Sample On Sales Planning By Global Assignment Help

1. A Sample On Sales Planning Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

2. TABLE OF CONTENTS INTRODUCTION ...........................................................................................................................3 1.1 Explain how personal selling at Plastic Products Ltd supports the promotion mix ..............3 1.2 Compare buyer behaviour and the decision making process in different situations with special reference to Plastic Products Ltd. ...................................................................................4 1.3 Analyze the role of sales teams at Plastic Products Ltd within their marketing strategy. ....6 3.1 Explain how sales strategies are developed in line with corporate objectives ......................7 3.2 Explain the role of recruiting and selecting procedure .........................................................9 3.3 Evaluate the role of motivation, remuneration and training in sales management .............10 3.1 Explain how sales management organize sales activity and control sales output ...............12 3.5 Explain the use of databases in effective sales management ..............................................14 4.1 Develop a sales plan for one of you products .....................................................................15 4.2 Investigate opportunities for selling internationally ..........................................................16 4.3 Investigate opportunities for using exhibitions or trade fairs .............................................17 CONCLUSION ..............................................................................................................................18 REFERENCES ..............................................................................................................................19 Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

3. INTRODUCTION Sales operations and planning is crucial for the organization with the aim to enhance sales and profitability of the firm. Also, it is significant for the marketing manager of organization to schedule proper sales functions in regard to overcome issues and promote products in the international market. Further, sales team of business is required to focus on maintaining effective customer relationship and achieving desired results. 1.1 Explain how personal selling at Plastic Products Ltd supports the promotion mix The marketing mix details the main marketing functions or activities that marketers perform. They are the tools at marketers’ discretion to influence consumers and their buying decisions. These broadly encompass pricing, promotion, product, and place. Pricing entails determination of related variables like the listing price, the allowances or concessions and discounts accorded to customers, and the payment or credit period extendable to customers. Promotion takes in aspects like direct marketing, public relations, advertising, using a sales force, and sales promotion. Product considerations encompass aspects like product quality, design, variety, features, warranties, sizes, packaging, and the brand names under which to sell them. Place decisions involve issues such as channel selection, location considerations, logistical decisions, inventory management, and geographical coverage (Kotler & Keller, 2006). The promotional mix encompasses the methods through which the company communicates with its consumers. These include the application of personal selling, sales promotions, events and experiences, public relations, and direct marketing(Kotler & Keller, 2006). Personal selling has several merits for Plastic products. Firstly, its salespeople can achieve various aspects of the promotion and product mix singularly such as facilitating consumer convenience, offering solutions expediently, negotiating product prices, and communicating with them, building an amicable relationship. Secondly, salespeople can identify hidden needs among consumers, and these comprise additional opportunities for marketing the organization’s products. Thirdly, salespeople can tip consumers’ purchasing decisions at retail Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

4. points of sale such as supermarkets, by persuading them to buy their brands. A salesperson is able to pique prospective consumers’ attention to the company’s products, hold their interest and arouse their desire to acquire the product, demonstrate their application and merits, and close sales immediately. Salespeople can further help consumers overcome psychological resistance to making purchases, increasing sales. Because they are in contact with consumers, they can bring back feedback from them to the company and spur improvements. Consumers perceive them as the company and this creates an opportunity for further interaction between the company and its clients. Personal selling is however expensive and achieves limited reach, particularly to the mass market, and the company would only afford to use this approach on high value customers. Salespeople also tend to engage in negotiations and may at times give too many discounts and concessions to consumers, undermining overall company profitability. Sample Report on Sales Planning For Complete Assignment Kindly Contact us at: help@globalassignmenthelp.com In conclusion, while personal selling may confer many advantages for the company, it must however use this approach sparingly, for example as a follow up for high-end clients and in areas with high customer traffic to ensure the benefits outweigh its costs. It should identify the areas where its salespeople would supplement the other cheaper strategies of its marketing Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

5. campaign such as sales promotions, public relations, and events and exhibitions to enhance its success. 1.2 Compare buyer behaviour and the decision making process in different situations with special reference to Plastic Products Ltd. Markets broadly consist of consumer and business markets. The two depict different behaviors. Individual buyers or consumers go through a systematic process prior to making a purchase. This includes problem or need recognition triggered by an internal or external stimulus, an information search phase through various avenues such as the internet, from friends and acquaintances, and an evaluation of the alternatives to ascertain the products that best meet their needs. They then arrive at a purchase decision determined by aspects such as product brand or product features, before finally engaging in post purchase behaviours to evaluate their purchase. Customers make buying decisions depending on various factors such as cultural and social conditioning, as well as psychological persuasions such as motivation, perceptions and learning (Kotler & Keller, 2006). Business markets on the other hand go through about eight phases encompassing problem recognition, need description, product specification, supplier search, proposal solicitation and selection of suppliers, order routine specification, and performance review (Kotler & Keller, 2006). Business markets differ from consumer markets in their buying behaviours variously. Business buying decisions are subject to more determinants including committees and undergo stricter scrutiny than consumer markets. Subsequently business marketers must expend greater efforts to make sales. As opposed to consumers who make personal decisions, business buyers often derive their consumption from the demand of their offerings and manifest demand inelasticity or price insensitivity. Because they deal in larger quantities of products to meet the demand of their customers, they portray greater volatility or changes in demand. Their purchasing relationships entail detailed transactions and they apply more instruments compared to consumer markets. They comprise few but larger buyers and enjoy closer relationships with Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

6. sellers because they make larger purchases and are fewer. They are also often concentrated in Sample Report on Sales Planning For Complete Assignment Kindly Contact us at: geographic locations and not as spread out as consumer markets. help@globalassignmenthelp.com Business buyers are often experienced and knowledgeable in the products they buy. This creates a need for the Plastic Products sales team to be well versed in their products. These markets often buy products aimed for resale or for making other products for resale at a profit. Because of this, the sales team needs to demonstrate how their products will help the business lower their costs or improve their profits. The sales team should use various strategies and tactics when selling to businesses including advertising, offering price concessions, and reliance on their brand reputations for quality and reliability. When selling to consumer markets on the other hand, they must be ready to deal with mass markets. Many individual customers are not knowledgeable and rely on brand reputation to make their purchase decisions. Subsequently, the sales people must strive to build the image of the organization and its products based on key consumer consideration parameters such as quality and price. They must also ensure that the company’s products are available on demand to consumers and then back them up with frequent communications to remind consumers about the products and persuade them to buy their brands. They should harness unique aspects such as superior delivery services and offer longer Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

7. warranties on of their products compared to competitors. Decision making process can be stated as the course of action to be chosen from a few possible alternatives. Steps of decision making process are as follows- Identifying the purpose of decision- In this step, the issues are thoroughly analyzed and then the decision is required to be made in regard of overcoming the issue. Gathering of information- Here, the organization is required to gather information from different sources and use tools such as Check Sheets that can be used effectively (Hoyer and Maclnnis, 2012). Identifying alternatives- Here, in order to judge the alternatives, best criteria can be set that helps in attaining organizational goals. For instance, Plastic Products Company do not make decisions regarding minimizing the profits unless in an exceptional case. Thus, developing effectual decisions helps in overcoming problems so that results can be attained. Analyzing different choices- In this step, different employees should be involved in order to give ideas and suggestions and thus they can easily understand the issues with the help of Cause and Effect diagram (Johnston and Marshall, 2013). Evaluation of alternatives- Further, evaluating the alternatives helps the business to make effectual decision about each possible alternative. Management of Plastic Products Company is required to compare each and every alternative on both side i.e. positive and negative (Goh and Eldridge, 2015). Selecting best alternative- In this particular step, management of the organization is required to select best alternative by making decisions and informing it to others. Executing the decision- Here, the decision made should be converted into an action plan by preparing a range of activities and thus attaining desired targets (Gola, 2014). Evaluating the results- Furthermore, evaluating the outcomes helps in making effective decision so that correct decision can be made in future and the decision making skills of employees can be improved (Wacker and Lummus, 2012). Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

8. 1.3 Analyze the role of sales teams at Plastic Products Ltd within their marketing strategy. Marketing strategy entails determination of the markets that the company will compete in and determination of the value proposition that it will communicate to consumers in that market, guided by an analysis of the optimal market opportunities for the business. It builds from inputs including the branding and customer satisfaction strategy, financial objectives and the organizations mission and vision (Kotler & Keller, 2006). The sales team plays several roles. It is responsible for the management of demand for the company’s products. Through identification of the current state of demand by consumers, the Salesforce can create action plans to shift the demand to the desired state. They have to identify potential consumers who may initially show no interest in the company’s products and who may be unaware of it and then create demand for products. The sales force also has to identify latent demand for the product by relating with the present consumers of the products and identifying their unmet needs. They then unmask these needs and introduce the brand to consumers. They would also identify new needs that customers express and which the products do not meet and then advise the company on new products to create or provide it with information on how to improve the existing products so that they meet these needs. The sales team also enhance the company’s competitiveness by studying substitute products and getting consumer feedback on competitor products, and then advising the company on how to become better and prevail over rivals’ products. The Salesforce is also responsible for maintaining cordial a relationship with consumers. This entails frequent communication with them to identify their concerns or complains and finding ways to resolve them as well as keeping them informed on new products. They also have a role to improve customers’ utility of the company’s products by advising them on alternative uses or additional occasions when they would use the product. This would increase utilization of the products and increase sales. Further, the Salesforce has a role in bolstering the company’s revenues and profitability. It achieves this by reaching out to more consumers who express a need for the company’s products and by winning over market share from rivals. Further, salespeople play a critical role in company forecasting and planning by providing Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

9. demand estimates for the future. This enable the company harness its resources and capabilities Sample Report on Sales Planning For Complete Assignment Kindly Contact us at: to satisfy this demand. help@globalassignmenthelp.com 3.1 Explain how sales strategies are developed in line with corporate objectives Organizations orient their strategic planning to ensure a fit between its resources, competences, and the set of skills they possess and the opportunities presented by its operating environment. Corporate objectives include, “supplying energy to the world” (Standard Oil), marketing entertainment” (Columbia Pictures), “helping improve office productivity” (Xerox), and “Helping people trade practically everything on earth”, eBay. PPL can ensure an alignment between its objectives and its sales strategies severally (Kotler & Keller, 2006). Firstly, the organization can integrate the sales department into marketing planning so that it provides them with specialized knowledge concerning the industry. The company can also harness the sales department into the production process so that it contributes knowledge on providing customers with the best solutions for their issues. The sales team can solicit customer feedback and improvement suggestions consistently; driving continuous improvement initiatives for the organization and helping it continually refines its offerings. The company can also use the sales department to drive revenue generation in line with its projected earnings. It can use the Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

10. sales team to grow its innovativeness by using the data and information they gleam about competitors to enhance their research and development departments. This would also help the company benchmark against best standards and develop products that are the best in their categories (Kotler & Keller, 2006). Following are the four steps that help in aligning the sales plan with corporate strategy. These are discussed underneath- Firstly, it is essential for the firm to agree upon the stated corporate strategy which will be delivered directly from sales. The main aim of business is to enhance the profit, satisfy clients, and retain workers for long term in the business. For instance, Plastic Products Ltd is required to make sure that they should focus on particular goals so that set targets can be attained efficiently (Yu, Ramanathan and Nath, 2014). Here, the organization is required to compare actual strategy with that of previous one so that they should not be similar. It is essential for the firm to adopt changes in its tactics and achieve desired goals. It is crucial for the management to determine the performance of sales team and provide them with proper motivational benefits so that sales plan can be made accordingly (Zanjani and Nourelfath, 2014). Further, once the corporate and sales tactics are defined it will help the firm to assess different job roles that support the strategy. However, defining job roles helps in focusing on revenue generation and thus achieving desired outcomes. For example, change is essential within the strategy so that organization can add different job roles and maintain relationship with the sales team to enhance profits (Hoyer and Maclnnis, 2012). At the end, it is essential for Plastic Products Ltd to assess the job roles according to the corporate strategy developed by business. Further, it assists the firm to execute its corporate strategy with regard to the sales plan and attain desired sales within Plastic Products Ltd. As it is crucial for company to assess the job roles and responsibilities clearly within the sales people and achieve desired outcomes (Johnston and Marshall, 2013). Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

11. 3.2 Explain the role of recruiting and selecting procedure Sales recruitment refers to the process of attracting and acquiring competent applicants in adequate numbers for a particular job opening. It provides a pool from which organizations select the most qualified persons for the job. Recruitment entails an analysis of the job or vacancy also referred to as job analysis, receipt of authority to hire, identification of the sources from which to obtain the candidates, contacting the candidates and reception of their applications. Some external sources of employees include recruitment agencies, educational colleges, media advertisements, e recruiting, referrals from existing employees, and unsolicited applications. Internal sources include job redesign, promotions, transfers, new postings, and bidding. Selection on the other hand entails screening of candidates to validate them, and Sample Report on Sales Planning For Complete Assignment Kindly Contact us at: identifying the most qualified candidates from the pool of applicants by ascertaining their fit with the job (Kotler & Keller, 2006). help@globalassignmenthelp.com Selection methods include short listing of candidates, various forms of interviewing such as telephone interviews, panel interviews, one on one and competency based interviews. Other methods include conduction of selection tests such as personality, cognitive, performance, and physical ability tests. Companies can also other tools including graphology and polygraph tests. Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

12. Subsequently companies offer the job to the chosen candidate, conduct induction or orientation to them and then place them on the job upon offering them a contract. In conclusion, salespeople should possess some absolute traits. They should be well versed with the industry, strive to offer consumers excellent solutions to consumers’ needs, be trustworthy and be able to keep their promises to customers, should provide customer feedback to the organization to guide product development and should retain customer relations over long periods. Furthermore, it can be evaluated that significance of recruitment and selection process is crucial as it assist the firm to attain desired goals and objectives. These are discussed underneath- It helps in attracting and motivating large set of candidates so that they can apply for the specific position in the business (Kong and Rönnqvist, 2014). It is crucial for the organization to allow management to select the best skilled candidates for the job. However, recruitment is the best process that helps in connecting both employees and employers (Lester, 2015). Through carrying out recruitment and selection of candidates it helps in getting right candidate for the job. Further, it assists in enhancing the success rate of business as well as individual (Leon, 2014). 3.3 Evaluate the role of motivation, remuneration and training in sales management Motivation refers to a state of mind that causes people to exhibit certain behaviors. It has several dimensions including direction or the choice of particular behaviors to exhibit, intensity or the degree of exertion towards task accomplishment and persistence or the ability to continue on a particular engagement over a long period. There are several theories of motivation. Need theories include Maslow’s hierarchy of needs, and Herzberg’s two-factor theory. These theories argue that people work to fulfill their needs, and that needs increase progressively from psychological or lower level needs towards higher-level needs such as safety, love, esteem and self-actualization. The theories contend that people first fulfill lower level needs and then seek Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

13. fulfillment of higher-level needs. Some individuals however seek to fulfill needs at several levels concurrently. The theories posit that as people fulfill lower level needs, they decrease in importance and they seek those at the higher level. However, when they fail, their importance continues and they do not try to fulfill higher-level needs. Reinforcement theories assert the role of rewards in motivation. They assert that people respond to positive reinforcements comprising tangible rewards such as money and intangible rewards such as praise to exhibit a given behavior. They also respond to negative reinforcements such as punishments to turn away from other behaviors. This theory forms the basis of various forms of remuneration such as commissions given to sales people, salaries, and piece-rate compensation schemes. Expectancy theories such as Vroom’s theory explain the cognitive basis that encourages people to respond to particular reinforcements. It argues that when people have positive expectations from a particular conduct, then they are likely to exhibit it based on the intensity of the correlation and the likelihood of occurrence. The theory postulates three main aspects namely expectancy, valence and instrumentality. Another theory, the self-efficacy theory asserts that motivation depends on people self-perceptions of their effectiveness. Other theories include the justice theory, the goal setting theory, control theory and the action theory (Forster, 2012). In line with the main theories of motivation, PPL can use intrinsic and extrinsic monetary and non monetary compensation schemes to motivate employees. Monetary rewards can include base pay comprising salaries and wages, short-term incentives such as commissions and other forms of variable pay, merit pay, and long-term incentives such as stock options. They can also include benefits such as income protection arrangements including social security schemes, life insurance, savings plans, and medical insurance schemes as well as allowances like house and transport allowances. Non-monetary compensation schemes would include relational returns including a perception of accomplishment, respect, employment security, opportunities for learning and development, and recognition. These also take in benefits like work life balance schemes such as flexible work arrangements and paid vacations. Training also plays an important role in organizations. For PPL, it would help bridge the gaps between their employees’ skills deficiencies and their job requirements. Training would also help the organization enhance Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

14. productivity, bolster its competitiveness, and stem losses and wastage as knowledgeable employees work faster and efficiently. Further, training would empower employees and reduce workplace incidents and accidents because knowledgeable employees are likelier to use tools and equipment effectively. In addition, training would serve as motivation tool by enhancing Sample Report on Sales Planning For Complete Assignment Kindly Contact us at: perceptions of self-efficacy and a positive perception of their jobs and the organization (Milkovich, Newman, & Gerhart, 2012). help@globalassignmenthelp.com It is imperative that the organization recognize the organization identifies the main factors that motivate different employees and then adopt the correct measures to fulfill their needs. These would help it enhances performance, avert pay related strikes and go slows, reduce employee turnover, boost employee progression and development, and increase the proportion of experienced employees. Importance of training within business is as follows- Enhance morale of workers- By providing training to workers within the firm it helps business to enhance their morale so that desired results can be attained. However, it is crucial for the company to improve the morale of employees by providing them with required motivational benefits so that sales and profitability of the firm can be enhanced (Longnecker, 2011). Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

15. Provides chances of promotion- Through providing training within business it helps in enhancing the skills and capabilities of workers and thus improves the chance of promotion so that both the individuals and organization can grow (Noonan, 2010). Improves productivity- By delivering training programs to workers, it helps the firm to improve productivity of business and thus assist in achieving desired outcomes. Gaining required training helps the employees to raise their confidence so that they can work effectively within business and thus achieve desired results (Noroozi and Wikner, 2013). Importance of Compensation- It helps in providing significance to employer and raises its ability to attract and retain best skilled candidates within job for long term. Through providing appropriate compensation schemes it helps the employers to make sure that optimal level of employee performance assist in meeting the desired organizational goals (Wortzel, 2015). There are different types of compensation components available i.e. direct and indirect which aid in providing benefits to employees so that they can attain results. For instance, Plastic Products Ltd provides incentives, sales bonuses, health benefits etc. to its workers in order to achieve goals (Li and et. al., 2014). Importance of remuneration- Remuneration is the best method that helps in encouraging workers and thus makes them more productive. Remuneration is given to that team who have improved their productivity and attained long term goals (Lyus, Rogers and Simms, 2008). However, it is essential for sales managers to undertake best remuneration method so that employees can be attracted and attain satisfaction. It develops overall morale of employees and achieves desired objectives (Oliva and Watson, 2011). Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

16. 3.1 Explain how sales management organize sales activity and control sales output The selling concept asserts that consumers will not buy the organization's product without aggressive promotion and selling by the organization, because it products are not essential. It also arises when organizations have overcapacity and need to sell surplus products, as well as in organizations operating in competitive operating environments (Kotler and Keller, 2006). Managers at PPL can organize their sales activities variously to attain desired sales outcomes and volumes. They can set sales quotas for employees and tie these to their remuneration. They can also make sales forecasts and then assign adequate salespeople to the targeted areas in line with the variety of products, the size of the area and the nature of the clientele. Managers may also use metrics such as consumer satisfaction and the number of repeat sales to gauge the efficacy of diverse sales strategies. Further, they can pursue a specialization strategy whereby they assign sales staff to particular areas or products where they portray the greatest skills and competencies. In addition, managers can control their sales people by requiring them to provide their plans in advance and then monitoring them to establish whether they accomplished these intents. They can also assess the number of calls salespeople make per day, their average call times per contact, revenues generated per sale call made, amount of new customers achieved and those lost, the overhead costs expended to generate given sales volumes, and the costs of entertainment incurred per customer. These guide their sales strategies. Managers may also use formal evaluations to determine the performance of their sales teams and conduct evaluations to determine strategies that work and those that do not to guide future sales strategies. They can apply diverse control tools such as measuring the satisfaction of its clients, ascertaining the quality of its products, measuring customer gain and loss rate, and gauging responses from other supply chain players both downstream and upstream (Kotler and Keller, 2006). It can be evaluated that sales management is required to organize sales activities to control the sales output which are as follows- Goal setting- It can be assessed that after evaluating the case, the sales manager Jim Spencer aims to set goals and objectives for Plastic Products Ltd. Hence, Spencer Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

17. suggests to the general managers of business that they are required to develop strategic decision regarding recruiting two more sales representatives to carry out best sales activities. However, through such type of activity it assists in improving the skills and capabilities and achieving desired goals (Tavares Thomé and et, al., 2012). Organizing sales activities- Here, the sales management of the organization is required to plan the sales territories in which they are going to organize their sales activities. It involves geographic bases, product based and customer based etc. Further, it is also crucial for the sales manager of PPL to organize effectual sales activity so that they can serve the client’s best and attain desired objectives. Sales activities need to be planned according to the geographical area, based on customer needs and product range so that requirements of customers can be satisfied. Manager is also required to determine the size of sales force so that activities designed in sales and targets can be met accordingly (Thome, Sousa and Carmo, 2014). Controlling sales output- With the help of proper sales management team, it assists in controlling and regulating sales output so that best goals can be achieved. Hence, sales team need to be effective in planning the budget, targets and performance measurement systems so that proper forecasting can be done to attract consumers in the future. Also, proper budgeting activity should be designed so that both inflow and outflow of cash can be managed in regard to attain goals (Foster, 2012). Here, sales manager play a crucial role in setting and controlling sales budget through minimizing the traveling cost and time of sales people and defining their sales area so that they can effectively reach the clients. 3.5 Explain the use of databases in effective sales management Databases help in the management of customer information and their sales information. Companies such as Plastic Products can gleam the purchase patterns of their customers, ascertain the most valuable customers and then create customized products and marketing messages. The company can also monitor sales trends and track the performance of salespeople and products. This would provide a basis for improvements such as product modifications and designing sales Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

18. trainings to address skills deficiencies expressed. Databases provide organizations to view the performance of diverse products and enable customer representatives to respond to customers promptly on the status of their inquiries, products, and deliveries. They also enable sales staff to ascertain consumer information at a glance while in the field on aspects such as creditworthiness and value in order to guide their sales communications. They can help the company generate repeat sales by providing information about their customer purchase patterns and durations. Databases also facilitate sharing data between different departments, locations, and functional units. Moreover, sales executives rely on databases through decision support systems and management reporting systems for their routine duties. Databases however present security concerns for consumers. They are vulnerable to hacking and theft by third parties and subsequent misapplication of customer data through methods like impersonation, identity and credit card theft as well as bullying. This exposes the company to litigation and civil liabilities from the affected clients. Databases are also prone to infiltration and corruption by malicious people, rendering them unusable for the organization’s purposes. The company must also comply with the data protection act of 1998 pertaining to the holding, discussion, use and dissemination of personal data. This limits the ability of the company to apply confidential data that identifies users. Maintaining the integrity of data remains one of the main duties of the organization concerning its databases (Kotler & Keller, 2006). 4.1 Develop a sales plan for one of you products Date- 23 January 2016 Vision- Business possesses long term vision for the next 3-5 years to attain high profits. Mission- The mission of business is to satisfy the needs of consumers. Objectives- Company aims to enhance sales from Pound 1.5 million to Pound 3 million. Business aims to increase the number of active accounts from 50 to 70 (Milkovich, Newman and Gerhart, 2012). Strategies- Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

19. It is essential for the business to develop strategy so that account team can sell at multiple levels in my top 10 target accounts. Business cross sells their full range of product offerings through inviting prospects and visit clients (Markgraf, 2014). Action- It is essential to schedule two site visits every month. Also, meeting minimum of two potential customers. Recruit and train new marketing team members. Plan average three meetings within a week. Key performance indicators- Business should generate high profitability Increase market share Reduce expenses Sample Report on Sales Planning For Complete Assignment Kindly Contact us at: Achieve sales target Sales person should be able to close the sale help@globalassignmenthelp.com Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

20. 4.2 Investigate opportunities for selling internationally International marketing refers to expanding a firms market beyond the boundaries of its home countries. Global firms have many branches of their operations in diverse nations. Plastic products may consider making a foray into foreign countries as a way to sustain future sales as the home market becomes increasingly competitive and sales decline. International expansion also provides it an opportunity to diversify its risks and to increase its revenues in order to meet its growth targets. In addition, globalization may enable the country harness technologies available in diverse host nations and to benefit from lower production costs particularly in developing countries where labor costs are comparatively lower (Kotler & Keller, 2006). PPL can use several strategies to sell internationally. These include licensing its products to companies in host countries, franchising, entering joint ventures or alliances with existing firms in the host countries, merging with local firms, exporting or importing products directly into diverse countries, and building fully fledged production facilities or subsidiaries in the targeted countries. International marketing provides the company an opportunity to increase its sales and revenues by providing it economies of scale. It offers it an opportunity for it to spread its risks and insure against failures in its home market. The company also has an opportunity to increase its capacity, to overcome increasing competition at home, and to learn new technologies from the host countries. In addition, it may find that some markets are more profitable than its home market. It however faces threats such as rejection in the host countries, unfavourable government policies, high initial capital outlays, human capital resource challenges, risks associated with economic issues such as foreign exchange fluctuations, currency devaluation, and inflation, as well as cultural clashes between its home and host country cultures and change in laws guiding the operations of foreign firms. Furthermore, it can be evaluated that business is required to look at the opportunities available in the market to monitor the practical implications of selling the products in the overseas market and attract large customer base. Further, there are different types of issues which have been faced by business while selling the products in international market. It Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

21. is essential for the firm to make effective decision regarding employing sales agent in the country where firm is planning to sell their goods to local consumers or they are planning to direct sell the goods through online platform (Umble, 2003). Thus, such issues are crucial for the firm which and they are required to overcome and plan strategic decision in regard to attain sales targets. Transportation and logistics is another problem that is faced by business and therefore, it is essential for the management to plan proper transportation of products and services to reach the overseas clients on time. 4.3 Investigate opportunities for using exhibitions or trade fairs Trade fairs are events or shows that bring together players in particular sectors or industries show casing or exhibiting their offerings. Presently, there are also virtual trade fairs organized online precluding the need for people to travel physically (Kotler & Keller, 2006). PPL should consider the location of the exhibition to ensure that it reaches as many people as possible. It should also ensure that it communicates in advance about the exhibition so that the relevant buyers can attend the event. It is important for it to plan the timing of the exhibition to coincide with an important event involving potential customers. PPL should also ensure that media houses are aware of the exhibitions and trade fairs and attract them to their stand. Exhibitions provide the company an opportunity to meet face to face with current and prospective customers. This creates an opportunity for answering pertinent questions, procuring orders, and making pertinent presentations about its products. Exhibitions provide the organization to gain publicity through associated media coverage. On the other hand, trade fairs are costly to organize and do not always attract the pertinent customers. Trade fairs are also prone to competition from rival firms that would also present their offerings. Moreover, business is required to plan other techniques to attract large set of customers as compared to trade shows and exhibitions so that other non-exhibiting companies can also be attracted towards products and services of the firm. Therefore, it is essential for the company plan at a convenient place so that it will be convenient for the customer to meet the suppliers. Further, they can also provide best products and services to the users. Also, business aims to plan for overseas selling therefore, it is essential for them to undertake effective trade fairs and exhibitions so that international Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

22. clients can be attracted to attain goals (Karlsson, 2011). PPL should participate in the international trade exhibitions and attract overseas customers to enlarge the market share. Thus, through launching the business in international market and participating in overseas trade shows, huge market can be covered that helps in increasing firm’s productivity and sales. Also, there are varied issues which are faced by business while planning for an international trade shows and exhibition. These are as follows- It is crucial for the organization to select proper trade exhibition so that right target customer can be attracted. Business should showcase full range of products that involves complete range of products to enhance customer base. Organization should select smart and well trained sales personnel so that they can effectively communicate with prospects and provide them with detailed information about the products (Noroozi, 2014). CONCLUSION At the end of the study, it can be articulated that sales planning and operations is the crucial step which assist the organization in planning and enhancing sales of firm. Also, it is essential for the firm to undertake strategic planning in order to improve opportunities for firm and capture overseas customer base. Moreover, business is required to participate in different trade fair and exhibition and provide information to its prospect clients. Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

23. REFERENCES Books and Journals Foster, N., 2012. Maximum Performance: A Practical Guide to leading and Managing People at Work. (2nd ed.). Cheltenham: Edward Elgar. Goh, S. H. and Eldridge, S., 2015. New product introduction and supplier integration in sales and operations planning: Evidence from the Asia Pacific region. International Journal of Physical Distribution & Logistics Management. 45(9/10). pp.861-886. Gola, A., 2014. Genetic-Based Approach to Production Planning with Minimization Cost of Manufacturing. Actual Problems of Economics. 153(3). pp.496-503. Hoyer, D. W. and Maclnnis, J. D., 2012. Consumer behavior. Cengage Learning. Hoyer, D. W. and Maclnnis, J. D., 2012. Consumer behavior. Cengage Learning. Johnston, M. W. and Marshall, G. W., 2013. Sales Force Management: Leadership, Innovation, Technology. Routledge. Johnston, M. W. and Marshall, G. W., 2013. Sales Force Management: Leadership, Innovation, Technology. Routledge. Kong, J. and Rönnqvist, M., 2014. Coordination between strategic forest management and tactical logistic and production planning in the forestry supply chain. International Transactions in Operational Research. 21(5). pp.703-735. Kotler, P. and Kotler, K. L., 2006. Marketing Management. (12th ed.). New York: Prentice Hall. Leon, A., 2014. Enterprise resource planning. McGraw-Hill Education. Lester, R. A., 2015. Manpower planning in a free society. Princeton University Press. Li, L. and et. al., 2014. Mathematical model based on the product sales market forecast of markov forecasting and application. Journal of Chemical and Pharmaceutical Research. 6(6). pp.1359-1365. Longnecker, J., 2011. Small business management. Cengage Learning. Lyus, L, Rogers, C. and Simms, J., 2008. The role of sales and marketing integration in improving strategic responsiveness to market change. Journal of Database Marketing & Customer Strategy Management. 18(1). pp.39-49. Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.

24. Milkovich, G., T., Newman, J. M. and Gerhart, B., 2012. Compensation. New York: McGraw Hill. Noonan, C., 2010. Sales Management. Taylor and Francis. Noroozi, S., 2014. A Framework for Sales and Operations Planning in Process Industries. [PDF]. Available portal.org/smash/get/diva2:717998/FULLTEXT01.pdf>. [Accessed on 23rd January 2016]. through: <http://liu.diva- Umble, J. E., 2003. Enterprise resource planning: Implementation procedures and critical success factors. [PDF]. <http://down.cenet.org.cn/upfile/94/200526163844188.pdf>. [Accessed on 23rd January 2016]. Sample Report on Sales Planning For Complete Assignment Kindly Contact us at: Available through: help@globalassignmenthelp.com Toll Free No. +44 203 3555 345 Mail Us: help@globalassignmenthelp.com Get Strategy Assignment Help by experts of Global Assignment Help, all documents are 100% unique and error free.