Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Loading...
September 21, 2014
Introduction
At the very beginning of sales, sales planning are the precondition for making marketing activities
effective and efficient. Most of the cases sales planning plays a vital role increasing selling products
and services of an organization. Promotional activities are the driving forces of selling a product or
service. One of he biggest challenges for marketing managers is to increase sales of products or
services and these challenges are normally being possible to over come by dint of a effective and
efficient sales planning and promotion. This assignment is made on the ins outs of sales planning
and promotion and the current issues about it.
This
assignment will be rich using the
references of AVON. Avon is one of the best examples for the establishment and improvement of
sales planning and promotional activities. The ultimate profit comes from more and more selling of
products or services. And for
that sales planning are the first condition. And that is why national and international level business
organization is much more concerned about these two important issues of marketing. The sales
team of Avon mainly plays the roles in making a good customer relationship at different ways like
they behave attitudes, characteristics and manner. Then the sales team plays the role in making a
good network and a good relationship with retailers who frequently provide the order for beauty
products.
Part 1
1.1: Explanation of how personal selling supports
the promotion mix using various elements of
promotional mix.
Ling, and Goddard (1992), promotion mix denotes the four things such as personal selling, sales
promotion, public relation and advertising. Among these four things personal selling supports
promotion mix at a larger scale.
Most of the cases banking, financial institutions, and some manufacturing organization are more
concerned about promotional mix particularly at personal selling. The ways personal selling supports
promotion mix are personal interaction, two way communication, better response, relationship, better
convincing, qualities of a good sales man like physical qualities, psychological qualities, social
qualities, mental qualities etc. In terms of personal selling a sales persons personal qualities like
good power of memory, proper leading representation, sound character, loyalty etc supports the
promotion mix at a greater extent.
The roles of sales team of Avon: the sales team of Avon mainly plays the roles in making a good
customer relationship at different ways like they behave attitudes, characteristics and manner. Then
the sales team plays the role in making a good network and a good relationship with retailers who
frequently provide the order for beauty products. Sales team of Avon also plays the role in case of
providing information from organization and receiving information from retailers and thus they
provide information to management to take the further decision for a better marketing strategy of that
organization.
I have a travel agency named Avon Air Travel and I appointed one manager and two sales
assistants. Here the manager will play role in sales development, financial management, and daily
operational management as per the best interest of my agency. Manger also will work as a promoter
and marketing the business. The most important role of manager is to motivate customers with
different package. On the other hand sale assistant plays role in collecting information from market
and delivering them to manager. Sales assistant will also play role in overseeing the needs and
requirements from bringing the customers in agency to the end of the travel.
By the use of ICT in sales team we mean the use and application of computer and internet to
maintain the overall operations of sales.
In the following sectors the use of ICT can be seen in large sales team like AVON:
Information flow in supply chain: supply chain in case of selling perspective needs ICT to
ensure the inflow and outflow of sales information.
Keeping sales record: ICT is also used to keep continuous record of sales by the members
of a large sales team.
Coordination among the sales persons in sales team: mobile, internet etc can be used
to help each other in sales operations at different times.
Part 2
2.1: Sales presentation for a product or service.
Sales presentation on my own travel company
Category: service.
Moisturizing: one of the best qualities of this product is that this is a moisturizing beauty bar.
Perceptions of customers about this product: lovely smell, doesnt irritate skin, Dove
make skin soft and calm, feelings refreshment after washing with Dove Beauty Bar.
Pricing: Dove Beauty Bar has very reasonable price. Price of this product is affordable.
Price of this product is reasonable compared to its performance.
Skin care: Dove Beauty Bar ensures skin care in a sensitive manner compared to other
uniform products.
From the website of Dove it has been that customers are highly satisfied to the performance of Dove
Beauty Bar. Dove is unique, different in terms of skin care, moisturizing, reasonable pricing etc.
Sophisticated customers: nowadays customers are richer with available information and
relevant information. And understanding.
Unknown customers: realizing the tendencies of unknown and potential customers are
really very tough.
Part 3
3.1 The ways sales strategies are developed in line
with corporate objectives of Avon.
Strategies are mainly designed by keeping in mind the objectives of the organization since strategies
are sets of actions for the purpose of accomplishing the objectives. Corporate objectives of Avon
product Inc. are statement of purpose that gives the organization the specific direction for the action
needs to be taken by the firm in order to achieve its mission.
The sales strategies of Avon are the planned approach which is designed to increase sales order in
order to achieve the sales target of the firm. The sales strategy of Avon Inc. facilitate in improving
loyalty from customers and increases sales and profitability from the most promising sectors. These
sales strategies are designed in a way so that corporate strategies are reflected in them while trying
to meet the clients needs (Chau and Kand Liang, 2007).
Although sometimes people get confused between the organizations goals and objectives, Avon Inc.
clearly makes difference between these two. Here we are going to show the ways by which sales
strategies are developed by Avon in line with its corporate objectives.
Sales strategy of Avon is also developed by the market research and market survey of relevant
products or services. Competitors current business strategies are also considered to develop sales
strategies in line with the corporate objectives of Avon.
Sales team is key persons to meet firms goals: sales team plays the ultimate and vital
role to increase the revenues for company.
For a perfect and competent sales team: fair recruitment and selection procedures help
firms get the right persons and reject the wrong persons aiming the sales targets.
Hire and retain satisfied employees: the more effectively a company recruits and select
candidates the more possibility to hire and retain capable, competent and satisfied employees
Company reputation: perfect and fair recruitment and selection procedures enhance the
company reputation in a larger scale.
The sales manage may plan to sale at an exhibition like trade fair or trade show where only
interested companies with relevant products participate and visited by interested current and
potential buyers
Part 4
4.1 A sales plan for a product or service of my
choice
Here I am going to develop a sales plan for software and say the name of the software is Coding for
Fun. Grimson, Jand Pyke (2007), the steps involved are shown below
Setting Goal: we will increase the sales volume of this software by 15% within next year
Sales Objectives: we will increase our sale through cross-selling of other software and via
using affiliate marketing
Target Sales Market: based on available data from our market research on this software,
the demand for this product is also increasing among professional code user
Time Frame: here we will show the bar chart with details scheduling so that we can achieve
our expected sales within next year
Budget Section: here we will show the detail financial and human resource we might need
to achieve our sales objectives.
How sales plan is developed: some steps of sales plan development are defining the sales
target, choosing the strategies best suited for target market, identifying tactic activating and
motivating the sales team, reviewing the goals periodically and improving the approaches if needed
etc.
Creative thinking for developing a sales plan: creative thinking that can come to create a
sales plan are:
How better and what unique strategies and tactics can we adopt to our selling operation?
to increase many countries of the world especially in developed and developing countries where rate
of internet users is also increasing. Besides as it is software we can sell and deliver it to our
customers via our websites or other affiliated websites so we can serve customers from any
countries of the globe (APICS, 2007).
Besides those there are several opportunities for selling internationally. For example, different
customers of different countries want to taste product or service from different location of the globe,
customers of different countries may be bored with some common products and services by their
country, regional integration is increasing day by day and that is products and services of one
country is getting access to international markets.
Facilitation of direct contract: trade show facilitate direct contract between the distributor
channels (retailers, wholesalers, value added resellers) and the manufacturer groups but sometimes
a direct contract is being occurred between the manufacturers and the end users.
Economical ways of getting sales: besides the sales volumes during the trade period
many big amount of selling contract is occurred during the trade period.
New and potential Customers can be found by this trade show: this trade show is an
excellent way to find many new and potential customers for the industries that participate in trade
show.
Effective promotion and advertisement: different media persons regularly focus the new
brand products and services.
Very helpful for industry and the country: finally it can be said that such a trade show
brings more and more integrations among the manufacturers and distributors channel members.
Conclusion
From the above discussion we can conclude such a way that Most of the cases sales planning play
a vital role increasing selling products and services of an organization. Promotional activities are the
driving forces of selling a product or service. One of the biggest challenges for marketing managers
is to increase sales of products or services and these challenges are normally being possible to
overcome by dint of a effective and efficient sales planning and promotion. The term buyer behavior
or consumer behavior means behave and attitude of buyer in terms of buying the products and
services. Buying behavior of different organization is shaped as different. The ways personal selling
supports promotion mix are personal interaction, two way communication, better response,
relationship, better convincing, qualities of a good sales man like physical qualities, psychological
qualities, social qualities, mental qualities etc. Now everyone is interested to learn coding and many
schools teach coding to kids also. The software we have designed will let people learn computer
coding easily without any kind of confusion and difficulties. So the demand for this software is going
to increase many countries of the world especially in developed and developing countries where rate
of internet users is also increasing. Normally trade fair is open to general public so it is a great
opportunity for a firm to let other people know about their products and service and get feedback
from the customers directly. Sales manager decides to employ some representatives from them to
conduct sales promotion in trade fair.
References
1.
Onald H. Sheldon (August 2006). World class sales & operations planning: a guide to
successful implementation and robust execution J. Ross Publishing. pp. 3. ISBN 978-1-93215953-0.
2.
Ling, R.C. and W.E. Goddard (1992). Orchestrating Success: Improve Control of the
Business with Sales & Operations Planning, Wiley.
3.
Chau, P., Kuan, K. and Liang, T. (2007), Research on IT value: what we have done in Asia
and Europe, European Journal of Information System, Vol. 16 No. 3, pp. 196-201.
4.
Feng, Y., DAmours, S. and Beauregard, R. (2008), The value of sales and operations
planning in oriented stand board industry with make to order manufacturing system: cross functional
integration under deterministic demand and spot market resource, International Journal of
production Economics, Vol. 115 No. 1, pp. 189-209.
5.
Grimson, J.A. and Pyke, D.F. (2007), Sales and operations planning: an exploratory study
and framework, International Journal of Logistics Management, Vol. 18 No. 3, pp. 322-46.
6.
Olhager, J., Rudberg, M. and Wikner, J. (2001), Long-term capacity management: linking
the perspective from manufacturing strategy and sales and operations planning, International
Journal of Production Economics, Vol. 69 No. 2, pp. 215-25. Potential benefits of APS systems 679.
7.
APICS (2007), Using Information Technology to Enable Supply Chain Management, APICS
Certified Supply Chain Professional Leraning System, The Association for Operations Management,
Alexandria, VA.
8.
Bower, P., (2005). 12 most common threats to sales and operations planning process. The
Journal of Business Forecasting Methods & Systems 24 (3), 4.
9.
10.
Grimson, J.A. and Pyke, D.F. (2007), Sales and operations planning: an exploratory study
and framework, International Journal of Logistics Management, Vol. 18 No. 3, pp. 322-46.
Jonsson, P., Kjellsdotter, L. and Rudberg, M. (2007), Applying advanced planning systems for
supply chain planning: three case studies, International Journal of Physical Distribution & Logistics
Management, Vol. 37 No. 19, pp. 816-34.