Sales Development Merchandising is the activity to promote the goods and services. Merchandising includes the quality, prices, design, layout, Which gives more sales revenue to the company. Present report is based on TUI group which is multinational company of Tour and tourism in Germany. It will explain about the sales techniques and their principles. Apart from that it will cover internal or external Merchandising materiel.
Consumer is the king of the market. He is the person who enhance the sales revenue of the company. Buyers process is the systematic approach, They identifying 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. There are two factors which influence customers(Adrian, Phelps and Totten, 2017).
Psychological Factors: This factor will affect the consumer behaviour strongly such as:
Consumer behaviour- Personal factors: This are the factor which can be influence to the consume behaviour which can be describe such as follows:
Cultural and value factors: It is the most influence factors which affects the consumer in different ways. It is the factor which influence in the organisation due to which demand of the products has changes accordingly.
Company name: TUI
INTERNAL MERCHANDISING MATERIALS LIST
EVALUATION & Recommendations
Packaging of TUI must be attractive and innovative which attract customers towards them
Presentation is the tool which explains the company. It is very important to aware customers about the company.
It is the tool which shows company level. TUI needs to make their interior attractive which gives more sales revenue.
Sales material should be customer oriented which helps TUI to get more clients.
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.
EXTERNAL MERCHANDISING MATERIALS LIST
Influence on customer turnover & Recommendations
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 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 also influence customers towards another services, so to overcome from this issue. TUI needs to give better packages according to the customer needs.
Product 1. Adventure tour of TUI
Media suggestion: Radio Advertising
TUI is the largest tourism company. They make attractive and exciting tours for their clients. It makes adventurous tour for youth as young individuals love to go around the world and visit some most exciting places(Berthon, Pitt and Watson, 2015). TUI gives special offers to the people and for that, they need to adopt some attractive advertising media to promote their product. TUI adopt Radio Advertising to make aware the youth about their new package. Radio Advertising is the most effective media to attract clients. Promotion through radio has been the most effective tool because youth love to listen radio and hear many advertisements on it. On the other side, it is also cost effective to the company. It is less expensive and most effective tool of marketing activities. Moreover, it is powerful medium to give information across the world on the other side, company may reap maximum sales revenue through radio advertisement. It is a cheap and quick way to get customer attraction.
For example with the helps of radio advertisements company can easily pass their voice to many populations. Along with that, this is the best manner to promote the TUI services. Radio promotion plan is the very much effective and promoting.
Product 2 Hotel Accommodation services
Media suggestion: Online Advertising
Online advertising is the most effective tool of marketing activities. It makes product more reliable and long-lasting. Large number of population use online searching for everything. Online platform is most competitive and hard-hitting tool. TUI may use online platform to promote their hotels and luxurious services(Katz, 2016). They use social media platform like Facebook, twitter, YouTube, Instagram and many other social sites which gives lots of customer attraction. For instance, online advertising helps in reaching the customer by Facebook which is the most crowded site visited by millions of people. TUI uses this online tool to promote their 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 their layout should be uploaded so that clients get attracted from those videos. It makes advertisement appealing and graceful. These online marketing tools help organisation to form more sales revenue. Adding to that, organisations also make their websites creative and fascinating to attract customer force.
Pros and cons of (Radio Advertising)
Pros and cons of Online Advertising
Online advertising is the best promotional plans which helps to influence the goods and services of the company profit for example. TUI adopts social media platform to enhance the awareness of the TUI services.
Cross promotion: It involves the association of a joint activity to empower deals made by a few organizations. With regards to web based business, this strategy identifies with the advancement of a brand or an item on the accomplice side.
To make a cross-advancement powerful, organizations should:
One of the cases of cross-advancements is a joint publicizing of the Visa and MasterCard organizations of charge, credit, and reward cards.
What are the significant advantages this strategy conveys to organizations?
With the advantages of this technique, come its expenses.
Cross-advancement Can Be not Equally Beneficial: Cross-advancement may infer an organization on commonly useful terms or it may not. Truth be told, utilizing this technique may well imply that you are excessively centred around advancing another person's items while dismissing your own advantages. Thus, recollect forget that cross-advancement ought to bring advantages to the two gatherings and plan your limited time exercises appropriately.
Design is the feature which gives company’s first image to the customers. Good design gives more attraction of 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 long time. It is a streamlined process which increases the sales revenue of TUI company. Adding to that, design is an essential feature to develop new services and products in the market. TUI needs to use digital concepts to make their designs more graceful. TUI is the tourism company which needs to make changes constantly in designs. Moreover, if design is not up to the mark, customer will not make interest to purchase the product and services. On the other side, company layout describes company to the client when they are using those services. 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, company may fall their sales due to having lack of systematic plans. TUI needs to maintain their development plans more effectively to make their layout systematically. Organisation layout describes the company image and their effective function. If their plans are not very much effective, client will not want to come again(Lanz and Carmichael, 2015). This happens fall the sales revenue of the organisation. On the other side operational functions. It is the most important part in the company which manage the day to day activities properly. TUI is the tour and tourism company which needs a proper planning and implementation. It involves employees contribution, 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 tour operator to manage the customer needs and wants according to their choice. Otherwise, negative impact on clients may decrease the sales revenue of the company.
Operational functioning is the internal functions which is done by the employees. It is necessary to implement the activities in proper way, so that company helps to achieve the high revenue. Operational activities also helps to enhance the company image in the market. On the other side ineffective operations may increase the cost of the company. Which is not good for the sales revenue. Low operational functions may decrease the quality of services which affects the overall sales(Ramsay Wagner and Kelly, 2013). To attract the customers' attraction TUI needs to maintain the operational functions. For that they need to motivate their employees for better performance and try to give more dedication power towards the company growth. Overall activities are depended on the operational departments which helps to measure the sales revenue. In hospitality industry there are high competition is involved which create pressure on the companies. TUI needs to adopt new business plans and ideas so that they maintain their operational activities properly and better from others. High competition level increase the pressure among the employees so that it affects the performance of the company.
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 customer to understand better to the company. It helps customers to get more comfortable with the company. In this personal selling it gives chance to the salesperson to use his personal 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. In these techniques it also gives chance to the customer to ask anything to the sales person directly. On the other side it is the responsibility of sales person to addresses all the query of the clients. There are some personal selling techniques which helps TUI to attract client attention given below:
Sales training programme is the process in which company give training to salesperson who directly approach the customers and full fill their needs and wants. It is an action which create long term sales performance that can be seen in salesperson. There are some selling principles given below:
From the above report it concludes the sales development merchandising. It also concludes internal and external merchandising material list. Apart from this the selling promotional activities which is important to enhance the sales of TUI company. TUI needs to adopt personal selling techniques to increase the trust and faith among customers by adopting Selling principles.
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. In 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 organizational 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 Eco‐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. In Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference (pp. 392-396). Springer, Cham.
Zhurkina, 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.
Personal Selling Strategies.2017 <http://www.managementstudyhq.com/what-are-various-personal-selling-strategies.html>.
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