SB_Sales Planning and Operations Table of Contents Introduction 3 Significance of Personal Selling in the Promotional Mix 3 Consumer Behaviour in the Markets 5 Marketing Strategy of the Company: The Role of Salespeople 6 Conclusion 7 Reference 8 Bibliography 9 Introduction Colin Hendrix and his brother James have a car dealership in Dorset and Hampshire…
Download file to see previous pages...
This report is an effort to signify the importance of personal selling in the promotional activities and how they can be used by the Hendrix brothers to foster their sales and service. Significance of Personal Selling in the Promotional Mix “Promotion is persuasive communication. Companies rely on promotion to inform people about their products and services. Companies also use promotional techniques to enhance their public image and reputation and persuade people that their products are valuable” (Glencoe, n.d., p.362). Non-profit organisations rely on the promotional activities to make the public educated about an issue or to advocate for the changes in a regulation or a policy. The objectives of the promotional activities can be articulated by the phrase AIDA. In the process, the company must attract the attention, build the interest and desire and finally the company must ask for action. Promotion is a significant element of the marketing mix. In the absence of communication, the customers may not be aware of the product and its prospective their requirements and desires. A number of different communication tools form a significant part of communication mix. The organisations must decide which tools are required to be used for the larger sales and in specific proportion. There are four significant components of promotion mix including advertising, sales promotion, personal selling and public relations. Promotional mix is an organisation’s total communication a program consisting of various blends of its components and the mix is used to achieve the company’s marketing goals and objectives. “Personal selling refers to the personal communication with one or more prospective buyers for the purpose of selling a product or service” (NOS, n.d., p.28). Personal selling is one of the most effective tools to communicate with the consumers. Personal selling involves interaction at the personal level and that is why the feedback is received immediately. The communication through personal selling is quite flexible. The sales personnel can adjust the communication according to the understanding of the customers. The personal selling is more persuasive. The selling personnel can convince the consumers about the utility of the product. The efficiency of the impressive salesmen can leave an impression on the potential buyers which in turn would increase the sales in the coming future. There are a number of other forms of promotional mix. Personal selling can offer considerable contribution in the other promotional mix tools. Advertising is an impersonal and paid communication form in order to endorse a physical product or service. The promotional tool can be in the print form as in the newspapers and magazines, in the audio form or in the audio visual form as on the television or cinema screen etc. Personal selling can be used to flaunt the utilities and advantages of the products to intensify the advertisements. Sales promotion refers to the use of short term incentives such as discounts, free gifts, demonstration, store display, free sample coupons etc to encourage the immediate purchase of a product or service. The personal sales team can offer these incentives to the customers to increase the sales and revenue. To a certain extent the significance of personal selling depends on the nature of the product. As a general rule, merchandises which are
...Download file to see next pagesRead More
Cite this document
(“Sales Planning and Operations Assignment Example | Topics and Well Written Essays - 1500 words”, n.d.)
Retrieved from https://studentshare.org/family-consumer-science/1407223-sales-planning-and-operations
(Sales Planning and Operations Assignment Example | Topics and Well Written Essays - 1500 Words)
“Sales Planning and Operations Assignment Example | Topics and Well Written Essays - 1500 Words”, n.d. https://studentshare.org/family-consumer-science/1407223-sales-planning-and-operations.
Sales Planning and Operations
Task 1: Research Portfolio
Sales strategy is “a plan that positions a company’s brand or product to gain a competitive advantage over the competitors” (Gluck, 2011). For a company to achieve it sales corporate objectives it must create successful sales strategies that can assist the sales team to concentrate on the target market customers and establish effective communication with them for sustainable competitiveness.
According to the paper the promotion mix elements are mainly comprised of the following elements; advertising, sales promotion, personal selling and publicity. The paper analyzes the function which is mainly called the marketing communication mix. Personal selling plays a pivotal role in helping the organisation achieve this feat. This paper says that within a marketing strategy, personal selling plays a pivotal role in the growth and sustenance of business and it compliments other promotional activities.
Essentials in operations management: 8 3.1 Capacity planning 9 3.2 Quality 10 3.3 Inventory management 12 3.4 Supply chain management (SCM): 13 3.5 Performance management and HRM 14 4. Strategic implications for the business 15 4.1 Implications for competitiveness 16 4.2 Impact on sustainability of each organisation 17 4.3 Impact on Innovation of each organisation 17 5.
On their website you can check out further details including the past details of the Museum, detail material on filming and photography at the Horniman museum. There are key corporate documents along with the funding agreement with major funder the Department for Culture, Media and Sport, and annual report of Horniman Museum.
This has enabled us to enjoy a competitive advantage over our rivals and emerge s among the most established and dominant suppliers in this sector.
It is for this reason that we are extending our services across the US borders. Thus, as part of our
Order takers will further be comprised of three components. Inside order-takers form the first component headed by a retail trade assistant who facilitates business by receiving cash and handing over the products to the customer. In this case, the customer is expected to select the products needed without assistance from a salesperson.
In the era of increasing globalization, there will be more and more need of air cargo service with enhanced speed, timely service, low costs, and specialized customer services. This paper will focus on marketing strategies of Federal Express Service to deal