Explain the importance of personal selling

Unit 20 Sales Planning - L’Oreal - Level 5 (Diploma in Business)

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Introduction

L'Oréal as a brand has been immensely successful in the cosmetic products industry and the fact that the company is able to sell its products to 150 countries across the globe is a testimony to its success. Over 5 billion individual products in a year are sold by the company.

Question 1 Explain the importance of personal selling in supporting the promotional mix for an organisation like L'Oréal

Question 2 Using the scenario compare the stages of the decision making process of Corporate with Consumer buying behaviour in both B to B and B to C

Question 3 Analyse the role of sales team within L'Oréal's marketing strategy

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Task 3

Question 1 Explain how corporate objectives impact on sales strategies and vice versa. Use the L'Oréal case study to support your answer

Question 2 Explain the significance of applying rigorous recruitment and selection procedures to your recruitment campaign.

Question 3 In a section of your report evaluate the role of effective motivation, remuneration and training on sales management

Question 4 Explain how you plan to organise sales activity and what measures you will take to control sales output.

Question 5 Explain the use of databases in effective sales management for an organisation like L'Oréal

Task 4 Sales plan

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