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Report on Sales Planning and Operation- British Gas

Added on - 03 Feb 2020

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Sales Planning and Operation
TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1TASK 2............................................................................................................................................13.1 Developing the sale strategies in line with corporate objectives......................................13.2 The importance of recruitment and selection (R&S) procedures for British Gas............23.3 The role of motivation, remuneration and training in sales promotion of British Gas....33.4 The role of sales management in organising sales activity and controlling sales output.43.5 The use of databases in effective sales management........................................................4TASK 4............................................................................................................................................54.1 Developing a sales plan for a product or service..............................................................54.2 Analysing the opportunities of British Gas for selling internationally.............................74.3 Investigating the opportunities for British Gas for using exhibitions or trade fairs inPoland.....................................................................................................................................7CONCLUSION................................................................................................................................7REFERENCES................................................................................................................................9
INTRODUCTIONIn the present era of globalisation and hyper competition, sales planning operation hasgained a significant importance in the overall business market. It plays a vital role in providing astrategic direction to the business in order to maintain a balance between its overall supply anddemand. Along with it, such operations help the organisation to lay their major concern onachieving the company's goal in an effective manner. The present repost highlights the conceptof developing sales strategies in order to meet the corporate objectives of British Gas. Thecompany is one of the leading home service and energy provider in UK (Katz and Green, 2007).It serves approximately 12 million homes in the country and is the largest energy supplier in UK.The company significantly dominates the entire gas and electricity market in the said country.The report, therefore, helps to gain an insight understanding about the major roles and objectivesof sales management in the concerned company. Moreover, it also focuses on planningappropriate sales activity for a particular service of the British Gas.TASK 23.1 Developing the sale strategies in line with corporate objectivesDirect selling the products or services to the clients without proper planning a salestrategy is likely to yield poorer results for the company. Managing and planning an appropriatesales strategy will help the business to convince its bank managers and prospective investors toinvest in a particular product or service. It is very important that the sales managers lays asignificant concern over developing a proper sales strategy by considering all the major factorswhich helps the company to attain its corporate objectives. Sales strategy lays a significantconcern over market segmentation, targeting and positioning in order to achieve the heights ofcorporate growth (Cooper, 2010).With regard to the present case scenario, the report emphasizes on implementingappropriate sales strategies for 'British Gas' to achieve its overall corporate objectives. Thecompany is advised to implement such strategy through which it captures the eyes of its audienceand increase its sales that results in generating more revenue. It should start by setting primaryobjective for each of its services and products. To do so, the company should lay its attentionover the following key aspects-1
What does it want to sell? (Major services include- Energy, central heating and homeservices)Who is its target market? (UK homes)Its prior attention over specific services and products? (energy and thermal services.)After analysing its core objectives of sales strategy, British Gas undertakes the followingsales strategies to attain its corporate objective-Territorial sales strategy- With the help of such strategy, the company is able to sell itsproduct line to its various customers situated in different locations (Grimson and Pyke,2007). Here the sale managers focuses on selling the entire product line involvingdifferent products to its customers in that particular location.Product focused sales strategy- Using such a strategy helps the said company to focus onits major product or service in order to gain customer satisfaction. This strategy is usuallyused when the company possess a wide range of complex products.Customer focused sales strategy- This strategy focuses on providing specific productsand services to its target and core customers. With the use of such strategy, British Gas isable to gain huge customer loyalty and trust which helps the company to build strongbrand image in the corporate business world and achieve its organisational goal (Miao,Evans and Shaoming, 2007).By analysing the above sales strategies, it can be seen that the concerned company laysits prior concern over implementing such strategy which helps it to attain the overall corporategrowth. Moreover, the company comes to know about its successful implementation of strategiesby gaining worldwide market share and increasing customer thereby generating higher revenuefor the firm.3.2 The importance of recruitment and selection (R&S) procedures for British GasRecruitment reflects the criteria of employing the right candidate for the right job. Oncethe recruitment applications are received, the said company moves on to the selection process,where it conducts important tests based on their skills and knowledge and monitors their overallperformance. The procedure of recruiting and selecting the candidate is effective as it helps thecompany to reduce its employee turnover and retain the best staff within the workplace. It helpsthe stated company to gain a dominant power in the field of energy and electricity by generatingthe best outcome through an effective selection of right candidate (Salkin, 2009). With an2
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