Report on Sales Planning

Added on -2020-02-05

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Sales Planning
TABLE OF CONTENTSINTRODUCTION...........................................................................................................................3Conclusion ......................................................................................................................................9REFERENCES..............................................................................................................................102
ILLUSTRATION INDEXIllustration 1: Recruitment and selection.........................................................................................63
INTRODUCTIONSales planning are the imperative aspect of business in which the corporation delivers itsproducts and services to end users so as to increase sales turnover. It supports business activitiesby increasing profitability and customer base for the company. Present report is based on BritishGas which is a part of Centrica group. This operates in many countries by serving gas supply andelectricity to consumers and organizations in the UK and Europe. Further, report covers howpersonal selling support promotional mix used by the corporation. In addition to this, buyerbehaviour has been identified in different situations. Apart from this, importance of recruitmentand selection procedure has been explained. b) Developing sales strategies in line with corporate objectives Corporate objectives serves as the most significant aspect of company and accordinglyoverall strategies are formulated. According to the given case scenario, it is very important forthe heating sales advisor of British Gas to keep corporate objectives in mind while creatingoffers for product and service. According to the given case scenario, Mr John is a customer whowants to purchase central heating. At this juncture, heating sales advisor at first provide detailinformation related to main product and then other details of corporation. Similarly, specialoffers such as sales promotion will also be presented in front of Mr John. It aids to clarify theimage of corporation in front of him (Jayawardena and et.al., 2013). Here, heating sales advisor can recommend customer to take immediate purchasedecision by giving explanation regarding quality and price of the product. It reflects that advisorcovers corporate objectives such as; retention of buyers, increased rate of return and high salesturnover. It is the reason sales advisor focuses on retaining buyers. In case of failure of firstmeeting, other methods like internet, social media and others will be used for retention purpose(Jobber and Lancaster, 2011). Hence, it becomes secondary objective where sales manager laysemphasis on selling central heating. At this time, he/she will offer certain discount on the productin order to promote sales of British Gas and retain buyers for longer time span. Not only this, butfree services will also be offered for particular time span. In this way, effective strategies can beformulated for sales promotion and profitability of British Gas (Noonan, 2010).4

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