MARKETING/MANAGEMENT

Sales & Planning

Sales & Planning

Question 1.1

Personal selling has helped Vodafone a lot as they have persuaded their customers about the prospects of purchasing their stuff as well as making sure that goods and services can be added into their catalogue (Batt, 2002, p.597). The idea that is being used was that oral presentations can be used to make sure that customers are persuaded about the product. As far as the promotional mix is concerned, there were many tools that were employed to get it done. For instance, Sales Presentations, Sales Meetings are some of the tools that are the part of the personnel selling. Most of the times, even the sales trainings are being conducted with the help of the personal selling and thus it has helped a lot as far as getting the right mix of customers is concerned. The methods of personal selling can vary from face to face sales and also making calls.

Question 1.2

Familiar Customer

When selling the product to a customer that knows about the brand, the chances are that the customer will not put lot of thought into the buying decisions. They will look at the product and as they are customers who have fair idea about the brand and the product, the chances are that customers who know about the services and the packages of Vodafone are bound to purchase the product more or less at the same instant (Micheal et al, 2003, p.283). The searching period and other processes are also on the shorter side thus the process is much rapid in such purchase.

New Customer

On the other hand, the new customer will put lot of effort into the purchase decision; they will look into making sure that they have got all the things right as far as the augmentation of the products and thus it makes the purchase decision more intense. The customer will take opinion of lot of people who are known to him and due to this; there is a fair chance that such purchases will have this air of uncertainty about them. Thus there is a definite contrast in the measures that are being taken by them.

Question 1.3

There are many roles that are supposed to be performed by sales force; they have to make sure that there is enough income and revenue generated from their activities. They are extremely crucial to the success prospects of the organization (Micheal et al, 2003, p.283). They are there to build trust with the customers and most of the times; the representatives of the sales force are engaged with the customers in most of the stages of the customer purchase. They have to carry out the follow up activities that play a huge role in increasing the confidence and trust level of the customer. They have to interact with the customers as well so that makes it more important as far as the success prospects of the organization are concerned.

As far as the primary role of the sales forces is ...