Allan Johnson and his brother Thomas run a successful car dealership (Johnson Brothers Ltd) in London. They have a garage with a showroom and workshop for servicing and maintenance of customer vehicles in every Borough of London. Recently, sales of new and second-hand cars have been down. Although the brothers understand that this may be due to the economic recession they are also concerned as many experienced sales staff have left and the current sales force is made up of very inexperienced staff. The brothers want to focus their sales force again on selling to personal customers and also to businesses who wish to buy fleets of vehicles. Task 1You work for Strategic Consulting Corporation as a consultant and you have been called in to advise Johnson Brothers Ltd business by preparing a marketing strategy report which will look at the role of personal selling by the sales force. Your report needs to consider the following: 1. Explain how personal selling at Johnson Brothers Ltd supports other promotional activities2. Compare buyer behaviour and the decision making process in different situations with special reference to Johnson Brothers Ltd.3. Analyse the role of the sales teams in the overall marketing strategy for the Johnson Brothers Ltd.Your report should be written in a suitable business style and should link any academic theories/studies to the business including appropriate research on personal and business to business selling (B2B) as it relates to the case scenario Task 2 Scenario - Individual Presentation You have been invited for a job interview for the position of a Sales Executive with a multinational organisation. As part of your interview you have been asked to prepare a 10 minutes sales presentation of not more than 6 PowerPoint slides for a product or service of your choice. Your task is to: 1. Prepare a sales presentation for a product or service of your choice. AC 2.1 2. Carry out your prepared sales presentation for the product or service above in class. AC 2.2 You should dress formally as you would when attending an interview for the post of a Sales Executive. Task 3 Case Study - Plastic Products Ltd Plastic Products Ltd is a company that produces and markets plastic 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, Plastic Products 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 Jim Spencer, the sales manager, to recommend to Bill Preedy, the general manager that the present salesforce of two regional representatives be increased to four. Spencer believes that the new recruits should have experience of selling fast-moving consumer goods since essentially that is what his products are. Preedy believes that the new recruits should be familiar with plastic products since that is what they are selling. He favours recruiting from within the plastics industry, since such people are familiar with the supply, production and properties of plastic and are likely to talk the same language as other people working at the firm. Task 3 Using the above case and any other similar research, answer the following: Explain how sales strategies are developed in line with corporate objectives AC3.1 Explain the role of an Organisation’s recruitment and selection procedure. 3. Evaluate the role of motivation, remuneration and training in sales management. Explain how sales management organise sales activity and control sales output. Explain the use of databases in effective sales management. Task 4 Scenario - Toys R Us Ltd (UK) As Sales Manager for Toys R Us Ltd (UK), you are considering improving brand development and distribution and considering emerging markets. Task 4 1. To begin with you are to develop a sales plan for one of your products AC4.1 2. Next you are to investigate opportunities for selling internationally AC4.2 3. Finally at the end of this task you are to investigate opportunities for using exhibitions or trade fairs. AC 4.3 Answer need to be practical, workable and appropriate to a company such as Toys R Us Ltd (UK)