Sales Development Merchandising is the activity to promote goods and services. Merchandising includes the quality, prices, design, layout, Which gives more sales revenue to the company. The present report is based on TUI Group, a multinational company of tour and tourism in Germany. It will explain the sales techniques and their principles. Apart from that, it will cover internal or external Merchandising material.
TASK 1
The consumer is the king of the market. He is the person who enhances the sales revenue of the company. The buyer's process is the systematic approach. They identify the services and their features and then decide to purchase. Buyer behaviour is the systematic study of an individual or group of customers or identifying the goods and services. Consumer buying behaviour depends on the decision-making process during the purchasing. Two factors influence customers(Adrian, Phelps and Totten, 2017).
Consumer Behaviour-
Psychological Factors: This factor will affect the consumer behaviour strongly, such as:
Consumer behaviour- Personal factors: These are the factor that can be influenced consumer behaviour, which can be described as follows:
Cultural and value factors: It is the most influential factor which affects the consumer in different ways. It is the factor that influences the organisation due to which demand for the products has changed accordingly.
Company name: TUI |
|
INTERNAL MERCHANDISING MATERIALS LIST |
EVALUATION & Recommendations |
Packaging |
Packaging of TUI must be attractive and innovative which attract customers towards them |
Presentation |
Presentation is the tool which explains the company. It is very important to aware customers about the company. |
Interior Design |
It is the tool which shows company level. TUI needs to make their interior attractive which gives more sales revenue. |
Sales Material |
Sales material should be customer oriented which helps TUI to get more clients. |
Quality |
Quality is the essential tool to enhance the sales of the company which will help to set an goodwill and attract more customer towards the firm. For the organisation it is important to improve the quality of the goods and service with the better operation and management. |
Company name: TUI |
|
EXTERNAL MERCHANDISING MATERIALS LIST |
Influence on customer turnover & Recommendations |
Competitors |
Competitors may harm the company to produce different offers and services to attract the clients, TUI needs to be aware and gives new services frequently to retain the existing clients. Recommendation for the taking competitive advantages is necessary to convert firms weakness into the strength. |
Social |
Social factors depend upon the individual choice which influenced by the price, quality or individual perception, so TUI should give services at reasonable price. Recommendation for this is that social factors is affected to the company behaviour for that they need to adopt corrective action plan. |
Alternatives |
Alternatives also influence customers towards another services, so to overcome from this issue. TUI needs to give better packages according to the customer needs. |
TASK 2
TUI is the largest tourism company. They make attractive and exciting tours for their clients. It makes an adventurous tour for youth as young individuals love to visit the world and visit some of the most exciting places(Berthon, Pitt and Watson, 2015). TUI gives special offers to the people, so they need to adopt some attractive advertising media to promote their product. Therefore, TUI adopts Radio Advertising to make aware the youth of their new package. Radio Advertising is the most effective medium to attract clients. Promotion through radio has been the most effective tool because youth love to listen to the radio and hear many advertisements. On the other side, it is also cost-effective for the company. Therefore, it is a less expensive and most effective tool for marketing activities.
Moreover, it is a powerful medium to give information across the world. On the other side, the company may reap maximum sales revenue through radio advertisement. It is a cheap and quick way to get customer attraction.
For example, with the help of radio advertisements, companies can easily pass their voice to many populations. Along with that, this is the best manner to promote the TUI services. Therefore, a radio promotion plan is very much effective and promoting.
Online advertising is the most effective tool for marketing activities. It makes the product more reliable and long-lasting. A large number of the population use online searching for everything. The online platform is a most competitive and hard-hitting tool. For example, TUI may use the online platform to promote their hotels and luxurious services(Katz, 2016). They use social media platforms like Facebook, Twitter, YouTube, Instagram and many other social sites, which gives lots of customer attraction. For instance, online advertising helps reach customers by Facebook, the most crowded site visited by millions of people. TUI uses this online tool to promote its hotel services. Here, it makes available all service offers and attractive templates through which customers get fascinated. On the other side, short clips of hotel infrastructure, design, and layout should be uploaded to attract clients from those videos. It makes advertisements appealing and graceful. These online marketing tools help the organisation to form more sales revenue. Additionally, organisations also make their websites creative and fascinating to attract customer force.
Pros:
Cons:
Pros:
Cons:
Online advertising is the best promotional plan that helps influence the goods and services of the company profit, for example. Therefore, TUI adopts social media platforms to enhance the awareness of the TUI services.
Cross-promotion involves the association of joint activity to empower deals made by a few organisations. Regarding web-based business, this strategy identifies with the advancement of a brand or an item on the accomplice side.
One of the cases of cross-advancements is a joint publicising of the Visa and MasterCard organisations of charge, credit, and reward cards.
Pros
Cons
Cross-advancement Can Be not Equally Beneficial: Cross-advancement may infer an organisation on commonly useful terms, or it may not. Utilising this technique may well imply that you are excessively centred around advancing another person's items while dismissing your advantages. Thus, recollect forgetting that cross-advancement should bring advantages to the two gatherings and plan your limited time exercises appropriately.
TASK 3
Design is the feature that gives the company's first image to the customers. Good design gives more attraction to buyers(Keiser, Garner and Vandermar, 2017). It makes services more productive and creative. TUI needs to use attractive strategies for making its infrastructure, advertisement and product design. It helps to make more customer attraction towards the company. It also helps to retain the clients for a long time. It is a streamlined process that increases the sales revenue of TUI company.
Additionally, design is an essential feature to develop new services and products in the market. TUI needs to use digital concepts to make its designs more graceful. TUI is a tourism company that needs to make changes constantly in designs.
Moreover, if the design is not up to the mark, the customer will not purchase the product and services. On the other side, the company layout describes the company to the client when using those services. The layout means in which company contain their plans, services, management plans. TUI needs to make systematic plans and ideas to enhance the sales revenue; otherwise, the company may fall their sales due to having a lack of systematic plans. Therefore, TUI needs to maintain its development plans more effectively to make its layout systematically. The organisation layout describes the company image and its effective function. If their plans are not very effective, the client will not want to come again(Lanz and Carmichael, 2015). This happens to fall the organisation's sales revenue, on the other side operational functions. It is the most important part of the company that manages the day-to-day activities properly. TUI is a tour and tourism company that needs proper planning and implementation. It involves employees contribution; the operational functioning of the organisation has to be good and effective; otherwise, clients not get satisfied with the company. Like in TUI, it is the responsibility of the tour operator to manage the customer needs and wants according to their choice. Otherwise, a negative impact on clients may decrease the company's sales revenue.
Operational functioning is the internal function that the employees do. It is necessary to implement the activities correctly so that company helps to achieve high revenue. Operational activities also help to enhance the company image in the market. On the other side, ineffective operations may increase the company's cost, which is not good for the sales revenue. Low operational functions may decrease services quality, which affects the overall sales(Ramsay Wagner and Kelly, 2013). To attract customers' attraction, TUI needs to maintain its operational functions. They need to motivate their employees for better performance and try to give more dedication power towards the company growth. Overall activities depend on the operational departments, which helps measure the sales revenue. In the hospitality industry, high competition is involved, which creates pressure on the companies. TUI needs to adopt new business plans and ideas to maintain its operational activities properly and better than others. High competition levels increase the pressure among the employees, which affects the company's performance.
Positive factors:
Negative Factors:
Personal selling techniques are the most effective tool of marketing behaviour. These techniques connect the customer directly to the company. It involves face to face selling or many more(Witt and Rao, 2015). These techniques help customers to understand better to the company. It helps customers to get more comfortable with the company. This personal selling gives a chance to the salesperson to use his skills and talent to attract the customers' attraction and faith. It also helps to analyse the Client needs and wants so that TUI can easily give services accordingly. These techniques also give a chance to the customer to ask anything to the salesperson directly. On the other side, it is the responsibility of the salesperson to address all the queries of the clients. Some personal selling techniques help TUI to attract client attention given below:
The sales training programme is the process in which the company gives training to the salesperson who directly approaches the customers and fulfils their needs and wants. It is an action that creates long term sales performance that can be seen in a salesperson. There are some selling principles given below:
CONCLUSION
From the above report, it concludes the sales development is merchandising. It also concludes the internal and external merchandising material list. Apart from this, the selling promotional activities are important to enhance the sales of the TUI company. TUI needs to adopt personal selling techniques to increase the trust and faith among customers by adopting Selling principles.
References
Books and Journals
Adrian, C. M., Phelps, L. D. and Totten, J. W., 2017. USING PERSONAL SELLING TECHNIQUES TO INFLUENCE STUDENT EVALUATION OF FACULTY INSTRUCTION. Journal of Learning in Higher Education.13(2).
Armstrong, G., Kotler, P., Harker, M. and Brennan, R., 2015. Marketing: an introduction. Pearson Education.
Berthon, P., Pitt, L. F. and Watson, R. T., 2015. Re-Surfing the Web: Research Perspectives on Marketing Communication and Buyer Behaviour on the W3. Proceedings of the 1996 Academy of Marketing Science (AMS) Annual Conference(pp. 182-182). Springer, Cham.
Katz, H., 2016. The media handbook: A complete guide to advertising media selection, planning, research, and buying. Taylor & Francis.
Keiser, S., Garner, M.B. and Vandermar, D., 2017. Beyond design: The synergy of apparel product development. Bloomsbury Publishing USA.
Lanz, L. H. and Carmichael, M., 2015. Digital marketing budgets for independent hotels Continuously Shifting to Remain Competitive in the Online World.
Ramsay, J., Wagner, B. and Kelly, S., 2013. Purchase offering quality: The effects of buyer behaviour on organisational supplying behaviour. International Journal of Operations & Production Management.33(10). pp.1260-1282.
Solomon, M. R., Russell-Bennett, R. and Previte, J., 2013. Consumer behaviour: Buying, having, being. Pearson Australia.
Testa, F., et al., 2015. Why Ecoâ€labels can be Effective Marketing Tools: Evidence from a Study on Italian Consumers. Business Strategy and the Environment.24(4). pp.252-265.
Witt, J. and Rao, C. P., 2015. Trade shows as an industrial promotion tool: A review and a research agenda. Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference (pp. 392-396). Springer, Cham.
Witt, J. and Rao, C. P., 2015. Trade shows as an industrial promotion tool: A review and a research agenda. Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference (pp. 392-396). Springer, Cham.
Churkin, L. S., Ukhanova, J.A. and Nikishin, A.F., 2015. Promotional activities in trade and different ways to improve them. Austrian Journal of Humanities and Social Sciences. (5-6). pp.157-158.
Online Reference
Personal Selling Strategies.2017 <http://www.managementstudyhq.com/what-are-various-personal-selling-strategies.html>.
Get Extra 10% OFF on WhatsApp Order