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Sales Planning and Operations

Aim

The aim of this unit is to provide learners with an understanding of sales planning, sales management, and the selling process, which can be applied in different markets and environments.

Learning outcomes and assessment

LO1 Understand the role of personal selling within the overall marketing strategy

1.1 explain how personal selling supports the promotion mix

1.2 compare buyer behaviour and the decision making process in different situations

1.3 analyse the role of sales teams within marketing strategy

LO2 Be able to apply the principles of the selling process to a product or service

2.1 prepare a sales presentation for a product or service

2.2 carry out sales presentations for a product or service

LO3 Understand the role and objectives of sales management

3.1 explain how sales strategies are developed in line with corporate objectives

3.2 explain the importance of recruitment and selection procedures

3.3 evaluate the role of motivation, remuneration and training in sales management

3.4 explain how sales management organise sales activity and control sales output

3.5 explain the use of databases in effective sales management

LO4 Be able to plan sales activity for a product or service

4.1 develop a sales plan for a product or service

4.2 investigate opportunities for selling internationally

4.3 investigate opportunities for using exhibitions or trade fairs.