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Employee Relation

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Submitted By sophiayp
Words 16647
Pages 67
Assessor name: U YE MYINT
Unit Number and title: Unit 20: Sales planning and Operations
Qualification: Pearson BTEC Level 5 HND Diploma in Business
Submitted by: YAMIN MYO TINT
Sales Planning and Operations for Toe Company

Contents Introduction 2 Objectives 3 Executive Summary 4 LO 1 Understand the role of personal selling within the overall marketing strategy 6 Task (1.1) Explain how personal selling supports the promotion mix 6 Task (1.2) Compare buyer behavior and the decision making process in different situations 10 “Buying Behavior” 10 Task (1.3) analyze the role of sales teams within marketing strategy 16 LO 2: Be able to apply the principles of the selling process to a product or service. 21 Task (2.1) Prepare a sales presentation for a product or service 21 Task (2.2) Carry out sales presentation for a product or service. 25 LO 3: Understand the role and objectives of sales management 27 Task 3.1 explain how sales strategies are developed in line with corporate objectives 27 Task (3.2) explain the importance of recruitment and selection procedures 34 Task (3.3) Evaluate the role of motivation, remuneration and training sales management 37 Task (3.4) Explain how sales management organize sales activity and control sales output 48 Task (3.5) Explain the use of databases in effective sales management 51 LO 4: Be able to plan sales activity for a product or service 52 Task (4.1) Develop a sales plan for a product or service 52 Task (4.2) Investigate opportunities for selling internationally 56 (4.3) Investigate opportunities for using exhibitions or trade fairs. 58 Recommendation 61 Conclusion 62 References 63

Introduction
Sales and operations planning (S&OP) is an integrated business management process developed in the 1980s by Richard (Dick) Ling previously a consultant at Oliver Wight Company through which the

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