销售计划与运作.doc

Contents Contents 1 Introduction 2 1. Explain how personal selling supports the promotion mix. 3 1.1 Explain different elements of communication mix. 3 1.2 Propose your communication plan including personal selling according to the case. 5 1.3 Explain the roles and relationship of the communication tools used. 5 2. Compare buyer behaviour and the decision making process in different situations. 6 2.1 Provide two different buying situations and explain the factors that influence the buyer behavior in the case. 6 2.2 Compare buyer behaviour and the decision making process according to the given scenario. 7 3. Analyse the role of sales teams within marketing strategy 8 3.1 Analyse the different types of personal selling. 8 3.2 Analyse the role of sales teams within marketing strategy according to the given scenario. 8 4. Prepare a sales presentation for a product or service 9 4.1 Explain the principles of personal selling. 9 4.2 Prepare a sales presentation for a product or service according to the case. 9 5. Carry out sales presentations for a product or service 10 6. Explain how sales strategies are developed in line with corporate objectives 11 6.1 Explain the different types of sales strategies. 11 6.2 Explain the objectives of the Star Hotel. 12 6.3 Illustrate how the sales strategies are decided in line with the objectives of the Star Hotel. 12 conclusion 13 Reference 15 Introduction This report shows how to interpret the individual sales support promotional combined, compared under different circumstances buyer behavior and decision-making process, analyze the role of the sales team internal marketing strategy, preparing a product or service sales presentations, product or service sales presentation described sales strategy development in line with business goals. 1. Explain how personal selling supports the promotion mix. 1.1 Explain different elements of communication mix. Integrated Marketing Communications is an enterprise in the course of business, a stra