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Sales and planning operations

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Sales and planning operations
Sales and planning operations

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Contents
Introduction....................................................................................................................................... 3
Introduction to the organization ..................................................................................................... 4
Task 2 ........................................................................................................................................... 4
2.1) How the personal selling would support the promotional mix of the company ......................... 4
What is personal selling? ........................................................................................................... 4
How the personal selling can be used to support promotional mix? ............................................ 4
2.2) Buyer behavior in relation to the purchasing decisions ............................................................ 5
Comparison of buyer behavior in relation to the purchasing decisions in purchasing PERSONAL
COMPUTER marketed by the company ..................................................................................... 5
Comparison of buyer behavior in relation to the purchasing decisions in purchasing KITCHEN
APPLIANCES marketed by the company ................................................................................... 7
2.3) Roles of the sales team within the boundaries marketing strategies.......................................... 8
1. Prospecting ............................................................................................................................ 8
2. Communication ..................................................................................................................... 8
3. Selling ................................................................................................................................... 8
4. Servicing and information gathering


References: Gilmore Lewis, G., 2006. sales compensations. 2nd ed. UK: LLC. SalesGlobe , The Sales Leadership Forum , 2011. Structuring Sales Operations . The Sales Leadership Forum Reports , , Pg: 66,68. Jackson, C , 2005. Strategic Sales Team Development Programme . 1st ed. Eng: LLP. BATCH 40 24
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