Sales Planning

SALES PLANNING
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1.1 PERSONAL SELLING AND ITS
SUPPORTS THE PROMOTIONAL MIX
 Personal selling: it is a process in which company hire sale
person and it meet face to face customer for selling its new
product this is known as personal selling.
 There are different component of personal selling which are as
follows:
 Prospecting: In prospecting sale team focus on finding new
buyers who are interested in buying new product of British
gas. Sales team use different way for contacting customer such
as social networking sites, phone call, email and face to face
interaction.
 Pre sales preparation: in this step employees who are involved
in sales activity are provided training and development facility
for increasing their knowledge, so that they can sale product
and services effectively and efficiently.
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CONT...
 Approaching: In this sale person need to convince the
buyer for buying product and services by putting
positive impression on them. Further it should provide
detailed information of product and services so that
customer ready to buy it.
Support of personal selling in promotional mix:
 The way of packaging and presenting product and
services in front of customer is include in promotional
mix activities. At the time of promoting the product it
reflect the image of company in front of customer.
 Sale person need to decide place where it want to
target the customer and it can also used different
method for promoting its product and services. 3

1.2 COMPARE BUYER BEHAVIOUR
 Customer buyer behaviour play significant role for
making decision for buying the product.
 Need recognition: It is a stage in which consumer
want to buy product for fulfilling its needs and
wants.
 Information gathering: In this stage customer
collect information of different product and
services. It collect information from different
sources such as family, friends etc.
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