Questions On Unit 20 Sales Planning And Operations

The marketing budget would consist of 2,500 print brochures, 100 custom logo water bottles, and 50 custom logo t-shirts. The print brochures would be distributed by the owners to nearby business buildings to reach the target market of business professionals. They can also ask nearby health stores to feature the pamphlets on their counters. The water bottles and t-shirts would be given clients upon referral sign ups. They can also be used for other promotional reasons.

In order to gather knowledge about the topic and create a basis for the forthcoming empirical research and analysis, a critical literature review has been conducted. The literature focuses on the theory of a sales plan, the B2B selling process and the diffusion of innovation. The results of the literature analysis will provide the answer to sub-question 1: "Which characteristics does the literature reveal on the development of a B2B sales plan?".

Additional Exhibits: Market research data & Demand forecast (Ex-1), CM analysis (Ex-3), Marketing Budget (Ex-4- Referred in

The purpose of this research paper is to provide a better explanation of the benefits, challenges and uses of the Sales and Operational Planning process. This paper includes detailed information addressing all topics mentioned before, as well as visual representations for a better comprehension of the themes. It is important to recall that all the information provided in this paper are very important assets for companies that are competing in a worldwide market and seeking to balance the demand and supply as well as maximizing the profitability of the company. Being the S&OP process the most used one in the whole industry world.

Product life cycle refers to the stages a product goes through as it exists in the market from its first introduction to its final withdrawal, (Berkowitz, 2016). The four stages in the product life include: introduction, growth, maturity and decline. This paper will examine the product life cycle and the market tactics to be used based on the following stages: the introductory stage; a newly opened urgent care center that is owned by a large hospital system, the growth stage; a primary care medical group that has been in existence for ten years and has a stable patient base and the maturity stage; a mother baby unit with a ninety-nine percent market share but a declining of deliveries.

MARKETING OBJECTIVE …………………………………………………….Pg 8 FOUR P’s ………………………………………………………………………….Pg 9 6.1 6.2 6.3 6.4 Place ………………………………………………………………………. Pg 9 Promotion

Firstly, I would like to thank my marketing teacher Mrs. Megha Rohra who gave me the guidelines of this project.

EXECUTIVE SUMMARY
 INTRODUCTION: THE COMPANY
 NEW PRODUCT IDEA CUSTOMER NEEDS AND WANTS TARGETED
MARKET
SEGMENT
 SWOT
ANALYSIS
 BRANDING
AND
POSITIONING
 PRICING
 PROMOTION
 PLACE
(MARKETING
CHANNEL)
 APPENDIX
 3
 4
 4 5 6
 6
 9
 11
 11
 14
 16

The third part of the report discusses the internal factors of the company. The strategies and operations of the current sales force will be covered. In the fourth part of the report is about Gap and SWOT analysis. The final part of the report will cover future strategies.

The scope of the company Merkur, d.d. can be shown through the following figures: The sales programme consists of about 200.000 active items (more than 120.000 items on stock), divided into 5 sales programmes, 74 lines of goods, 720 groups of goods and 5.600 basic goods classifications. Around 80% of sales are done with the top 12.000 items and 80% of stock is held on the top 20.000

activities and tactics such as sampling and sales force promotion [3]. Whether a brand manager is using right promotional tools, whether 4P`s (now 7P`s are considered) are linked to each other and with product strategies for the two main objectives that includes [3]:  To Generate Prescription  Make the product reach the patient They can be said as Product chain and Prescription chain 1.1 The Product Chin This starts from selection of molecules and ends in the hands of patient. This chain is somehow intensive as it starts from the selection of molecules, then molecules are critically screened, after the screening of molecules the source of raw material is identified then the pilot batch manufacturing process starts at this stage pricing strategies and clinical trials are worked out. Once the pilot batch is manufactured then it starts with the commercialization of product, after commercialization product goes to distribution house and then it reaches the retailers. After patient’s diagnosis by doctor, patient purchases that product from retailer [4]. 1.2

The problem under investigation is to advice the management on the best product to market. A market analysis is done using statistical data that gives the performance of the legend product and the new product in every region.

Lovely Professional University, Punjab Course Code Course Title Course Planner Lectures MGT203 ESSENTIALS OF MARKETING 15845::Pardeep Bawa Course Category Tutorials Practicals Credits Courses with conceptual focus 4.0 TextBooks Sr No

To study about the problems faced by the marketing developers (M.D’s) in billing of the stock keeping units (SKU’s) and supplying of the products.

The SALES Report shall contain the following data: Year, Month, Leads allocated, Number of contacted new clients, First meetings held with new clients, Next meetings held with potential business clients, Offers extended to new clients - non-lending products, Offers extended to new clients - lending products, Offers accepted from new clients, New clients really having a product. All the data shall contain the following indicators: Total number of Contacted new clients per period, Number of contacted new clients (target) and the Target achieved (%).