JAMMIE WOODS OWNER OF THE WORK
SALES PLANNING AND OPERATIONS
1.1 a) The following are the explanations how personal selling supports the promotion mix using various elements of promotional mix promotional mix of is one of the element in the marketing mix used to communicate with clients and distributors in various channels through various activities in order to increase the sales of the firm and these include; sales promotion, personal selling, advertising and public relations.
Advertisement refers to an element in the promotion mix that involves non personal presentations and promotion of ideas, products and services using an identified sponsor. And by this personal selling can support this element through the sales agent using the ideas in the advert to sell the product to the clients or customers.
Public relations refer to the element of promotion mix which is responsible for creating good relation to the public through good will. By this the sales agent maintains this through him following up the client after sales, through advising the clients on the use of the product on behalf of the shoe selling company.

b) The following are the comparison between buyer behavior and decision making process in different situations as per the Bata shoes selling company scenario.
This comparison model is important for Bata Shoe Selling company in need of making marketing decisions. It forces the marketer to consider the whole buying process rather than just the purchase decision (when it may be too late for a business to influence the choice of the buyers in the market)
The model implies that customers pass through all stages in every purchase. However, in more routine purchases, customers often skip or reverse some of the stages. For example, a student buying a favourite shoe in Bata shoe selling company would recognise the need (bare footing) and go right to the