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demand and provide a wider range of services. Of equal importance is that OptiMax
Communication Ltd would like to deliver QoS (Quality of Service) to customers.
2.0 Hierarchy
2.1 Organizational Hierarchy
4.0 Methods:
Commonly used sales forecasting methods are as follows:
1) Jury of executive opinion: In this method, high ranking executives estimate
probable sales and then an average estimate is calculated. Its benefits are:
a) Quick and easy method
b) Pools opinion of experienced, well informed people
c) For a young company, it may be the only way
d) When statistics are missing, there can be no other option
The Delphi technique is a variation, where questionnaires are given to experts and new
questionnaires formed based on responses.
2) Poll of sales force opinion: Individual sales personnel forecast sales for their
territories and these are pooled and modified as considered appropriate by the
management
The benefit is that sales force knows ground reality and would be better prepared
to achieve the target they set.
However, they are often too close to the trees to see the forest.
3) Projection of past sales: Set the sales forecast as per past growth trend; which
can be the previous year or a moving average; it would be more appropriate for
industries where growth rates are relatively stable.
Sales Sn+1 = Sn x (Sn/ Sn-1)
4) Time series analysis: Analyze four sales variations in historical data: long term
trends, cyclical changes, seasonal variations and irregular fluctuations and then a
mathematical model is made describing the past behavior of these variables and
used to call on what can be turns for better or worse.
2011-2012( BDT)
200,000
600,000300,000
1,100,000
Total Sales
Yearly sales
15,000,000
Special Offers :
Total Sales amount
2,500,000
= 17,500,000
5.3 Promotion:
Promotion is about telling people what you have to offer. It is not entirely separate from
the product because what is said and how it is said influences how the product is seen.
Promotion includes advertising but also includes direct mail, public relations, printed
brochures, presence at travel trade shows, and participation in joint marketing schemes.
Promotion can be very expensive and it is often difficult to decide whether or not it is
successful.
Promotion of the service will be executed through both push and pull strategies. The push
strategy will call for the use of direct sales force and industrial marketing to introduce the
service to online user. Once success has been achieved in the push strategy, the pull
strategy will utilize a large-scale advertising campaign to further build up consumer
demand.
Push strategies:
Putting ads on websites
Personal selling by sales force
Talking competitive advantage
Internet pollutions etc.
Pull strategies:
Newspaper & Magazine ads
Banner
Billboard
Leaflet
Fair offers
Website
6.0 Conclusion:
Optimax Communication Ltd. aims to ensure that the best candidate is selected in the
sales team to achive the objective of the company, which ensures that all those are
concerned with the recruitment and selection process have a clear understanding of the
job to be filled, because only a strong and effective sales team can fulfill the mission and
vision of the company by creating a loyal and satisfied customer group.