Sales & Operations Planning: Models & Applications

This assignment delves into the crucial area of Sales & Operations Planning (S&OP), examining its significance in aligning production, inventory management, and sales strategies. It presents a range of S&OP models and their practical applications across diverse industries. The provided literature review explores case studies and research findings highlighting the benefits and challenges associated with implementing effective S&OP processes.

Sales Planning and
Operations

INTRODUCTION
Sales planning and operations is a activity in the company which is a combination of
the sales and marketing operations of the business entity and its help in achieving the goals
and objectives of the organization. A sales is skills in the employees to sell the product in the
market to deal with the customers and communicate to influence to buy the products. The
employees use the many strategies for sell the product and increases the company sales. Sales
planning play an important role in the company success and a effective sales plan and process
of the operations is interrelated to the business planning in the company. In the company
sales planning and operations involves the many elements are report the which indicate sales
plan, strategic initiative, inventory, production, new product development and customer lead
time plan. Sales planning and operations process of the British Gas limited part of the
Centrica Group. This company is the best recognised a energy brand. Centrica is a big
company in the many countries to supply the gas and electricity to customers and the many
companies of UK and Europe to storage of gas for providers and pipe work maintains. There
by, through this report includes in the new and improved sales plan and adopted new business
strategy for the company.

TASK 1
Cover in PPT
TASK 2
Cover in PPT
TASK 3
3.1 Sales strategies are developed the corporate objectives.
These strategies apply by the many alternatives for the planned the approach to
manage the accounts, making policies, formulations, prospect identification of the prospects
and order generation aimed to achieving the company sales target. There are some sales
strategy objectives are as follows-
 Help in improving the sales of the company products and services.
 Help in improving the customer loyalty (Oliva and Watson, 2011).
 Help in the sales process cycle use the strategies and alternatives.
 This strategy help in provide the best solution to extra outsell of the competitors.
British gas limited has goal of expending sales and company services in the market in
order to achieve their business goals with use of the sales strategies are as follows-
Sales goals- This type of goals are help to achieve the successful outcome for the
company through the selling its products according the plan. These sales goal provide the
future direction for the company business which guide to the sales team in decision making
process.
Understand the strategy- The company sales team need to understand the strategy
are use in the achieve the corporate goals. The strategy is aligned with the company objective
as they are going to select those people are have the knowledge about the heating power.
Target accounts and monitoring plan- A good plan of the sale are includes the sales
team in the process for increase the company sales. Sales team determine the accounts are
selecting the sale strategy and proper monitoring the plan the team are able to identify the
potential indicators of strategic misalignment of the strategy.

Defining the sales criteria- Company set the sales criteria for the compensation plan
of the employees are need to be prepared and involves new strategy in the business process.
The objective of the company they want to fulfil the need of the clients.
There for, the company goals and objectives can better implement in the the strategies into
the business practise. Sales strategy help to the firm for achieving the short and long term
objectives. In any situation sales strategies should be designed with the more carefully to
assure the effective use of the available resources of the firm.
3.2 Importance of recruitment and selection process.
This function is a part of the business management and it is a process for selecting a
candidate for the job according to the company needs (Thomé and et. al, 2012). This process
are involved in the procedures for the company. As the firm need to expand and increase
their sales by recruit the new sales employees and representative to set according to the
changing business environment of the organization. Company is required to select person
who are flexible, loyal, confident, experience, knowledgable for the company products sell
the market.
Recruitment- It is an important to part of the company to hire a new people for the
job and includes in the list of the skills for hire the new candidate to fulfil his duties in the
company. Being a advisor to get the best result in the hiring new people process that advertise
a specific criteria that are relevant to the job (Kjellsdotter Ivert and Jonsso, 2010). Internal
recruitment method are employees database, employees referrals, and job bidding. The
database show the company whether current employees have the required qualification for
filling the vacncies.
Screening and interview process- After the recruitment manger screening the process
providing the opportunity are focus on the candidates knowledge, experience, and its skills.
The interview process also allows the and give the many opportunities to expend the
company vision, goals and needs to achieve in the future. In the selection process to review
the all applications. The company will administer the some test related to the work task.
Knowledge ability test etc.
Significance of recruitment and selection- These process in important for the every
organization to achieve the goals. When the company select the right candidate, the employee
will produce productive result and stay with the company for longer time to having a low

employee high turnover. If selection is nor done carefully the employees make which leads
the loss in the financial resources of the company. It also wastes the time of human resource
mangers to got through the this process again in the company.
3.3 Role of motivation, remuneration and training in sales promotion.
Role of this element is very important in the company for motivating the employees
for work to achieve the target (Márcio Tavares Thomé and et. al, 2012). Role of motivation in
British gas limited firm to motivate their employees for performance better in the company to
increase the sales. Sales is a tough job in the current market to sell the products ti the
customer have the many choices for buy the products and motivate the peoples for move the
other sales persons to become better in this filed. Company sales employees can be highly
paid or its depend on their sales volume because the higher sale of the product they become
more value one gets.
For the company sales manager motivate their employees is equally highly important.
Motivation help the employees to increase their skills and experience to see more of
themselves rather then other this type of people. This implies that motivation is necessary for
sales people to take best action to make things better and happen. Employees take the action
for increase the company sales volume. In order to achieve the job goals the sales employees
need some training and other motivational information-
Training- Training is a process of providing the new knowledge and developing the
skill to get the best result in the specific job and task (Hübner, Kuhn and Sternbeck, 2013).
The manager of the company need to train their sales employees beyond the qualification or
other their professional development. Training is important for following reasons-
 difference between same products and services
 Manage a team for on the basis for selling approach.
There are various type benefits from training sales person-
 Increased the skill level and greater self confidence
 Reduce cost of production and lower staff turnover.
 Higher satisfaction in the job
 Higher sales and profit.
Remuneration- Company manager to train their staff to how to tackles the problem in
the sales. This element here refer to the compensation for the employees gets for rendering

the services to the company in the market. Sales manager set the remuneration package are
the right to the motivate the right candidate for good performance.
3.4 Sales management organise sales activity and control sales output.
In today business environment there are many tools and techniques that are used fir
coordinate and control the sales output of the company. British gas limited are use both
techniques to control the sales output in different situation (Talk, 2016). These includes sales
output control and language technique
Sales output control- This technique can be use by to manually determine the sales
documents of the company. Automatic determination, it required the maintenance of the all
output recodes ans set the layout and print program.
Output control using condition identify by the use basic sales document are bills, sales
order document ans set in a order. Output control includes the link print, faxes etc. time of
sending output to determine the immediate extra output put by the employees.
Language- This is the criteria use by the firm to identify the output condition of the
company sale and the competitors (Chen-Ritzo, and et. al, 2010). This technique offer to
flexibility of changing the control keys and functions use in the sales documents.
However, sometimes the management system has to control this sales activities to identify the
success of the employees in the company. The information about the sales output activities
will be evaluate to make the improvement in the sales. The performance level of the
employees to achieve the the sales target and give the best return on investment and god
customer feedback has to identify. Company through this weak point of the sales activities to
determine and management can decide the improvement in the which action to control the
sales output of the company.
3.5 Use of databases in effective sales management.
Company sale force use the computer software application to collect the information
related to the areas for the sale use online sales techniques ensure. In the past year, sales
management and other data recording in manually done in the books and the peoples expend
their lot of time to collect the information from the data. In the current business technology
environment use the new techniques are computers. Use of computerized information in the
company management system can easily collect the data related to the specific task and
prepare the report for the task to help in decision making. In sale management the data base

are used to collect or store the information, records and identify the specific data to make the
sales process are more effective and flexible (Thomé, Sousa and Scavarda do Carmo, 2014).
The data base help in finding the information related to the new and potential customer, target
the individual achievement and other more information and detail related to the sales. These
sales reports are helpful in preparing the better performance of the each sales employee to
achieve the target. And also determine the sales forecast for future, create the sales budget,
improvement in the production process and evaluate the any problem related to the sales
plan. The management team make a solution after the discussing on the all factors to help of
database management tool.
TASK 4
4.1 Sales plan for a product or service.
Company create a plan for sales of a service that have a special features that can
provide a competitive advantage to the company and also increase the sales plan (Ivert. And
et. al, 2015). Before developing a sales plan for a service to identify the potential market and
easily identify the market issues against the company sales service success. The stages are
includes in the sales plan are as follows-
Assign the target- Planners firstly assign the target for the sales plan development.
British gas limited need to give target their sales team in a particular market. One sale person
in a team it is active in the particular area targeted by him will be high as to compare the low
density area.
Identify the product features- After set the target the next step is identify the feature
of the services for which the target has been set according to the market. The sale team
understand the features of the services that it can provide a great competitive advantage in the
market. The sales executive understand the feature of the competitors it can help in
convincing the consumer by give the information for the service advantages.
Use the database- after the identify the features of the services the next step is use the
data base for management the sales plan. In this stage to collect the information related to the
customer need and market situation. The database technique helpful in the improve the good
relationship with the customers.

Implement the plan- At the last stage of the sales plan creation which is depend on
the preparation of the sales planner (Mula and et. al 2010). The sales planner got the
information about the services and goods in the market, and set the target is clear.
4.2 Opportunities for selling internationally.
British gas limited wants to grow their business at international level and the market.
There are more opportunities that in the international market provide the extra benefit than
the national market. The national market could be handled in a effective manner and most
important to increase the revenue are generation the capacity of the company is improved.
Company expand their business in other countries to identify the many opportunities are
available in the national and international market. British gas limited have a large advantage
of its selling products and services in the international market and ensuring the growth in the
foreign market (Mestry, Damodaran and Chen, 2011). Company have the major element are
allow for use the marketing strategies were formulated in effective manner in the sales plan of
the company. The company marketing strategies are not proper then the high level of the
problems and issues face by the company and its lose their market competitive advantage. On
the other hand the marketing strategies of the company there are large requirements of
assessing the international market and business environment so that they can achieve the
positive outcome and result related to the international marketing plans and use the data base
techniques for development the sales. There are many opportunities in the international
market to expending their business in the effective manner use the appropriate solution and
approaches. Company must utilize the resources in the optimum manner to help in the
achieve and lead the cost effectiveness structure in the market.
4.3 Opportunities for using exhibitions or trade fairs.
Exhibitions is promotion tool are formal display of the products of the company to
their prospective consumers to buy the products in the future. In the exhibition the sales
persons are directly communicate with the customers and try influence towards the buy the
products in the exhibition. Trade fairs took the place in the many corporate events that the
company give the information to their upcoming product in the market. It is highly beneficial
for the upcoming products to increase the development before launching in the market.
British gas limited can also take place their exhibition and trade fairs have the many
opportunities to attract he new customer and its can provide the information about the new

product. Its target the large number of people in a one place to give the information about thr
product features of the products and services on the regular basis and compare the new
products features with the old products feature of the company (Kopanos, Puigjaner, and
Georgiadis, 2012). Its also provide the opportunities to compare their products features with
the competitors products. The sales employees of the company definitely get the preplanning
of the services of the company to get the more customer in the trade fairs.
This activity help in advertising and promoting the products and services in one place to
target the large number of the customers. A good exhibition and trade fairs with the global
exposure with the lot of competition and the huge number of the new and potential
customers.
CONCLUSION
On the basis of this report that are concluded that involve the stages of the sales plan
development. Sales planing and operation is a part of the business management process use
by the sales team to focus on the achieving the goals of the sales. This present report help to
understanding the sales planing and operation process arr important to achieving the
organization gaols and objective. And also determinate the preparing a effective sales strategy
for help in improving the sales of the company. This report cove the role of the motivation
and the importance of the recruitment and selection process in the company. An effective sale
planning and operation process can improve the sales which can lead a business to earn high
profit.
REFERENCES
Books and Journals

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