SALES PLANNING AND OPERATIONS

Sales Planning and Operations

Sales Planning and Operations

Personal Selling

Personal selling is considered as an important aspect for developing coordination with retailers and distributors. There is a need of internal coordination to ensure deliveries of distribution by using strategies such as indirect distribution through a proper channel to the buyers and direct distribution to institutional buyers. The quality used for personal selling is most effective and complex and is considered as one of the most important variable for industrial marketing (Simcock, Sudbury, Wright, 2006, p. 355).

Personal selling is considered as one of the most important part of promotional mix. Sales people are considered as the representation of the company and they act as a medium of link between the company and customers. For example, a new product is introduced in the market and the role of sales representative in this regard is to market the product to the customers and sell the product to them by providing all the benefits the product is providing. Similarly, the company also sells itself to the retailers and distributors.

Personal selling is considered as an effective tool of promotional mix or type of sale in which a seller sells a product, offers and promotes service to an individual consumer or directly to the staff. It is based on a personal communication, which results from the seller to the potential client or buyer (Fischer, 2004, p. 926). Personal selling is the most valuable way to sell a product and satisfy customer with repeated chances that he will purchase the product in future and recommend the product or the company to other consumers.

Decision making process

Decision making process is based on the following process which includes identifying the problem at first and then analyzing it. The third step includes developing alternative solutions and selecting the best solution. The next step includes converting decision in to action and in the end taking follow up of the action. This model is used when anyone makes marketing decisions. It is based in the buying process other than purchase decision.

It also implies that the customers pass through all of these stages. For example, student buying a burger would first recognize the need and decide to purchase while skipping evaluation and information search (Sokolowska, 2006, p. 247). This model of decision making is considered very important when considering any purchase which requires deliberation and thought. Decision making is considered as selecting a decision among multiple alternatives. The most important example of this is identifying the need and then making a purchase decision. Decision making is considered as a psychological process where decision can also be made after observation.

Role of the sales team

For an organization like Apple, the primary role of sales team is to generate revenue and income. Sales team work together for each other to drive sales force and increase brand awareness. The sales team should be cohesive and together to achieve more sales. Sales force built trust with the customers for generating ...