Sales Planning and Operations

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Sales Planning and Operations

Assignment No. 1

Adam Kozerski

Part 1.

1. The aim of the report.

The aim of this report is to describe and discuss the principles of personal selling. The report discusses the stages in the personal selling process, and presents how the buyer behaviour influences personal selling within the chosen organisation.

2. Background information.

Select Appointments is a recruitment agency established in 1980 and operating throughout the UK and Ireland. The company is recognised as a leading national staffing company, and in 2007 it was awarded as one of the UK’s Top 100 Best Companies to Work for in the prestigious Sunday Times awards (

In the UK, recruitment services are defined by the
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Marketing organizations provide their sales staff with large amounts of sales support including brochures, research reports, computer programs and many other forms of informational material. Personal selling stimulates demand. Sales professional role is to convince customers to make a purchase. Finally personal selling is used to reinforce the brand. Most personal selling is intended to build long-term relationships with customers. A strong relationship can only be built over time and requires regular communication with a customer. Meeting with customers on a regular basis allows salespeople to repeatedly discuss their company’s products and by doing so helps strengthen customers’ knowledge of what the company has to offer [].
4. Discussion of the principles of personal selling in chosen organisation.
Select Appointments as the recruitment agency operates in very competitive environment where aim of the sales is not only to provide a temporary or permanent member of staff but to build a positive relationship with customer to ensure that the service is going to be used in the future. One of the important goals of this kind of organisations is to win contracts with large organisations such as hospitals or city councils which will guarantee that the chosen agency will provide staff for longer periods of time. To achieve these goals the organisation has to be aware of the principles of the selling
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