Sample Report On Sales Planning and Operations by Experts

Sample On
SALES PLANNING AND

OPERATIONS
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TABLE OF CONTENTS
INTRODUCTION ...........................................................................................................................1
TASK 1 ............................................................................................................................................1
1.1 Ways in which personal selling at Enviro-Cars Ltd. supports other promotional activities
................................................................................................................................................ 1
1.2 Buyer behaviour and the decision making process in different situations with special
reference to Enviro-Cars Ltd. ................................................................................................. 2
1.3 Role of sales teams in the overall marketing strategy for Enviro-Cars Ltd. . .................. 3
TASK 2 ............................................................................................................................................4
TASK 3 ............................................................................................................................................4
3.1 Aligning sales strategies with corporate objectives in Plastic Products Ltd. ................... 4
3.2 Importance of recruitment and selection procedure for Plastic Products Ltd. ................. 5
3.3 The role of motivation at Plastic Products Ltd................................................................. 5
3.4 Organizing sales activities in order to control the sales output in Plastic Products Ltd. . 6
3.5 Use of database in effective Sales Management .............................................................. 7
TASK 4 ............................................................................................................................................7
4.1 Opportunities for selling internationally in India ............................................................. 7
4.2 Opportunities for using Exhibitions/Trade-fairs in India ................................................. 8
4.3 Sales Plan for a product category of Currys in India ....................................................... 8
CONCLUSION ................................................................................................................................9
REFERENCES ..............................................................................................................................10
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INTRODUCTION
Sales and operational planning is a process which aims at balancing the companys
demand and supply. It is linked with developing effective planning and provides monitory plans
for the business. In this report, first task is about Enviro-Cars Ltd. which is a successful
electronic car dealer. Recently, the sales for new and second hand cars have reduced and they
want to improve their promotional activities and require developing strategies for increasing the
sales of company (Gray, 2007). Moreover, third task is about Plastic Products Ltd. which
produces plastic cups, knives, teaspoons, etc. for catering industry which wants new employees.
Further, it covers recruitment process, role of motivation and sales activities in order to control
the sales output.
TASK 1
1.1 Ways in which personal selling at Enviro-Cars Ltd. supports other promotional activities
The ways through which personal selling at Enviro-Cars Ltd. supports other promotional
activities are as follows:
Personal Interactions: Personal selling enables the seller to have personal interaction
with the buyer. It develops a trust among buyers. Customers can have visual and physical
experience of the product which creates a confidence and a feeling of trust among sellers
(Sheldon, 2006). This is an effective promotional way through which the customers will
tend to adopt Enviro-Cars Ltd.
Two way communication: Seller can give his presentation to the customer and can
provide him required information about the service or product which he tends to sell.
Personal selling is a two way communication as it clears all the doubts which customer
has in his mind regarding the product.
Better response: This promotional activity is only possible if the seller convinces the
customers that the product is best in the market. While comparing with the other
promotional activities, in personal selling, seller can have a better response from the
customers.
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Develops relationship: There are different types of customers which the seller has to
face. For such customer, the business applies different types of tools for establishing a
strong relationship with the customers.
Better convincing: In personal selling, customers can demonstrate the buyer regarding
their product (Burrows, Cecere and Hackett, 2012). Moreover, seller can even make
changes in the product according to the requirements that are demanded by customers.
Personal selling is very helpful in promotional activities as customers develop a trust on
the organization as the make changes in there product or services according to the
customer's needs and wants. Changes can be made according to their needs and wants.
Sample Report on Sales Planning and Operations
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Personal selling is communication process in which buyer and seller have direct interaction. As
a result it becomes easy to solve all the issues immediately. Through this way it makes it a way
of effective promotional approach in building up customer's relationship. It is the best way to
reach out the customers, even in B2B context as it involve detailed description of service or
product. In addition to this, it is better and more effective than any other method. It can also
assist sales promotion like sweepstakes, coupons, etc.
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1.2 Buyer behaviour and the decision making process in different situations with special
reference to Enviro-Cars Ltd.
Illustration 1: Decision making process

(Source: Marketing & Buyer Behaviour - the Decision-Making Process, 2014)
In decision making, customers go through five stages for purchasing or using a product.
Following are the five steps in which a customer decides whether to use the service or not:
Need recognition: This is the first step in buying process. Without need, there is no
purchase. When the customer finds a problem regarding any product then he tries to find
the level of importance for that particular need (Riley, 2015). For example, when a
customer wants his car to be maintained every month, first and the most important thing
which matters is the price. If the customer perceives that the price is high, then he won't
pay for the service and would not accept that. However, if the customer perceives that
the price provided by Enviro-Cars Ltd. is affordable, then he will go to buy that as he
trusts that company would provide quality service and with this regard, their exist a
positive purchase behavior.
Search for information: In this stage, customer will seek the possible situation in
problem (Dougherty and Gray, 2006). Customer will search the information based on
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quality of choice to be made. In accordance with the case, in servicing and maintaining
car, customers require plenty of information. There are two types of information for
decision making. One is internal information which is already present in the customer's
memory or the experience that he had regarding the brand or product. Another one is
external information which is obtained from family, friends, etc. This information
depends upon the experience which they had. In case of maintaining or servicing,
external information is suitable and the buying behaviour is affected by family, friends or
close ones. If Enviro-Cars Ltd. satisfies the customers fully then the family or friends
will recommend other people regarding the quality of services provided by them.
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Alternative evaluation: When customer gets the required information then he evaluates
different alternatives for maintaining and servicing his car. Evaluation is mostly done on
the basis of price, quality and quantity (Bragg, 2005). In case of servicing and
maintenance, customer buying behaviour will bend towards that company which
provides them high quality services at low price.
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Purchase: The customer evaluates different services which are provided in maintaining
and servicing. He will go for the most appropriate product or service which satisfies his
needs and wants.
Post purchase evaluation: Once this purchase decision is made, he evaluates that
whether he has made the right decision or not. If he does not get satisfied with the
purchase made then, he will go through the same decision process in the next purchase.
B2C sales are to customers and B2B sales are to businesses. At the time of purchasing process
both emotional and rational factors affects. In both the businesses buying behaviour is different.
In B2B all the products are bought in order to welfare of the organization. On the other hand,
B2C involves individuals who buy the product for their own consumption. According to the
service they provide both individual and organizations buying behaviour will be different
according to the product they are interested in.
1.3 Role of sales teams in the overall marketing strategy for Enviro-Cars Ltd.
Sales team plays a vital role in raising the business profitability. Enviro-Cars Ltd. has
defined their employees roles which reflect the services and performance provided by them.
Sales team plays an important role in Enviro Cars Ltd. over all business strategies.
Implementing, generating and carring out different marketing strategies which accordence with
the issues they face. There are several problems like economic recession due to which the
employees of Enviro Cars Ltd. have let the organization and due to which they had to hire
inexperienced employees. Following are the roles of sales team in overall marketing strategy for
Enviro-Cars Ltd.:
Market segmentation: This role is assigned depending upon the type of services provided
by Enviro-Cars Ltd. They have adopted personal selling as their tool (Novak, 2005). The
sales team is responsible to go personally to the customers and explain the services
which they offer.
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Strategy: Another role is to provide the customers with ample of information regarding
services and needs which company offers. Members of sales team are given with
different areas and are responsible for sale in these areas.
The Best Strategy: According to the current situation of Enviro Cars Ltd in order to
improve their efficiency and performance and in satisfying their customers. Consulting a
market audit is the best way to get information for being successful. In solving the
current issue the firm can adopt economically and environmentally-friendly appealing
cars delivered through competent sales personnel with excellent customer services.
Marketing plan: Members are responsible for developing marketing plan for their area. It
includes the promotional strategies adopted like pricing, services, etc. which depends
upon the type of customers that they are targeting.
Outcomes: Each sales team is responsible to achieve the target given to them. In case a
particular sales team does not meet the expected targets then, it is the responsibility of
other sales team to offer support in improving their performance.
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TASK 2
Sales presentation on Apple watches
Apple Inc. develops a smart watch, Apple Watch. This watch incorporates health
oriented capabilities, fitness tracking and also have integration with iOS (originally iPhone
operating system) and other products of Apple. This product is available in four variants such as
Apple Watch, Apple Watch Sport, Apple Watch Hermes and Apple Watch Edition. These
watches are beautifully constructed and compacted. Apple watch goal was to free the people
from phones and these watches works by connecting via WiFi and Bluetooth with iPhone. The
specification of Apple Watches have been stated below:
Design- Apple Watch comes in two case sizes such as 42 mm (1.7 in) and 38 mm (1.5
in) and the watch case includes a mechanism which enables watch straps to be
interchangeable. This watch also includes digital crown for input which can be turned
to zoom or scroll and to return on home screen it is pressed (Apple Watch: Apple's first
wearable device, 2015). The touch screen of watch contains technology of Force Touch
which makes the screen pressure sensitive and also differentiate between a press and a
tap.
Hardware- The S1 system-on-chip is used in Apple Watch and it also uses a "Taptic
Engine" which is linear actuator. With the help of Taptic engine when a notification or
an alert is received it provides a haptic feedback. It also includes a built-in heart rate
sensor in which photo-diodes, infrared and visible-light LED are used.
Software- The operating system of Apple Watch is watchOS, which is based around
home screen with circular icons of applications. The operating system can be navigated
using digital crown or touchscreen of watch (APPLE WATCH FEATURE, 2015). In
present time Apple Watch is only paired with an iPhone 5 or later running originally
iPhone operating system 8.2 or later. This watch is capable to receive messages,
notifications and phone calls via it is paired with iPhone.
Models- Apple Watch models are differentiated by their materials such as Apple Watch
Hermes and Apple Watch uses stainless steel, Sport features aluminum and Apple Watch
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Edition uses 18-karat gold. Each model has 38 and 42 mm bodies and 42 mm models
have a slightly larger battery and screen. Each model of watch has various band and
color options (APPLE WATCH FEATURE, 2015).
TASK 3
3.1 Aligning sales strategies with corporate objectives in Plastic Products
Plastic Products Ltd. is a company that produces and markets plastic cups, teaspoons and
knives. Company was established in 1974 in response to the changes taking place in the catering
industry. In order to increase the productivity, Plastic Products Ltd. can adopt the following
strategies:
Be different for competitors: In every sector, there are competitors. To win in the
competition, one should have special quality which others do not possess. For competing
with large firms, one should have something different (Kenworthy, 2013). Mostly,
customers get attracted to those products which would provide them high quality with
low price and in case of Plastic Products, they should provide products with higher
durability, convenient to buy, fast service providers, etc. In addition to these, customers
needs and demand should be fulfilled in order to attract more customers which are the
main objective of firm.
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Relationship with customers: Main aim of Plastic Products should be to develop a strong
relation with customers. They should provide their customers with improved facilities for
increasing the loyalty and it will help in increasing the sales and profitability of company
(Oliva and Watson, 2011). Strategies should be developed in such a way that the Plastic
Products can fulfill the needs and demand of customers. This will be helpful in
developing relationship with the customers.
Evaluating plan effectiveness periodically: Companies spent much of their time in

managing daily issues in order to achieve the goals. Frequent analysis is important in
ensuring the effectiveness of plan. This will help the Plastic Products in attaining its
objective to increase the efficiency in work flow.
3.2 Importance of recruitment and selection procedure for Plastic Products Ltd.
Recruitment helps in finding out employees who will be able to fulfill the goals and
objectives of organization. Likewise, selection supports the firm in selecting the best candidate
who can lead the organization to attain success with his potential and efficiency in work. In case
of Plastic Products Ltd., they should select a person who should be familiar with the firm and
must have adequate knowledge about the field in which it deals. Following are the importance of
recruitment and selection process for Plastic Products Ltd.:
Cost: It is the main reason due to which the organization should have an effective
recruitment (Grimson and Pyke, 2007). Plastic Products Ltd. should select a person who
will be able to achieve the organizational objectives effectually. If an employee who is
selected through recruitment is not efficient then in replacing him, the firm would need
to spend more time and money. So, the recruitment process should be effectively done.
Selecting a right candidated will help Plastic Products Ltd. in reducing their cost and in
using that amount for betterment of the firm.
Productivity and loyalty: Employees who are dedicated will work hard for achieving the
organizations objective. To know the capability of candidates, recruiters should ask
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questions that will be helpful for them in knowing their strengths that they can use in the
firm as well as their weaknesses on which their superiors have to work. Plastic Products
Ltd. will be able to provide better services to their customers and this will result in
increase in productivity and in developing customers loyalty.
Wide options: At the time of requirement, the organization can find employees with
different characteristics and qualities as per the firms need (Feng, DAmours and
Beauregard, 2008). Among distinct qualities and characteristics, organization can select
the candidate who will be best suited for the firm. Plastic Products Ltd. will be able to
select employee's with different skills which will be helpful in the growth of the
organization.
3.3 The role of Motivation at Plastic Products Ltd.

Motivation plays an important role in the growth of organization. Following are the roles
of motivation at Plastic Products Ltd.:
Improves performance: The willingness and ability to do work affects the efficiency of a
person. Willingness is achieved with the help of motivation and ability to do work is
obtained from training and education. Motivation helps employees to perform their work
effectively.Reduces negativity: Motivation helps in creating a positive attitude towards
the work. There will be many employees with negative attitude. Some may think that
working more will not give benefit (Gupta and Kohli, 2006). Managers should motivate
the employees in such a way that they can change their negative attitude towards work.
Resistance to change: Mostly, employees are not willing to adopt the change. With the
help of motivation, employees can be made adaptable to change. For motivated
employees, it is very easy to accept the change and it also helps in improving their
performance.
Plastic Products Ltd. can adopt Maslow theory in order to motivate their employees. As this
theory covers all the important areas through which employees can be motivated. Following are
the five stages by which employees can be motivated:
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Physiological needs- It includes needs like food air, shelter, drink, etc. Firm should offer
these basic needs to their employees.
Safety needs These are related to offering a safe working environment for the
employees.
Social needs - It is about providing a very warm and pleasant working environment.
Esteem needs It is about giving recognition and rewards to staff for their contribution
towards the firm.
Self-actualization needs Employees can be given the opportunity to realize their own
personal growth, potential, self-fulfillment, etc.
Moreover, training and remuneration can be used as a tool for motivation in the following ways:
Training: With proper training, employees will get to know what they are been expected
from their job. Through training, the clarity of job increases. Clarity in work motivates
the employees.
Remuneration: This is the main reason for which people are working (Feng, DAmours
and Beauregard, 2010). If employees should be paid according to the work they do and if
the remuneration satisfies the employees then they will be motivated and will perform
effectively.
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3.4 Organizing sales activities in order to control the sales output in Plastic Products Ltd.
For directing the sales activities, organizing sales team should firstly decide the standards
on which the activities are to be achieved. This will help in avoiding the wastage of resources
and increases clarity in achieving the goal. Second step is explaining in detail the sales activities
and assigning features like team members, cost, venue and other things which are required in the
activities. Next step is scheduling the activity and arranging it with the suitable time limit which
will help in reducing the cost and resources (Chen-Ritzo and et.al., 2010). As per the plan, sales
activities will be processed and a checklist is recorded for checking out the activities which have
been performed. Lastly, they will keep a record of errors and activities which are under
performed. They would identify these errors for improving the performance for the next time.
By adopting push and pull strategy, sales output will be controlled. Push strategy can be used in
business which controls the output through producing quantities in accordance with the demand.
Pull strategy is similar to push strategy but it uses plans and tactics like personal selling and
advertisements for increasing the demand.
Sales territories - These are the customer groups or geographical districts for which the individual
sales people or sales teams holding the responsibility. They are helpful in creating balanced sales
territories.
Structure The structure can be formed which will provide guidance to the sales force and bottom
line of the company can be affected. It will be helpful in coordinating and controlling the sales
activities and process of the salespeople.
Sales Quotas The sales goals are commonly stated in terms of quotas. It is a kind of minimum
sales goal for a time period. While setting the quotas, the managers are required to compare the
results to past performance.
3.5 Use of database in effective sales management

There are number of ways through which Database helps in effective sales management:
Helps in analysing preferences of customers and in identifying various trends in the

market.
In identifying the effectiveness of marketing strategies adopted by organization.

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Retaining details of customers: It is difficult to remember all the details of customers.

Database makes it simple as it can be used for recording any information regarding the
customer.
Scheduling: When contact is made at the first time, appointment timing can be scheduled
according to the convenience of customers (Jacobs, 2007). Database will work as a
reminder through email one day ahead the scheduled time.
Profitability and sales: Database helps to have an effective detail of customers and can
be used whenever it is required. Along with that, it helps in optimizing the profitability
and sales. Detailed information about customers helps in having a personal sales meeting
which would support in developing the relationship. The database of the organization
possesses information regarding customers which plays crucial role in improving the
sales of the firm. Through this information, new products, upgrades and rewards can be
provided to the customers.
Targeted marketing: Sales database provide important tools which uses the customer's
information to send direct mails automatically (Cherbakov and et.al., 2005).
TASK 4
4.1 Opportunities for selling internationally into India
Currys is a British electronic retail firm operating in UK and Ireland, owned by Dixons
Carphone. It specialises in selling home electronics and household appliances with 295
superstores and 73 high street stores. They are deciding to expand their business in India.
Various opportunities for selling internationally in India are as follows:
India's retail industry is driven by domestic customers who are followed by tourist's
consumption. As a result, domestic customers have increased the disposable
income.There are around 1.252 billion lives in India. Thus, the increase in demand for
everything enhances (Mula and et.al., 2010). So, it will be beneficial for the retail
industry in India.
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The lifestyle of customers is changing due to advent of new technologies, increase in

mobility, increase in disposable income and media exposure, etc. That will act positively
for the retail industry.
Urbanization has shifted the customers to single retail firm and it is very helpful in
attracting more customers.
4.2 Opportunities for using Exhibitions/Trade-fairs in India

Trade-fairs provide a strong networking in India. They help in number of ways like
marketing, promoting, etc. It is a reliable source through which information can be exchanged.
Through this, Currys will get a chance of demonstrating their products directly to the customers.
Organization will get to know whether the product is preferred by the customers or not. In
addition to this, organization can make changes in their products according to the needs and
wants of customers (Tang, Wilson and Perevalov, 2008). Through trade, market testing is
possible to know the general opinion about product. Developing database of customers will be
possible in developing the relationship.
There are two categories of products which are to be provided by Currys, that is,
Electronics and household appliances. Promotion will be done through different media like
newspaper, T.V., radio and various social media like Facebook, Twitter, LinkedIn, etc. This will
be promoted at those places that are popular in India like Delhi, Bangalore, Tamil Nadu and
Rajasthan (Wallace and Stahl, 2006).
CONCLUSION
From this report, it can be articulated that personal selling is the most effective way in
developing strong relationship between customers. It is a two way communication where sellers
can explain the services or products and customers can clarify their doubts regarding the product
and services directly. Customer prefers a service or product depending upon the information that
he possesses or the experiences which his friends and family have. Mostly customer changes his
buying behaviour depending upon the price of commodity. Customers prefer high quality at low
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price. Moreover, motivation plays a vital role in increasing the employee's capability and help in
the growth of organization.
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Appendix
Apple watches
Design
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Hardware
Software
Models
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REFERENCES
Books and Journals
Bragg, S. M., 2005. Controller's Guide to Planning and Controlling Operations. John Wiley &
Sons.
Burrows, R. P., Cecere, L. and Hackett, G. P., 2012. The Market-driven Supply Chain: A
Revolutionary Model for Sales and Operations Planning in the New Demand Economy.
AMACOM Div American Mgmt Assn.
Chen-Ritzo, C. H. and et.al., 2010. Sales and operations planning in systems with order
configuration uncertainty. European journal of operational research. 205(3). pp. 604614.
Cherbakov, L. and et.al., 2005. Impact of service orientation at the business level. IBM Systems
Journal. 44(4). pp. 653-668.
Dougherty, J. R. and Gray, C. D., 2006. Sales and Operations Planning - Best Practices:
Lessons Learned from Worldwide Companies. Trafford.
Feng, Y., DAmours, S. and Beauregard, R., 2008. The value of sales and operations planning in
oriented strand board industry with make-to-order manufacturing system: Cross
functional integration under deterministic demand and spot market recourse.
International Journal of Production Economics. 115(1). pp. 189-209.
Feng, Y., DAmours, S. and Beauregard, R., 2010. Simulation and performance evaluation of
partially and fully integrated sales and operations planning. International Journal of
Production Research. 48(19). pp. 5859-5883.
Gray, C. D., 2007. Sales and Operations Planning Standard System: With Reference Software.
Trafford Publishing,
Grimson, J. A. and Pyke, D. F., 2007. Sales and operations planning: an exploratory study and
framework. The International Journal of Logistics Management. 18(3). pp. 322-346.
Gupta, M. and Kohli, A., 2006. Enterprise resource planning systems and its implications for
operations function. Technovation. 26(5). pp. 687-696.
Jacobs, F. R., 2007. Enterprise resource planning (ERP)A brief history. Journal of Operations
Management. 25(2). pp. 357-363.
Kenworthy, J., 2013. Planning and Control of Manufacturing Operations. Routledge.
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Mula, J. and et.al., 2010. Mathematical programming models for supply chain production and
transport planning. Journal of Operational Research. 204(3). pp. 377-390.
Novak, S., 2005. The Small Manufacturer's Toolkit: A Guide to Selecting the Techniques and
Systems to Help You Win. CRC Press.
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.
Sheldon, H. D., 2006. World Class Sales & Operations Planning: A Guide to Successful
Implementation and Robust Execution. J. Ross Pub.
Tang, Q., Wilson, G. R. and Perevalov, E., 2008. An approximation manpower planning model
for after-sales field service support. Computers & Operations Research. 35(11). pp.
3479-3488.
Wallace, T. F. and Stahl, R. A., 2006. Sales and Operations Planning: The Executive's Guide.
T.F. Wallace & Company.
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SALES PLANNING AND

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