Sales Planning and Operations
,Table of Contents
Introduction .................................................................................................................... 3
Task 1 .............................................................................................................................. 4
1) Explain how personal selling at Johnson Brothers Ltd supports other promotional
activities (AC1.1) ............................................................................................................. 4
2) Compare buyer behaviour and the decision-making process in different situations
with special reference to Johnson Brothers Ltd. (AC1.2) ................................................ 7
3) Analyse the role of the sales teams in the overall marketing strategy for the
Johnson Brothers Ltd. (AC1.3) ................................................................................... 12
TASK 2 ............................................................................................................................ 14
1) Prepare a sales presentation for a product or service of your choice. (AC 2.1) ............. 14
2) Carry out your prepared sales presentation for the product or service above in class.
(AC 2.2) .......................................................................................................................... 14
Task 3 ............................................................................................................................ 20
1) Explain how sales strategies are developed in line with corporate objectives
(AC3.1) .......................................................................................................................... 20
2) Explain the role of an organisation’s recruitment and selection procedure. (AC3.2)
23
3) Evaluate the role of motivation, remuneration and training in sales management.
(AC3.3) .......................................................................................................................... 24
4) Explain how sales management organise sales activity and control sales output.
(AC3.4) .......................................................................................................................... 28
5) Explain the use of databases in effective sales management. (AC3.5) .................... 30
Task 4 ............................................................................................................................ 32
1) Develop a sales plan for one of your products (AC4.1) .......................................... 32
2) Investigate opportunities for selling internationally (AC4.2) ................................. 33
3) Investigate opportunities for using exhibitions or trade fairs. (AC 4.3) ................. 34
Conclusion..................................................................................................................... 35
References ..................................................................................................................... 36
2
, Introduction
The purpose of this assignment is to assist in understanding sales planning, sales operation,
sales management, and the selling process, which can be used in diverse markets and
environment. Selling is vital to have a successful organization. the assignment starts by
outlining of how personal selling fits in the general marketing strategy for a industry; it will
assist in applying the principles of selling process to a good or service and also to recognise
The responsibility and purposes of sales management; and lastly to be able to plan sales activity
for a product or service.
The assignment begins with Johnson Brothers Ltd. business, and continues with a sales
presentation, also the third part discusses Plastic Products Ltd. Ultimately, the last part of the
assignment comprises 3 stages: getting a sales plan for a produce, exploring chances for selling
to the world wide, and finally examining prospects for using trade fairs or exhibitions.
3
, Task 1
1) Explain how personal selling at Johnson Brothers Ltd supports other
promotional activities (AC1.1)
Personal selling is one of the successful way that creates awareness of the product towards the
consumer. Personal selling, includes selling person-to-person communication process. Great
examples include cars, office equipment, photocopiers and many products that are sold by
businesses to other industrial customers (J. Riley 2015).
the products are promoted by the sales person and they are using different ways to engage with
the customer such as assertiveness, demonstrations and professional product information. this
assists to educate and convince the possible buyer to purchase or try the product with the
expectation that the consumer would want to buy the product after trial.
Personal selling process includes five stages able to support the promotion mix. First one is
prospecting in which potential customers will be find. Second step is to make the first contact
with the customer. Third step includes a sales presentation, presenting the benefits of the
products and why customers need them. The next step is objection handling. the sales person
must be prepared with any objection that customers may have. the fifth step is closing the sale.
the sale person will also make a summary of everything that the customer needs.
Promotional mix is a phrase utilised to explain the set of tools that a company could use to
communicate efficiently the advantages of its goods or services to its clients. the promotional
mix is a segment of the marketing mix. Promotional mix comprises the next steps:
4
,Table of Contents
Introduction .................................................................................................................... 3
Task 1 .............................................................................................................................. 4
1) Explain how personal selling at Johnson Brothers Ltd supports other promotional
activities (AC1.1) ............................................................................................................. 4
2) Compare buyer behaviour and the decision-making process in different situations
with special reference to Johnson Brothers Ltd. (AC1.2) ................................................ 7
3) Analyse the role of the sales teams in the overall marketing strategy for the
Johnson Brothers Ltd. (AC1.3) ................................................................................... 12
TASK 2 ............................................................................................................................ 14
1) Prepare a sales presentation for a product or service of your choice. (AC 2.1) ............. 14
2) Carry out your prepared sales presentation for the product or service above in class.
(AC 2.2) .......................................................................................................................... 14
Task 3 ............................................................................................................................ 20
1) Explain how sales strategies are developed in line with corporate objectives
(AC3.1) .......................................................................................................................... 20
2) Explain the role of an organisation’s recruitment and selection procedure. (AC3.2)
23
3) Evaluate the role of motivation, remuneration and training in sales management.
(AC3.3) .......................................................................................................................... 24
4) Explain how sales management organise sales activity and control sales output.
(AC3.4) .......................................................................................................................... 28
5) Explain the use of databases in effective sales management. (AC3.5) .................... 30
Task 4 ............................................................................................................................ 32
1) Develop a sales plan for one of your products (AC4.1) .......................................... 32
2) Investigate opportunities for selling internationally (AC4.2) ................................. 33
3) Investigate opportunities for using exhibitions or trade fairs. (AC 4.3) ................. 34
Conclusion..................................................................................................................... 35
References ..................................................................................................................... 36
2
, Introduction
The purpose of this assignment is to assist in understanding sales planning, sales operation,
sales management, and the selling process, which can be used in diverse markets and
environment. Selling is vital to have a successful organization. the assignment starts by
outlining of how personal selling fits in the general marketing strategy for a industry; it will
assist in applying the principles of selling process to a good or service and also to recognise
The responsibility and purposes of sales management; and lastly to be able to plan sales activity
for a product or service.
The assignment begins with Johnson Brothers Ltd. business, and continues with a sales
presentation, also the third part discusses Plastic Products Ltd. Ultimately, the last part of the
assignment comprises 3 stages: getting a sales plan for a produce, exploring chances for selling
to the world wide, and finally examining prospects for using trade fairs or exhibitions.
3
, Task 1
1) Explain how personal selling at Johnson Brothers Ltd supports other
promotional activities (AC1.1)
Personal selling is one of the successful way that creates awareness of the product towards the
consumer. Personal selling, includes selling person-to-person communication process. Great
examples include cars, office equipment, photocopiers and many products that are sold by
businesses to other industrial customers (J. Riley 2015).
the products are promoted by the sales person and they are using different ways to engage with
the customer such as assertiveness, demonstrations and professional product information. this
assists to educate and convince the possible buyer to purchase or try the product with the
expectation that the consumer would want to buy the product after trial.
Personal selling process includes five stages able to support the promotion mix. First one is
prospecting in which potential customers will be find. Second step is to make the first contact
with the customer. Third step includes a sales presentation, presenting the benefits of the
products and why customers need them. The next step is objection handling. the sales person
must be prepared with any objection that customers may have. the fifth step is closing the sale.
the sale person will also make a summary of everything that the customer needs.
Promotional mix is a phrase utilised to explain the set of tools that a company could use to
communicate efficiently the advantages of its goods or services to its clients. the promotional
mix is a segment of the marketing mix. Promotional mix comprises the next steps:
4
