Sales Planning & Operations Report

This report provides a comprehensive analysis of sales planning and operations, focusing on British Gas. It covers various aspects, including sales strategies aligned with corporate objectives, the importance of recruitment and selection, the role of motivation, remuneration, and training in sales management, sales activity and control, the use of databases in effective sales management, a sales plan for an induction cooker, opportunities for expansion into new international markets, and the utilization of exhibitions and trade fairs. The report details the importance of effective sales planning for organizational success and growth, highlighting the crucial roles of training, motivation, and remuneration in enhancing business performance and productivity. A sales plan for an induction cooker is developed, including sales objectives, mission, target market, revenue forecast, pricing strategy, and promotion strategy. The report also investigates opportunities for British Gas in the Indian market, considering factors like labor rates and distribution channels, and outlines a budget for a trade fair to launch the induction cooker in India.

SALES PLANNING AND
OPERATION
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Table of Contents
a) A brief introduction.................................................................................................................3
b) Explanation about sales strategies and its development in line with corporate objective.......3
c) Importance of recruitment and selection process....................................................................4
d) Evaluation of the role of motivation, remuneration and training in sales management in the
context of British gas...................................................................................................................4
e) Explanation about sales activity and control sales output.......................................................5
f)Explanation of the use of databases in effective sales management.........................................6
g) Development of sales plan for induction cooker.....................................................................6
h)Investigation opportunity for British gas for selling in a new international market................7
i) Investigation opportunities for British gas for using exhibition and trade fair........................7
CONCLUSION................................................................................................................................8
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a) A brief introduction
In an organisation, sales is a crucial activity through which marketer can earn determined
profitability from the market. Sales is an activity under which company offers goods and services
to customer and their value is determined in terms of money. In this manner sales planning is
also very important because with the help of this, company can set its target customers and
communicate with them in relevant, meaningful ways (Arnett and Wittmann, 2014). The
following report provides a depth understanding and knowledge about sales activities and
planning with respect of British Gas organisation. In addition to this role of motivation,
remuneration, training and recruitment and selection has been also addressed in this report.
b) Explanation about sales strategies and its development in line with corporate objective
As per the given case scenario, British Gas is a famous recognised energy company which
is a part of Centrica. Centrica has established in 1997 and consists of eight energy related
businesses in the UK. Its main aim is to deliver the high quality of gas and electricity to
customers in the UK and Europe. Cited venture also deals with the installation and maintenance
of domestic central heating and appliances. Being a heating sales advisor of cited firm i can
conduct a meeting with Mr John and convinced him for purchase central heating. In this meeting
my primary objective is to convinced John so as he can purchase the central heating. For this
objective i will use my effective communication skill through which he can impress and inspire
for purchase. If John will consciously listen my word and identifying the profit and use of this
product then i can assume that may be he will purchase my product. If in case, he will refuse my
proposal to purchase the product then my second objective is to identify the reason that why he is
not agree to purchase product.
In order to attain the cited firm objective it is very important to set sales strategies, it is a
planning through which company can get product and services in front of people who need it. In
order to set sales strategy, it i important to develop a systematic planning through which product
can put in the market (Bilginer and Erhun, 2015). After develop a systematic planning, company
will choose promotional tool through which marketer can influence customer to purchase
product and services. Once promotional technique will choose , in next stage, marketer can select
distribution channel through which product and services can directly deliver to customer in the
market.
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c) Importance of recruitment and selection process
Recruitment and selection is very important process for British Gas company through
which it can identify and search the best, talented and skilled employees. It is the first and
important function of the management to organise recruitment and selection programs in order to
hire and search an effective, talented and qualified candidates. For the British gas company,
recruitment and selection is a very significant phase at which company can identify and search
the knowledgeable, capable, talented, skilled and well qualified candidate whose will increase
brand image an d profitability in the market. In order to organise recruitment and selection
programs, firstly HR manager of cited firm have to develop a systematic recruitment
documentation under which he/she includes all required qualification, skill, knowledge, ability
and experience (Blocker, Cannon and Sager, 2012). In addition to this, interview timing, date,
candidate profile, job responsibility can also included in the documentation. In the first stage, HR
manager prepare the recruitment documentation and publish in the various channels of
communication like news paper, magazines, social media, email etc. In the second stage, the
while in the organisation, various application are collected then manager select some effective
and impressive application for interview. After that company invites that shortlisted candidate
for final interview and manager analyse and evaluate candidate skill, knowledge, efficiency and
talent in the interview (Hughes and Rapp, 2013). On the basis of candidate efficiency and
company requirement, manager finally recruits that particular candidate for vacant position.
British gas can easily invite various talented and qualified candidate from the outside of
organisation with the help of recruitment documentation. On the various communication
channels like newspaper, magazines, internet assist company in identifying the best candidate for
the vacant position of organisation. It can be said that recruitment and selection is a very
important and essential stage in the company through which firm can identify the best employees
and increase the quality of business performance. British gas company can adopt external
recruitment under which it invite candidate from outside of organisation.
d) Evaluation of the role of motivation, remuneration and training in sales management in the
context of British gas
Motivation is a kind of energy in the individuals through which they contributes their best efforts
in order to accomplish some task or assignment. In the organisation context, Motivation in
employees are that terminology through which employees gets energy and provides their best
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efforts in order to attain company objective. It is very important term in the business because
with the help of this aspect company can improve its performance and productivity. British Gas
company can use various tools in order to provide effective motivation to employees. There are
two kinds of techniques that is monetary and non monetary rewards. In the context of monetary
reward company provides effective salary, fringe benefits, incentive, compensation etc in order
to motivate employees (Chen, Rivas and Wu, 2016). On the other hand in the non monetary
reward company provides higher responsibility, effective working environment , promotion,
increment to employees so as they can highly motivate for higher performance. A motivated
employees can boost company performance and growth as compare to demotivate employees. It
is very important in the British gas company through which it can improve its existing
performance and productivity of business. While company provide monetary and non monetary
reward for motivation in employees then they highly encourage and give their best contribution
in increasing company growth and productivity. In the context of sales of the product and
services of cited venture, while employees highly motivate then they effectively perform in the
market and increase the sales of company.
Remuneration is also related to rewards of money which provides employees by company
for their extra work or overtime job. Sale steam also paid commission which is depended on their
rate of success.
In the context of sales management, training plays a very crucial role because with the help
of training company provides opportunity to employees for getting new working criteria, learn
new methods of effectively perform in the market, some new skills and ability. With the help of
training programs in the British gas company employees can learn the criteria to convince
customers and attract them toward product and services. Sales men can learn effective
communication, technical and sales skill with help of training programs.
e) Explanation about sales activity and control sales output
Sales activity is the major activity of sales management under which company establish
and set the activity of sales of product and services in the market. With the help of sales activity,
company decides that which kind of activity organise first in the market and which one is later.
Each sales activity organises and set according to time frame and target (Cullen and Parboteeah,
2013). With the help of sales activity, company can identify and forecast the future customer in
the market. In this manner, sales team develop a systematic planning for sales of product and
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services with specific target and time frame. In this manner, they decide that which kinds of
promotion technique they will use like print media, internet, outdoor media etc.
In the context of sales control, the company sales team check the performance in the market that
whether the activity meet the target or not. If company not maintain effective performance in the
market or it does not touch to target then it requires to set the different sales activity. In order to
get effective outcomes from the sales activity, the sales team regular check the performance in
the market and measure it with target.
f)Explanation of the use of databases in effective sales management
In order to establish an effective sales management, it is very important to prepare and
maintain effective database. The database means to keep safe and maintain the information
related to consumers likes and dislikes, their opinion, suggestion, complaints, feedback , review,
etc. The database play a very crucial role in the sales management because with the help of
database, company can identify that which kind of customer prefer which kind of product and
which kind of improvement required in the company (Dixon and Tanner 2012). In addition to
this, company can also keep secure the information of customer contacts so as it can contact with
that customers in the future. In this they includes customer phone number, email id, purchased
products, billing address, their reviews and recommendation etc.
There are some of the issue related to database that is data protection and security. In the
organisation, data base management system should use so as no one can misuse of customer
information.
As per the discussion about the database, it can be said that database assist in organisation to
generate incremental business because with the help of database, company can identify past
customers and make improvement in the services
g) Development of sales plan for induction cooker
On order to increase the sales and goodwill in the market, British gas company decided to
launch induction which is a type of electronic heating elements. This induction cooker is very
effective product for kitchen which cook food without flames. It just heat the food by help of
electricity and charging battery. The major objective of this development is to reduce the
dependency of cooking for gas and stove. It provides the facility to customer for cooking the
food by use if electricity and battery. Following are sales plan for the cited venture-
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 Sales objectives- To increase the production and sales of British gas company’s induction
cooker by 6% at the end of the 2017.
 Mission- To become the most popular brands in the world and acquire the large market
share by deliver high quality and innovative product and services to customer in the UK
market.
 Target market- Demographical segmentation under which all income group of
customers.
 Revenue-Sales forecast for next three year
Year1 year2 year3
Sales $17080.90 $22056.90 $39801.67
 Pricing strategy-Company will use the market penetration strategy under which it
offers product in very low price.
 Promotion strategy-It will use online and social media channels for selling and
promoting its products.
h)Investigation opportunity for British gas for selling in a new international market
In the international market India, British das company have various kinds of opportunity
related to distribution, marketing, technology, labour rates etc. In the Indian market, there is very
law labour rate is available so it is very big opportunity for cited venture as it can easily hire
employees in the lower rate (Fleischmann, Meyr and Wagner, 2015). In the other hand there
may use the indirect channel of distribution under which company deals with wholesaler, retailer
etc in order to sale induction cooker in the market. So it can be said that in the international
market, cited firm have various ,kinds of opportunity.
i) Investigation opportunities for British gas for using exhibition and trade fair
Exhibition and trade fair is a platform through which company can attract new customer
toward product and services. In the context of British gas, in order to introduce the induction
cooker in the Indian market, it will organise trade fair. The major objective of this trade fair is to
acquire large number of customer and market share in the Indian market. Following are budget
for the trade fair for induction cooker in the Indian market-
Activity Budget (100000)rs
Marketing and promotion 25000
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Human resource 40000
operation 35000
The success of this trade fair can identify by the numbers of customer and selling products. If
more customer visits and purchase the induction cooker then it means cited firm has successfully
meet the need and desire of customer in the Indian market and successfully launched this
product.
CONCLUSION
From this project report it has been concluded that sales planning is very important activity
for organisation through which company can set its future success and growth in the market.
Training, motivation and remuneration is a important aspect in the organisation for improving
the quality of business performance and productivity.
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