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Sales Planning and Operations - Assignment Example

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The repor seeks to outline the factors that influence the consumers to make a decision when purchasing a product as well as the overall role of the sales force within a marketing strategy. The economic reason, the decline in sales is also attributed to the inexperienced sales force…
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Sales Planning and Operations
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Download file to see previous pages Essentially, marketing is concerned with satisfaction of the consumer needs profitably. Therefore, for an organisation like Hendrix business to be better positioned to anticipate and satisfy the needs of the customers, there is need for them to have information about different targeted customers. Thus, through the efforts of the sales force, relationship marketing becomes firmly entrenched in commercial practice so the role of the sales person will increasingly encompass some of these wider issues. It is important for any organisation that is concerned with its viability to establish relationship with its customers to encourage positive image resulting in customer loyalty and repeat purchasing. The task of selling is principally about communication by word of mouth (Kotler 1999). Purchasers of the products normally need more than just advertisements when they want to make a decision to purchase something. The professional sales person is very flexible medium of communication and is better positioned to establish purchasing motives through listening to the buyer. He can then emphasise appropriate aspects of the product or the company in terms of meeting and satisfying the motivational considerations of the buyers. In the given scenario, the sales force can be effectively used to gather the views of the customers and make appropriate decisions that will satisfy the anticipated needs of the customers. This strategy can as well implemented to promote business to business B2B selling where Hendrix business will seek to sell its products to the other organisations. On the other hand, the company’s image is personally delivered...
This paper says that the members of the team can also collectively work together to gather information about the potential as well as targeted customers. This information can be used to shape the marketing strategies of the above mentioned organisation. In most cases, a successful marketing strategy is determined by the information about the customers held by the organisation. Concerted efforts of a team are required in gathering this information that can also be used to portray the image of the organisation positively. The main purpose of the sales team is to coordinate their efforts towards the achievement of the sales goals of the organisation. Business is meant for gaining profits which can only be achieved when an organisation is aware of the needs of the customers and their buying behaviour which is the basis of marketing.
It approves that Over and above, it can be noted that within a marketing strategy, personal selling plays a pivotal role in the growth and sustenance of business and it compliments other promotional activities. Personal selling plays a major role in gathering information about the needs of the customers, communication needs of the organisation as well as portraying the image of the organisation in a positive way. It has also been noted that the aspect of consumer behaviour has a bearing on the decision making process by the customers in making a purchase for a particular product. Sales teams also play a pivotal role in gathering the informational requirements of the organisation. ...Download file to see next pagesRead More
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