British Gas Sales Planning: Presentation on Promotional Mix & Strategy

This presentation delves into sales planning with a focus on British Gas, exploring how personal selling supports the promotional mix. It examines the role of the sales team in the broader marketing strategy, emphasizing the importance of understanding buyer behavior and adapting sales approaches accordingly. The presentation outlines key aspects such as prospecting, pre-sales preparation, and approaching customers, highlighting how sales teams can build strong customer relationships and gather valuable market feedback. It also touches on British Gas's product and service offerings, including gas appliances, induction cookers, boiler and heating covers, and appliance covers, and how these are presented using the 4 Ps of marketing: product, place, promotion, and price. The presentation concludes by referencing relevant books and journals on sales and marketing strategies.

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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CONT...
 Evaluation of alternatives: In this customer choose
one company product among different alternatives.
It decide to buy product and services by seeing
company image in market.
 Purchase decision: at last customer make decision
for buying particular company product after taking
feedback from its friends and reviewing other
customer experiences related to product.
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1.3 THE ROLE OF SALES TEAM WITHIN
MARKETING STRATEGY
The role of sale team is to make strong relation with
customer so that customer not switch to other brand
product.
 Along with this it also provide information to
company in relation to taste and preference of
customer so that company can modify its product and
services.
 Sale team also used different strategy for increasing
awareness of product among people.
 It use to promote product on face book and twitter so
that it can grab attention of large number of customer.
 Apart from this sales team take feedback from its
existing and new customer and solve their issues6

2.1 PREPARE SALE PRESENTATION FOR
A PRODUCT OR SERVICES
British company product and services
 Gas appliances
 Induction cooker
New product and services of British gas is
as follows:
 Boiler and heating cover
 New boiler
 Appliance cover
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CONT...
 It also provide product to different
business holder for increasing the sale.
 It also provide different kind of services
to customer on discount and offers.
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2.1 SALES PRSENTATION FOR
CARRYINYG OUT PRODUCT AND
SERVICES
For selling product and services it used 4 ps of marketing
 Product: It sale different kind of product and services
which are different from its competitor.
 Place: Its retail shop is near to public area so that
people can easily visit to its retail shop
 Promotion : British gas promotes its product and
services on facebook and twitter for increasing
awareness of product and services
 Prices: British gas set reasonable price of its product
and services so that all type of people can afford it.
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REFERNCES
 Books and journals
 Arnett, D. B. and Wittmann, C. M., 2014. Improving
marketing success: The role of tacit knowledge
exchange between sales and marketing. Journal of
Business Research. 67(3). pp.324-331.
 Bilginer, Ö. and Erhun, F., 2015. Production and sales
planning in capacitated new product introductions.
Production and Operations Management. 24(1). pp.42-
53.
 Blocker, C. P., Cannon, J. P., and Sager, J.K., 2012.
The role of the sales force in value creation and
appropriation: New directions for research. Journal of
Personal Selling & Sales Management. 32(1). pp.15-
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Thank you
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