Unit 20: Sales Planning & Operations
The learner is requested to form a team of maximum four students and visit at least three different stores (outlet) or two sales executive from different types of organization e.g. jewellery store, electronic goods store, shoe store, credit card sales executive etc. The learner is requested to choose both store’s salespersons and organization’s sales executive. And the team or individual is requested to explain all the tasks from the organization’s point of view and then if required each member of the team may attend a viva or a presentation in order to prove their clear understanding about the outcomes: Scenario 1
Personal selling is one of the important elements of promotion mix. Personal is directly related with the ultimate sales of a product or service. The team is requested to solve the following tasks in order to understand the role of personal selling within the overall marketing strategy. Task 1 (Lo 20.1.1, P1)
Explain how personal selling supports the promotion mix. (Elements of promotional mix are advertising, sales promotion, direct marketing, public relation and personal selling. The team is requested to visit with the mentioned individual from the selected organization and discuss with them regarding this issue and write the solution by using the collected information.)
Task 2 (Lo 20.1.2, P2)
Compare buyer behavior and the decision making process in different situations. (The team is requested to give solution by using consumer buyer behavior and business buyer behavior. And they are requested to explain buyer decision making process of the observed organization.)
Task 3 (Lo 20.1.3, P3)
Analyze the role of sales teams within marketing strategy. (The team is requested to find out the different roles of sales team by observing the selected organization. The students are requested to identify the role of sales team leader and the role of sales force).