Computing Skills Assignment Help
Delivery in day(s): 5
Diploma in Business
Unit Number and Title
Unit 20 Sales Planning and Operations
Sales planning and operations report has been developed over different concepts related to the sales operations and sales planning. The personal selling supports promotional mix in different ways which are defined within this document. Buyer behaviours and decision making processes in different situation has been discussed through this report. The sales team has wide roles on the marketing strategy success. The roles are illustrated in the discussion. The corporate objectives are considered while developing sales strategies. The ways to incorporate the corporate objectives in sales strategies are analysed. The importance of the recruitment and selection processes is discussed along with the role of motivation, training and remuneration in sales management. The role of database in sales management and the organisation of sales activities in controlling the sales output are also analysed. By choosing a product the sales plan has been developed. Further, opportunities of selling internationally and of using exhibitions and trade fairs are investigated.
Promotion is the marketing communication with the customers.Through the promotional activities the organisations tend to attract the potential customers. Promoting the products or services the organisation has to target a particular market or audience. Having a specific market or audience the organisation can have better understanding over the customer preferences and also making the marketing or promotional efficiently. The purpose of promotional mix:
There are different promotional tools within promotional mix:
Personal selling has a significant role within the promotional mix. Through personal selling is considered as the direct selling through direct communication with the customers. Through the personal selling an organisation can communicate with the customers over products ability to satisfy their needs. Through personal selling the customers have better options over their requirements. Information over new products is provided through the personal selling. Personal selling is efficient in order to identifying proper requirements of the individual customers. By getting efficient information the organisation can increase the sales volume. Through the personal selling organisation such as Starbucks can be able to identify different requirements of new targeted market or customers. (Oliva, and Watson, 2011).
Personal selling has certain stages:
There are different behaviours associated with the buyers. The buyers are the individuals, groups or organisations that tend to buy the products or purchase the services depending on their needs. Buyer’s behaviour refers to the behaviour of the buyers which are related to their buying. Different situations impact over the behaviour of buying.These behaviours and situations can be discussed by considering the different buyers like business and consumers.
Within the marketing strategy the role of the sales team is significant. Sales team is the group of ales professionals who are responsible for selling the products and services and increase the sales volume of the organisation. (Márcio, Felipe, Suclla and José, 2012) The sales activities are linked with the customers and their demands. On the other hand the marketing activities are developed to build awareness among the customers and to develop such conditions where sales can take place.
Sales team has the role in the market segmentation within an organisation. In order to make efficient sales activities the sales team play a significant role while the wide market of the organisation has been segmented as they have specific responsibilities over their respective regions. The sales members also are related to the marketing plans. The sales team has the responsibilities to place the promotional activities efficiently for representing the image of the organisation. The sales team must concern over the marketing strategy. (Oliva, and Watson, 2011) They prepare the sales plan for the organisation and also use the resources which are available to implement the plan. They implement the plan by connecting the sales plan with the marketing strategy.
The sales team is also involved within the product life cycle- introduction of the product, growth, maturity and decline of the product. In the product introduction the products is introduced in the market where the sales personnel has the main role in promoting the product to gain customer attention. The usages of the products and the benefits by using the products are explained by the sales personnel to the users of customers. (Thomé, Scavarda, Fernandez, and Scavarda, 2012) Within the growth stage, the product and the sales face fast growth. Within this stage, the sales team uses different strategies to sustain the rapid growth within the market. in the maturity stage the sales personnel and sales team has greater duties and roles as the market competition is higher. The sales personnel have to face different challenges while promoting the products. They have to use innovative approaches while promoting the products and having competitive edge in market. At the final stage decline, the sales face continuous in decline. In this stage the new products appear in the market and the company make new product development for approaching the market trend.
Get assignment help from full time dedicated experts of locus assignments.Call us: +44 – 7497 786 317
The recruitment and selection can be referred as the progression of searching and attracting capable candidates for employment. Through different layers and stages of recruitment and selection processes organisations like Starbucks can enhance their current human resource capabilities. These processes are significant for any organisation as through these processes the organisation can make proper evaluation of the skills before recruiting them. (Kaplan, and Atkinson, 2015)
The activities of recruitment and selection processes explore emerging talents and by attracting them in proper ways include them within the workforce. Skilled and qualified talents are attracted through the recruitment processes, who are helpful in achieving the goals of the organisation. Within the selection processes the candidates are evaluated based on their skills and company’s requirement for specific position. Through this process the manager of organisation compare the skills and qualification with the requirements of the organisation.
As human resources are essential in achieving the organisational goals organisation should have efficient workforce along with dedication and engagement towards the respective working areas. Proper recruitment and selection processes are resulted in low employee turnovers. (Kjellsdotter and Jonsson, 2010)
The main aims behind the recruitment and selection processes are to employ responsible and reliable organisation. By evaluating the experiences of the candidates the managers of the organisation can employ the new candidates. There different legal framework which are associated with these processes. By following those legal acts the organisation can ensure proper methods of selection and recruitment and also avoid legal consequences. On the other hand these processes are also helpful for the organisation to ensure legal issues which are related with the candidates. (Kaplan, and Atkinson, 2015)
Sales management has the responsibilities in organising the sales activities and controlling the sales output. The sale management execute the sales plan, monitor the performances and sales programmes. Within the management of sales the processes of recruitment and selection, motivating and retaining the sales team are also included. The main objectives of the sales management and operations of sales are
The sales activities are designed within two categories:
The sales management has been interconnected with the departments of retail including production, marketing and distribution. There are different tools and techniques used for the sales forecasting and these are used by sales representatives.
Through selecting the proper sales activities the sales output can be controlled. By selecting proper strategies over the objectives the size and the sales volume can be controlled. By collecting proper information of the market situation and the different activities of sales the desired output can be achieved. (Johnston, and Marshall, 2016)
With the changes in the technologies the operations of the organisation in the business, management and sales are also changing. In the current operations of organisation database has been playing a large part. (Jacobs, Chase, and Chase, 2010) Database is the collection of data, which has been used by the organisation to keep the data of different important information. In management of sales the database is necessary for keeping the data about different customers, their demands and requirements, their buying patterns, previous sales practices and their effectiveness, details of the performances of the sales teams and increased sales volumes etc. through the use of the database the sales management can make efficient approaches in the sales area and enhance the relationship between the organisation and the customers.
The sales plan has been developed on the brand of Starbucks. Sales plans are essential for all organisations for outlining the sales targets and developing proper tactics for achieving these targets.
Starbucks is the American coffee company which consist of mane coffeehouse chains. It has been operating in 23,768 locations within different countries. The organisation has been operating by placing different products in its offering. This is also efficient for placing itself in the highest position in the competitive coffee industry. (Chen-Ritzo, Ervolina, Harrison, and Gupta, 2010)
This year the organisation has added a new flavour within its menu. Citrus Green Tea Latte is the new product. It is the mixture of creamy latte, mildly bitter green tea flavour and sweet citrus lemon.
The sales plan for this product:
There are different opportunities which are associated with selling internationally. International business operations are important for expanding the business and increasing the opportunities for growth and profit margin. The international selling is also beneficial for organisation as facing loss in one region will not impact over the whole business.
There are different opportunities associated with the selling internationally:
Trade fairs and exhibitions are the events where differ organisations over different industry or similar industry present their services and products and also attract customers and other organisations in making mergers or collaboration. Through these exhibitions and the trade fairs the organisations can place their products to a wide number of customers. These are also effective in researching over the current market situation and also analysing different strategies of competitors. (Chen-Ritzo, Ervolina, Harrison, and Gupta, 2010) Through the trade fairs and exhibition the organisations can optimise their PR activities by studying the current market trends.
There are certain opportunities provided by these trade fairs and exhibitions:
Developing sales activities are essential for the decision making proper approaches in the market and having profits over business operations. The sales teams and sales management are associated with the sales strategies. Co-operations with the sales managers and sales personnel are essential for executing the sales plan. Linking the sales plan with the marketing strategies business can have profits. As the field of sales has been incorporated with diverse demands and changing trends and also huge competition, the sales team members should be motivated through different motivational approaches, remunerations and training. The training and the motivational aspects are helpful for the management to encourage the sales team in increasing their performances. Sales management has been a vital tool for organising the sales activities and controlling the sales outcomes.
Chen-Ritzo, C.H., Ervolina, T., Harrison, T.P. and Gupta, B., 2010. Sales and operations planning in systems with order configuration uncertainty.European journal of operational research, 205(3), pp.604-614.
Hahn, G.J. and Kuhn, H., 2011. Optimising a value-based performance indicator in mid-term sales and operations planning. Journal of the Operational Research Society, 62(3), pp.515-525.
Ingram, T.N., LaForge, R.W., Avila, R.A., Schwepker Jr, C.H. and Williams, M.R., 2012. Sales management: Analysis and decision making. ME Sharpe.
Jacobs, F.R., Chase, R.B. and Chase, R., 2010. Operations and supply chain management. McGraw-Hill/Irwin.
Johnston, M.W. and Marshall, G.W., 2016. Sales force management: Leadership, innovation, technology. Routledge.
Kaplan, R.S. and Atkinson, A.A., 2015. Advanced management accounting. PHI Learning.
Kjellsdotter Ivert, L. and Jonsson, P., 2010. The potential benefits of advanced planning and scheduling systems in sales and operations planning. Industrial Management & Data Systems, 110(5), pp.659-681.
Márcio Tavares Thomé, A., Felipe Scavarda, L., Suclla Fernandez, N. and José Scavarda, A., 2012. Sales and operations planning and the firm performance. International Journal of Productivity and Performance Management, 61(4), pp.359-381.
Oliva, R. and Watson, N., 2011. Cross-functional alignment in supply chain planning: A case study of sales and operations planning. Journal of Operations Management, 29(5), pp.434-448.
Thomé, A.M.T., Scavarda, L.F., Fernandez, N.S. and Scavarda, A.J., 2012. Sales and operations planning: A research synthesis. International Journal of Production Economics, 138(1), pp.1-13.