OPERATIONS
Unit 20
Sales Plan
Importance of Sales Function
Sales Presentation of (selected product)
Ibrahim Nisham Ahmed
A122672
MAPS Associate’s Degree in Human Resources
Table of Contents
Introduction .................................................................................................................. 3
LO1. Understand the role of personal selling within the overall marketing strategy .......................................................................................................................... 3
P1.1. Explain how personal selling supports the promotion mix ............................................... 3
P1.2. Compare buyer behavior and the decision making process in different situations ...........
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Understand the role and objectives of sales management .............................. 5
P3.1. Explain how sales strategies are developed in line with corporate objectives .................. 5
P3.2. Explain the importance of recruitment and selection procedures ..................................... 6
P3.3. Evaluate the role of motivation, remuneration and training in sales management ........... 6
P3.4. Explain how sales management organizes sales activity and control sales output. .......... 7
P3.5. Explain the use of databases in effective sales management ............................................ 7
LO4. Be able to plan sales activity for a product or service .................................... 8
P4.1. Develop a sales plan for a product or service .................................................................... 8
Conclusion .................................................................................................................... 8
Bibliography ................................................................................................................. 8
Introduction
Sales Planning and Operations is an activity, which combines Sales and Marketing
Operations of organizations, and it helps in achieving their strategic goals and
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This allows Sonee Sports to modify its promotional activities and products for future. So ultimately personal selling supports the objectives of the promotional mix.
P1.2. Compare buyer behavior and the decision making process in different situations Buyer behavior of an individual or a business can be defined as the process or the behavior, which is used at the time of buying product. The buyer behavior of the potential customers of an organization helps the organization to plan and implement strategies aimed to maximize the sales of its products (Wilson, 2000).
There are different types of customers in an organization. They show different types of buying behavior. Buying behavior means the buying nature of the customers. Continues research on the customers buying behavior is being done. Actually, there are four types of buying behavior. There are:
- Habitual buying behavior
- Variety seeking buying behavior
- Dissonance reducing buying behavior
- Complex buying behavior (Drotsky, A. 2011)
Above all of the buying behaviors differ from one another. Sometimes, customers are divided based on their buying behavior. Sonee Sports can analyze their customers buying behavior and take decision accordingly.
Decision Making
The one of main factors is that costumers are swayed by product itself. Where are we buying it? What is the trademark of the product? How much is it? What is the product’s appearance? How about product’s use? And, does the product have a good quality? All of these questions will appear in our mind when we are making decisions. Thus, every consumer will accord to analysis by synthesis product itself, and focus on the product that he or she most favorite. The ways of vendition and the environment of vendition impact the buying behaviors of the customers. The seller makes an attempt to choose the right way and sell the products in the right environment. Consumers will select a safe channel, and according to legal order trade with the marketer. So, having a good channel and place is very important. Usually, a well-known trademark can attract customers to buy the product, because of its influence, history, or another factors. In
The anti-social behaviour act was made in 2003. The reason for why this was made was to make the rules of anti-social behaviour better and work more efficient also to do the same with the fixed penalty notices. The rules of this act is no one that is under the age of 16 is allowed to buy spray paint due to graffiti on private properties, no group of teenagers are allowed to do anything wrong to the public and also no public drunkenness which can lead to people disturbing the peace. An example for this could be the ASBO’s.
The mission statement or corporate credo serves as an articulation of the fundamental principles at the heart of the organization and those that should guide all decisions, without abridgement stated by Murphy (as cited by Hartman, DesJardins, & MacDonald, 2014, p.164). In the article, “Do Codes Make a Difference?” Hartman, DesJardins, & MacDonald (2014) seek to explain Johnson & Johnson Corporation history and its credo in conducting business. After reading the article, I recognized that the corporation follow its statement of values and believes in the principles that were established by Robert Wood Johnson.
The usage of computer is not that hard to have incorporated into your daily living and needs.It does require some basic skills that user must have some general knowledge about features,once the device is up and running.But, the device from the manufacturer does come with a preload password manager.The device comes with some other device that you have like a mouse keyboard and hard drive as well as a monitor.The device has a wealth of possibilities that the owner could incorporate the device to be used for. The computer is so huge in the information technology and system division it requires that each user has some sought of protection in order to provide some sought of blockage barrier against criminal activity.
d) Enlarging new customers. Research on the consumer purchase behavior is an essential need. The analysis data will provide more information on who, how, and why to buy, and also understanding the competitors marketing strategic plan. Secondly, by analyzing the majority of subscribers age group, gender, preference items. Sending regular email on current promotion items and offer them with the 1st trial discount voucher to convert the subscribers into customers.
From buying a hamburger to buying a house people use a process in order to make a decision on what to buy. (book cite) describes this as the consumer decision process (pg.175). Utilizing a consumer decision process model, marketers are able to better understand how consumers are purchasing products and services. The five step consumer decision process model includes need recognition, information search, alternative evaluation, purchase, and post purchase. Not all purchases require following all five steps to a T, but consumers, whether they know it or not, follow a version of this model when making a purchase. Companies also use this model in order to effectively market their products and services. A company
Furthermore, I will explain the application of theory relating to me and my purchase. I will also review the marketing activity of the organization where I purchased from. This is to explain how the two theories have been used in the marketing strategy. In addition, recommendations regarding how the marketing strategy could have been improved by applying the 2 buyer behaviour theories are given.
Consumer Decision Making Process A key factor in successfully marketing new/existing products or implementing a product Extension is a thorough understanding of the motivation, learning, memory, and decision Processes that influence consumers purchasing behavior. Consumer purchasing behavior theories have found their way into managerial decision making to help companies more effectively develop and launch new products, segment the market, determine market entrance and in brand management. Therefore, a better understanding of how consumers decide what to purchase is critical to the success of a product. There are numerous theories and models describing the consumer purchasing decision process.
A. Consumer behavior comprises all the consumer decisions and activities connected with choosing, buying, using, and disposing of goods and services.
We discuss the types of marketing research conducted by the company before introducing it to the market and how they have segmented its target market and positioned the product in the minds of the consumers.
To effectively sell a product or service, organizations have to really know how customers behave, regarding to what they buy. The study
According to Nijs, Dekimpe, Steenkamps and Hanssens (2001), the promotional tools have a huge effect on consumer buyiny behavior such as advertisement, word of mouth and buy one get one free etc. by promote the products the customers are more attracted toward product (Bridges, Briesch and Yim, 2006). According to Naimah and Tan (1999) ther are some factors that can effect the customer to buy a specific product such as high purchasing power and other sales physical surroundings. Kotler (2003) argued that there are some social and economic factors may affect consumer decisions for example culture and fundamental factors of consumer
To achieve and maintain success in such a complex system as market it is essential to every marketing person to understand clearly consumer behavior. Understanding consumer behavior is not that easy as it may seem from the first glance. The reason is that there are plenty of various factors that may influence it in one certain way or the other. When considering each of the factors it is also important not to forget that they ought to be analyzed as different parts of one whole picture, that is, in correlation with each other.
The research on consumer behavior assists the organization recognize and forecast the purchase behavior of the consumers while they are purchasing a product. Thus, the study of consumer behavior helps the marketers not only to understand what consumer's purchase, but helps to understand why they purchase it (Kumar, 2004). There are a lot of elements which can influence the purchase decision of consumers such as social influences, cultural influences, psychological factors and personal factors (Super Professeur, 2011). Understanding these factors helps the company to market the product on right time to the right consumers in order to generate more profits. On the other hand, if the marketers fail to understand these components that might influence consumers, they will fail to convince the consumers to purchase that product or will fail to meet the demands of consumers. However, consumer behavior is one of the stimulating and challenging areas in marketing studies being a human activity focused on the products and services. Thus understanding the behavior of the consumers is a great challenge. Moreover, it is not easy to get a full picture of consumer behavior as customers make plenty of different buying decision every day and they usually do not know exactly what influences their purchase. In short, basing on all
There can be many things that might factor into the want to buy something. There are many steps that a customer takes before actually buying a product.