Assignment: Sales Planning and Operations

Task 1

Scenario - Electro-Cars Ltd

Stephen & Liz, in partnership, run successful electric-cars dealerships (Electro-Cars Ltd) in England. They have garages with showrooms and workshops for servicing and maintenance of customer vehicles spread over several counties in England. Recently, sales of new and second- hand cars have been down. Although the business partners understand that this may have been the result of the economic recession, they are also concerned as several experienced sales staff have left and the current sales personnel are mostly inexperienced. Stephen & Liz want to revive their business by reinforcing the idea of „environmentally-friendly? & „economically? appealing cars delivered through competent sales personnel with excellent customer services.

You are the consultant given the task to advise Electro-Cars Ltd on the way forward. You have been asked to specifically advise the company to look at the role of personal selling with a view to improving the effectiveness of the company?s sales personnel in areas of B2B & B2C. Your report needs to consider the following:

1. Explain with examples, how personal selling can enhance advertising and sales promotions activities at Electro-Cars Ltd.

2. Compare the buyer behaviour and the decision making process within B2B and B2C context with reference to Electro-Cars Ltd.

3. Analyse the role of the sales-teams in implementation of the overall marketing strategy for the Electro-Cars Ltd.

Your answers should be written in a suitable business style and should link any academic theories/studies to the business including appropriate research on business to customer (B2C) and business to business (B2B) selling as these concepts relate to the case scenario.

Task 2

Scenario - Power-point Presentation

You have been invited to prepare and carry-out Sales presentation to a panel of delegates comprised of individuals and representatives of businesses.

Prepare not more than 6 presentation slides for a sales presentation on a product or service of your choice with a view to closing a sale with prospective customers from the audience.

Produce planned speaker's notes for each slide in order to illustrate how you would carry- out a sales presentation on your selected product or service.

Your presentation slides and speaker's notes for the presentation should be clearly prepared in order to demonstrate how you have addressed assessment criteria AC2.1 and AC2.2. The slides and speaker's notes should be submitted together with the rest of your work.

Task 3

Scenario: Case Study - Acrylic Fabricators Ltd

Acrylic Fabricators Ltd is a company that produces and markets polymer cups, teaspoons, knives and forks for the catering industry. The company was established in 1974 in response to the changes taking place in the catering industry. The growth of the fast food sector of the market was seen as an opportunity to provide disposable eating utensils, which would save on human resources and allow the speedy provision of utensils for fast customer flow. In addition, Acrylic Fabricators Ltd. has benefited from the growth in supermarkets and sells „consumer packs? through four of the large supermarket groups.

The expansion of sales and outlets has led Tim Gordon, the sales manager, to recommend to Carol Jones, the general manager that the present salesforce of two regional representatives be increased to four.

Gordon believes that the new recruits should have experience of selling fast-moving consumer goods since essentially that is what their products are.

Jones believes that the new recruits should be familiar with polymer products since that is what they are selling. She favours recruiting from within the polymer industry, since such people are familiar with the supply, production and properties of polymer and are likely to talk the same language as other people working at the firm.

Using the above case example in the scenario and any other relevant research, answer the following questions:

1. Explain with examples, how sales strategies can be aligned with corporate objectives in organisations like Acrylic Fabricators.

2. Explain why the recruitment and selection procedures are important for Acrylic Fabricators Ltd.

3. Evaluate the role of Motivation at Acrylic Fabricators Ltd. You should also explain how Remuneration and Training can be utilised as tools for motivation within Sales Management.

4. Explain how Acrylic Fabricators Ltd. can organise Sales activities in order to control sales output.

5. Explain with examples, how effective Sales Management can be supported by the use of databases.

Attachment:- SPO-Module-Specification.zip