Question Sales Planning and Operations

Q conduct the assignment below based on an organisation of your choosing (which must be agreed by the tutor in advance through sending your tutor an email with your proposed organisational outline on or before the last lecture) or on the scenario below.

Scenario Green2U are a small Hong Kong-based electrical engineering firm who specialise in climate control in the home, selling environmentally friendly, efficient electronic devices to ensure maximum efficiency to the home user. They have a range of devices which, for example, control the heating & lighting of the home remotely & room management systems which control the temperature of each room from a central unit adjustable by the homeowner. They have expert fitters, who are uniquely, both skilled as plumbers & electricians & so can ensure, for example, when fitting new heating & lighting systems that all efficiency measures are taken care of at the same time as installation – a one stop shop. They are unique in this sense & have patents pending on some of the technology they employ. Additionally, no one else in the market offers such a wide range of home-control devices domestically. The firm are now keen to expand into the business market selling their systems & services into public & private sector organisations & are also keen to explore the possibilities of starting to operate their services across Asia. Taking the role as a small business adviser to this growing small business you are asked to prepare a paper to advise them on how to expand their business from a sales management point of view.

Consider the following tasks in light of Hong Kong's living and business environment. PART ONE (Briefing Paper)

Task One Explain the 'AIDA' concept & how the sales team can help support other elements of the promotional mix in moving potential clients through this process. (Assessment Criteria 1.1)

Task Two Compare the differences between buyer behaviour in the B2B market and the consumer market in terms of customer decision making units & decision making processes highlighting any key differences for the sales team to be aware of when selling a product such as this to different audiences. (Assessment Criteria 1.2)

Task Three Explain the role of a sales force in the success of the business, including an analysis of the sales team's contribution to the overall marketing and sales strategy in line with the corporate objectives of the firm. Within your response you must state two corporate objectives in order to explain the potential contribution made by an effective sales force. (Assessment Criteria 1.3, 3.1)

PART TWO (Presentation) Please prepare a PowerPoint presentation for the newly appointed sales team and the sales manager of the firm. Section One (suggested 5-7 slides plus explanatory notes) - Construct a sales presentation through which you can illustrate the principles & best practice of the selling process to demonstrate to the newly appointed sales team how to sell the product (Assessment Criteria 2.1, 2.2) Section Two (suggested 4-6 slides plus explanatory notes) - you must explain the methods of organising and controlling a sales force in line with corporate objectives. (Assessment Criteria 3.1, 3.4)

AND explain the role customer database management has to play in effective sales management and in the meeting of corporate objectives. (Assessment Criteria 3.1, 3.5)

Please Note: Once you have prepared your PowerPoint Presentation copy & paste each slide into your assignment or please go to the 'File' menu , click 'Save as Pictures…', this will save each slide as a separate JPEG or TIFF file. These can then be copy and pasted into the report. Each slide will need to be copied in individually as I cannot open a presentation from Turnitin.

PART THREE (Briefing Paper) In terms of recruiting the right people to the sales team, explain the importance of recruitment and selection procedures and provide an evaluation of how, following appointment, an individual might be motivated through monetary reward & other methods to achieve target whilst working for the organisation (including the role of training in this respect). (Assessment Criteria 3.2, 3.3)

PART FOUR (Briefing Paper) Task One The firm wants to work on selling abroad. Develop a sales plan for the firm in entering foreign markets. What sales channels would you recommend here? Included in this, you must investigate some of the opportunities and limitations for selling abroad via the use of foreign-based sales agents or the establishment of a foreign-based sales team ran by the firm from Hong Kong. (Assessment Criteria 4.1, 4.2)

Task Two Finally, investigate the opportunities presented by exhibitions & trade fairs for the firm as part of its promotional strategy in moving operations into the international market.