MAPS Associate’s Degree in BM/HRM / Accounting / Marketing Management)
BTEC HND in Business (Management / HR / Accounting / Marketing)
Assignment Front Sheet Learner name Learner ID Card Number Mohamed NizamAssessor Name Date Issued Date due Submitted on 4 April 2017 Task 1 and 2: 29 April 2017 Qualification Unit number and title MAPS Associate’s Degree in BM/HRM/Accounting/Marketing Management BTEC HND in Business (Management/HR/Accounting/Marketing) Unit 20 - Sales Planning and Operations Assignment Title Task 1: Sales Plan Task 2: Importance of Sales Function Task 3: Sales Presentation of (selected product)
Learner Declaration:
I certify that the work submitted for this assignment is my own and research sources are fully acknowledged.
Learner’s Name
Signature
Date A121195
…show more content…
3
Task 01 ......................................................................................................................................................... 4
1. Role of personal selling within the overall marketing strategy (Lo-01) ......................................... 4
1.1. How Personal selling support to promotional mix (P 1.1) ....................................................... 4
1.2. Compare Buyer behavior and decision making process in different situation (P 1.2) ......... 4
1.2.1. Situation-1-When customer buying our company product ............................................. 4
1.2.2. Situation 2-Our Company buying other company’s product or services ...................... 6
1.3. Role of sales team within marketing strategy (P 1.3) ............................................................... 8
2. Role and objective of the sales management (LO-03) ...................................................................... 9
2.1. How Sales strategies are developed in line with corporate strategies (P 3.1) ........................
Interests: Shareholders hopes to see growth in SCE’s stock price and for the company to exceed Wall Street’s expectation.
Additionally, he should have refrained from saying that Mark and Al Roker are the same and are both chubby. This would have projected a benevolent image of Jerry and make him more likeable.
J&J understands that community is important due to the 60 countries in which it conducts business. J&J has a corporate social responsibility to protect all individuals and must strive to be actively involved in the community. In J&J’s Credo they state, “We are responsible to the communities in which we live and work and to the world community as well. We must encourage civic improvements and better health and education” (2014 Citizenship & Sustainability Report 121). J&J strives to meet this goal through research and testing of their products and through programs such as Social Impact through Procurement, Bridge to Employment, Sight for Kids, Volunteer Support, Stop Hunger Now and Safe Kids.
For this assignment complete the following table with relevant Product elements that are aligned with the stated customer need. Go to the Course Resources folder and download this table. Fill it out, upload it and submit your paper to the relevant Dropbox folder as directed by your facilitator.
2. The buying decision process consists of five stages, specifically: 1) problem recognition (need recognition), 2) information search, 3) evaluation of alte...
According to Belch and Belch (2007), consumer behavior can be defined as “the process and activities people engage in when searching for, selecting, purchasing, using, evaluating, and disposing of products and services so as to satisfy their needs and desires” (Variawa, 2010). In understanding consumer choice, it is important to understand consumer-buying behavior. There are generally four types of consumer buying behavior that are based on the kind of product being purchased, level of involvement and significant difference between brands (Kotler & Armstrong, 2010). Blackwell, Miniard & Engel (2001), furthur define the different kinds of buying behavior as stated below.
From buying a hamburger to buying a house people use a process in order to make a decision on what to buy. (book cite) describes this as the consumer decision process (pg.175). Utilizing a consumer decision process model, marketers are able to better understand how consumers are purchasing products and services. The five step consumer decision process model includes need recognition, information search, alternative evaluation, purchase, and post purchase. Not all purchases require following all five steps to a T, but consumers, whether they know it or not, follow a version of this model when making a purchase. Companies also use this model in order to effectively market their products and services. A company
This is process that every person makes before a purchase. Because taking decisions to buy any good or services is a cognitive process of selecting a course of action from among multiples alternatives. To understand the consumer behavior is necessary going deeper inside the buyers’ minds. The consumer decision process is a useful tool to persuade buyers (Rose, 2012). The stages of the consumer decision process are show in the follow
Ch 5 Consumer behavior- Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services. 5 Steps to decision process- need recognition, information search, evaluation of alternative, purchase, post purchase behavior. Need recog- result of an imbalance between actual and desired states. External stimuli is a pic, internal stimuli is a past experience, good or bad.
Haghshenas, L., Abedi, A. and Ghorbani, E. (2013). Review Consumer Behavior and Factors Affecting on Purchasing Decisions. Singaporean Journal of Business , Economics and Management Studies, [online] 1(10), pp.17-24. Available at: http://www.singaporeanjbem.com/pdfs/SG_VOL_1_(10)/4.pdf [Accessed 11 Dec. 2016].
Buyer behaviour determines the specific factors which can influence the buying habits of the buyer. Is referred to the buying habits of the consumer when making a purchase. The buyer behaviour may be different depending upon the decision making process and the type of a product or service. Products which requires high involvement needs greater time rather than those which require low involvement.
There are strong factors that influence consumers buying decision making. For example, when consumers choosing between Coca cola after studying different researches concept concerning consumers buying behavior of Coca Cola and Pepsi in the UK.decide to create theoretical framework. The framework will consist of the main characteristics which have an impact on consumers buying decision of beverage in the UK. Customer approach is the main factors that influence consumers buying decision, and those who satisfy with the quality of the product and the price of that brand product will a positive attitude toward that brand for example any customer who have a positive attitude toward Coca Cola will prefer to buy coke. Consumers who, dissatisfied with the Pepsi will have negative attitudes to buying Pepsi. Ward, S., & Robertson, T. S. (1973) this research designed the framework in consideration to main factors which have influence on changing consumers mind when making their buying decision. Perceived value, perceived quality and perceived risk) whereas extrinsic cue are product related characteristics (brand, perceived price, advertise and WOM. Gendel-Guterman, H., & Levy, S. (2013). Considerate these variables are significant for this research since they have a substantial impact on buying
Buyer behavior plays an important role when buyer purchases a product. It is important to satisfy need and want. Likewise, buyers differ in the way they purchase a certain product. Buyer behavior is “the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the buyer and society” (Hawkins & Mothersbaugh, 2013, p. 6). A process that buyer go through in deciding the purchase of product or service to satisfy needs and wants is the buying decision process. Buying decision process is also known as psychological process. Perner (2008) expresses the view that buyer behavior consists of the psychological processes that buyers undergo in need recognition, discover techniques to fulfill the needs, decide purchasing, information interpretation, create plans, and work out with these plans. The buying decision process happens within a buyer every time they decide to purchase product (Young & Pagoso, 2008). As mentioned by Kotler and Armstrong (2010), there are five important steps in buying decision namely recognizing the need, searching the information, evaluating the alternative, purchasing decision and post-purchasing behavior.
According to de Mooij (2011:20) consumer behaviour is the process involved when consumers select, purchase, use...
Johnson, E.M, Kurtz .D and Scheung E,E. (1994). Sales Management concepts, practices and cases. Second Edition McGraw- Hill