Sales Planning and Operation- Case Study of British Gas

Added on -2020-02-05

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SALES PLANNING ANDOPERATION
TABLE OF CONTENTSTASK 2............................................................................................................................................1A. INTRODUCTION .....................................................................................................................1b. Explaining how sales strategies are developed in line with corporate objective ...................1c. Importance of recruitment and selection procedure for British Gas ......................................2d. Role of motivation, remuneration and training in sales management ....................................4e. Explaining how sales management organizes sales activity and controls the output of sales .....................................................................................................................................................5f. Explaining the use of database in effective sales management ..............................................6g. Developing the sales plan for the products and services ........................................................7h. Investigating the opportunities for the British Gas for selling the product in Chinese market .....................................................................................................................................................8i. Investigating the opportunity for British Gas for using exhibition and trade fairs .................9CONCLUSION ...............................................................................................................................9REFERENCES..............................................................................................................................11
ILLUSTRATION INDEXIllustration 1: Recruitment process of British Gas...........................................................................3
TASK 2A. INTRODUCTION Sales planning and operation is the business management process which is used toincrease sales and profits of the enterprise. Each and every firm has the separate sales departmentwhich helps in handling all the sales related operations of the company (Sales and Operationsplanning (S&OP), 2016). . This is due to the fact that, with the help of given section only thesales targets which are set by the company for the specified period of time will be met. Thisfunction also helps in attracting and influencing large number of customers towards theenterprise in an effectual way. The present report is based on the case study of British Gas. It is the United Kingdom(UK) based energy and home service provider company. British Gas is the part of Centrica groupwhich is formed in the year 1997. The given firm offers wide range of services such as gas,electricity, home appliance services, renewable energy along with boilers and central heatingservices. The essay will focus on the principles which are associated with the personal sellingprocess. In addition to this, the study will also state the role of sales management team within theorganization. b. Explaining how sales strategies are developed in line with corporate objective The sales strategies of the firm must be developed with the main corporate objectives.Being the heating sales advisor of British Gas, I am having meeting with one of the prospectivecustomer of the company named as John. With the given task, I have the role to influencerespective customer for purchasing goods and services of the enterprise. However, beforeconducting meeting with the John, I have set some sales strategy or plan which will give answerto the following questions:Primary objectives behind arranging the given meeting:My first sales objective is to influence John to purchase central heating services from thecompany.My objective is to resolve all the queries which are put up by Mr. John regarding the centralheating services.Another aim is to perform significant improvement in sales and profits of British Gas.How would I know if I the meeting was successful or not1

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