British Gas Sales Planning: Promotional Mix, Strategies & Analysis

This report provides an analysis of sales planning strategies employed by British Gas, focusing on the promotional mix and the role of the sales team. It examines various aspects such as the support of personal selling, buyer behavior in different situations, and the characteristics of a successful sales team. The report also includes a sales presentation for gas appliance services, detailing the introduction of products and services, primary sales objectives, target customers, potential competitors, proposed pricing, and methods of promotion. The analysis suggests that British Gas can achieve its objectives and create a competitive edge by implementing the proposed plan, ultimately leading to expansion and an increased customer base. The report concludes with a list of references used in the analysis.

SALES PLANNING
(British Gas)
TASK 1

Support of personal selling to
promotional mix (Section-1)
Personal selling is a part of promotional mix.
It consists aspects such public relations, personal selling and
advertising as well as sales promotion.
It assists the corporation to promote products and services at
marketplace.
It helps customers to get information required.

Comparing buyer behaviour and the
decision making process in different
situations
Consumers are important part of sales planning.
To take decision for purchasing product
To initiate sales process through need recognition.
To determine buyer’s behaviour towards purchasing decision.
It can be positive or negative depending on the situations.

Different buying behaviour
Complex buying situations
Dissonance buying situation
Thus, above two situations reflect significant difference
in two buying situation.
In the same way, company adopts effective strategy for
meeting expectations of consumers in an effectual manner.

Analysing role of sales team within
marketing strategy
Multi-tasking
Punctual & problem solving abilities
Target oriented and collaboration
Attractive personalities
Ability to influence others

Characteristics of sales team
supporting British Gas
To increase sales turnover and enhance customer base for the
company.
To develop multi-tasking ability in sales team.
 To resolve issues of buyers and promote sales of the
company.
To perform duties related to retention of customers.
To keep proper record and building good relationship.
To possess attractive personalities to take purchase decision.

Sales presentation for gas appliances
service (Section-2)
Introduction of product and service
Gas appliances service includes fires, cookers, hobs, wall
heaters, water heaters, etc.
Company provide quick services in case of faults, damage
and break down of gas appliances.
Annul services can also be rendered by the corporation.
At home services through registered engineers.
Safe and efficient at home services.

Continued
Primary sales objectives
To increase customer base.
To enhance sales turnover.
To meet expectations of buyers by providing services at
home.
To deliver safe and efficient gas services.

Continued
Target customers
To increase customer base.
To enhance sales turnover.
To meet expectations of buyers by providing services at
home.
To deliver safe and efficient gas services.
Target customers.

Continued
Potential competitors
Eon
Npower
Scottish & Southern

Continued
Proposed price
Prices for single gas appliance will be £9.97 for one month
and £119.64 for 12 months.
Discount offers in case of large number of appliances.
For covering 3 gas appliances, corporation started service
charges from £26.60 for a month.

Continued
Methods of promoting gas appliances service
Internet
Social media marketing
Offline mode-newspaper