Sales Planning and Operations in British Gas- Research
Added on 2020-02-03
12 Pages4239 Words113 Views
SALES PLANNINGAND OPERATIONS1
Table of ContentsIntroduction .........................................................................................................................................3Task 1 (Covered in PPt)........................................................................................................................3Task 2 ...................................................................................................................................................3a) Brief introduction to the essay.....................................................................................................3b) Explain how sales strategies are developed in line with corporate objectives ...........................4c) Explain the importance of recruitment and selection process for British Gas ...........................4d) Evaluate the role of motivation, remuneration and training in sales management in the context of British Gas...................................................................................................................................5e) Explain how sales management organize sales activity and control sales output ......................6f) Explain the use of database in effective sales management to generate incremental business and stimulate repeat.........................................................................................................................7g) Develop a sales plan for a product and service...........................................................................8h) Opportunities for British Gas for selling the product in a new international market..................9I) Investigate opportunities for British Gas for using exhibitions and trade fairs ..........................9j) Conclusion..................................................................................................................................10References ..........................................................................................................................................112
INTRODUCTIONSales planning is an essential activity for business entity because it helps in determiningseveral ways through which products of the company can be promoted at external market place(Weber and Bahr, 2015). The present research study has been made on British Gas which is thecountry's best recognized energy brand. British Gas not only supplies gas but also it deals with theinstallation and maintenance of domestic central heating and appliances. Hence, in such context,researcher has discussed how personal selling supports promotional mix of the organization andalong with that, researcher has also discussed how behavior of buyer changes in every differentsituation. Sales strategies are required to be integrated with corporate objectives of the organization;thus detailed description has been made regarding this aspect of the company (Stolze, Mollenkopfand Flint, 2016). Further, in the research study, researcher has also stated importance of recruitmentand selection process for the company and along with that, the role of motivation and training hasalso been discussed in the present research study. TASK 1 (COVEREDIN PPT)TASK 2 a) Brief introduction to the essayBritish Gas has been prominently working in the area of global gas and energy areas and thishas been assisting the business entity to supply energy in different parts of industries. The servicesare useful for household purposes as well. The company is involved in supplying gas and it alsodeals with the installation and maintenance of domestic central heating and appliances. Thecompany has strong sales force and they are assisting the business entity to facilitate more growthand success aspects (Thome And et.al., 2012). All the sales force of British Gas play key role indelivering excellent services to the clients. Therefore, British Gas is populous in terms of deliveringbest services to the clients. Further, it also offers drain clearing services, plumbing and homesecurity services to the clients which underpins household work processes. The research study has yet discussed efficacy of sales team and how well they help thecompany in delivering prominent services to the clients. Personal selling is considered as the mosteffectual technique in which sales force of the company emphasizes chiefly on selling more units ofproducts. Personal selling underpins promotional mix because it includes several techniquesthrough which sales capacity can be accelerated (Stolze, Mollenkopf and Flint, 2016). Further,behavior of buyer changes due to many reasons and most appropriately it changes as per the markettrends and innovative products. Buying behavior needs to be analyzed by the company so that onlyspecific products can be offered to consumers at market place. The sales team of British Gas has3
been focusing on developing new skills and abilities so that they can enhance revenue andprofitability aspects of the company. Sales team of British Gas plays crucial role in marketingstrategy because sales team is directly entitled in promoting and delivering products to theconsumers. Sample presentation has also been made regarding selling and promoting a product atmarket place. b) Explain how sales strategies are developed in line with corporate objectives Sales strategies needs to be integrated with corporate objectives of British Gas becausethrough that only, all the requirements can be successfully met. As per the primary objective, BritishGas wants to establish the business entity as a firm that promotes solar energy and that emphasizeschiefly on protecting natural resources (Sorensen, 2016). The primary objective of the business is toenhance the ratio of sales and for that the firm trains all the sales force towards better productivity.Hence, while developing sales strategies, it is vital for the business entity to involve all theemployees in decision making process so that all can give their adequate advice in company'ssignificant processes. Sales strategies of British Gas are directly associated with corporateobjectives; hence this aids the business entity to emphasize only on ethical and legal aspects whileselling the services to diverse clients. However, in case of failure to achieve primary objectives, British Gas should makecontingency plan so that targets can be accomplished from any other way (Schneider, Schafer andHomeburg, 2012). At the same time, employee retention and employee management are the twomajor perspectives that should be considered so that capability of the sales team can be encouraged.Further, as far as sales strategies are concerned, British Gas has to make sure that prominenttechniques have been used for enticing more number of customers. Corporate objectives alwaysassist the business to set adequate directions; thus it could assist in aligning all the processes inprominent manner. Corporate objectives should be focused on long term growth and success aspectsand according to that sales targets should be developed. c) Explain the importance of recruitment and selection process for British Gas Recruitment and selection process of British Gas is important because that helps thebusiness entity to recruit potential talent who can maximize the sales and revenue ratio of thecompany. In order to recruit people, British Gas emphasizes on diverse attributes such as capabilityof employees to deal with customer queries, convincing power and engineering ability (Rogers andRodrigo, 2015). Since the major purpose of British Gas is to emphasize on selling householdappliances to the consumers; therefore in such respect, it is essential for the subsequent company torecruit only efficient and skilled work force. Thus, in the below mentioned section, recruitment andselection procedure of British Gas been discussed:4
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