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Sales planning and operations - Essay Example

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It is regarded as flexible tool of personal communication when compared to impersonal and mass communication of advertising (Kotler & Keller, 2009:56). The roles of personal selling: prospecting…
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Sales planning and operations
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Sales planning and operations

Download file to see previous pages... he process of marketing planning; lastly, allocating where during periods of product shortage, the sales force might have a significant effect in the manner in which available stocks are allocated. Most importantly, personal selling has been found to lead to an actual sale.
The information gathered by the salespeople can be utilised to improve the aggregate sells and production. The information also the firm maintains equilibrium between supply and demand. Besides, the information is also used to comprehend the customer’s needs and behaviour.
The stages of decision making process include problem recognition, evaluation of alternatives, evaluation of the decision, search process, and selection stage (Pride & Ferrell, 2012:23). When purchasing a high-level product such as a house, the salesperson has higher chances of influences the buyer’s decision by providing more benefits of the house. In this case, the prospective clietnt will be easily persuaded to buy the house. The salespeople ensure that the need of the customer is met, thus revising the price of the product upwards.
In relation to low-level products such as a newspaper, the chances of influencing the consumer purchasing behaviour are low since the products are of low risk. Besides, the decisions of purchasing the product is a routine (Kotler & Keller, 2009:134).
The responsibilities of Halfords sales team that sells cycling and motoring products and services comprise of the following: establishing personal deliverables, improving targets and charter, having knowledge your firm’s products and services, accepting the quota responsibility my mapping out how one will attain goals, customer contacting, account management by managing account asset, executing the sales process, and opportunity management.
The roles of the sales team comprise include managing the resources of the sales support, making periodic account and territory review presentations, offering of timely management reports, and finally, ...Download file to see next pagesRead More
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