Assignment :1

Selling and Sales Management

Section: B
Name: M.AWAIS
Reg no: L1F17BBAM0071
Submitted to: Sir Khurram Hami

Question 1: Two industries which have suffered the most due to ongoing Corona
Virus are Travel Industry (Airlines, railway etc) and Financial products (stocks,
bonds, investment mutual funds etc).

a) What growth strategies would you suggest for each of these industries so that they
can grow their businesses in the current pandemic circumstances. Explain your
answer separately for both industries.

Ans:

Growth strategies:

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 ➢ For Airlines or Railways Industry:

These days airlines are restricted due pandemic situation . This type of situation has

never faced by the world . When it will be over every business somewhere has to take

new start up but airlines have been badly affected . Many of the world's airlines could

be bankrupt by May because of the COVID-19 crisis, according to an aviation

consultancy. These airlines have already collapsed because of the pandemic.

The aviation consultant CAPA warned that "most" of the world's airlines could be

bankrupt by the end of May, due to the ongoing coronavirus pandemic.

According to my opinion they need to use some strategies in future to regain their

customers because this pandemic has a lot of physiological effects on people.so, it

will be difficult for every one to trust others for their health safety.

I will suggest Market penetration strategy that is offering same service to their

existing customers with some new different ways. They should offer competitive

price or provide some safety measures to their customers. For instance, world biggest

airlines emirates or any other should be set certificate for COVID-19 Test as their

requirements at-least for six months to assure the safety of travellers . Because we all

know thing will not be the same as before it was. To clear the mind set for people

regarding their health safety they need to follow these steps. Tourism businesses also

badly affected form this COVID-19 they both are interlinked businesses . So, only

business sector people will use aviation industry for their business purposes at the

start. They require a lot of time to revolve their business again.

➢ For Financial Products:

For Financial Products, they can use two strategies market penetration or Market

development. The reason why I am suggesting this because investors started to loose

money . After this, they need to offer some loan suspension programs to their existing

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 customers as well to acquire new customers as well . Because organization needs

funds to run their businesses and many salaries based people will get upset now what

to do in future for earning . According to my point of view COVID -19 have many

negative effect on economic where it has also some positive aspects like it’s a great

chance for people to show their potential for different markets . As well know

different markets will enter at the end of this pandemic . It’s a great opportunity for

everyone to start from scratch. So, Financial Products should reduce their interest rate

so people can take loans easily without any pressure to start anything or invest some

where.

b) Which Selling approach would you recommend for each of these industries, so
that they can increase their sales in the current pandemic circumstances. Explain in
detail the reason for choosing your suggested selling approach.

Ans:

Selling Approaches:

➢ Airline Industry:

According to my opinion they should use consultative or enterprise selling approaches

. In consultative approach this approach can be used for loyal or old customers. In

enterprise selling approach, they offer some packages to some multinationals

companies to use their airlines for their business purposes.

➢ Financial Products:

For Financial Products , I will prefer consultative selling approach as high risk is

involved in this industry so they should listen to their customers problems regarding

their queries or they should clear their doubts.

Some Ethical Approach:

Being a sales Director, To regain the trust of customers regarding sanitisers or masks

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 authenticity, I will suggest ulitriation approach. I will also do campaign with my staff to

aware people regarding COVID-19 or provide them free sanitisers and mask during

campaign.This approach will help us to gain trust as this approach develop a sense of

responsibility to consider the needs of the customers.

c) Both the travel and finance industry feel that they need to revise their goals due to
global pandemic crisis. Develop SMART goals for travel industry (for example PIA)
and banking industry (for example UBL). Keep in mind that current Corona virus
situation while developing goals.

Ans:

SMART GOALS:

➢ For Airline Industry:

Emirates is the largest airline in the Middle East, operating over 3,600 flights per

week from its hub at Terminal 3 of Dubai International Airport, to more than 150

cities in 80 countries across six continents. Cargo activities are undertaken by

Emirates SkyCargo. They should increase their sales within 10 to 16 months to

recover their loss or to reach the point of profit again after next 6 months.

➢ For Financial Products:

They should provide 1.5 years loan suspension with lowest interest rate . They should

increase their work home operations for the employees to lead a beneficial service

under the pandemic situation.

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