Introduction to Sales Planning and Operation

In the present era of globalisation and hyper competition, sales planning operation has gained a significant importance in the overall business market. It plays a vital role in providing a strategic direction to the business in order to maintain a balance between its overall supply and demand. Along with it, such operations help the organisation to lay their major concern on achieving the company's goal in an effective manner. The present repost highlights the concept of developing sales strategies in order to meet the corporate objectives of British Gas. The company is one of the leading home service and energy provider in UK. It serves approximately 12 million homes in the country and is the largest energy supplier in UK. The company significantly dominates the entire gas and electricity market in the said country. The report, therefore, helps to gain an insight understanding about the major roles and objectives of sales management in the concerned company. Moreover, it also focuses on planning appropriate sales activity for a particular service of the British Gas.

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1. Developing the sale strategies in line with corporate objectives

Direct selling the products or services to the clients without proper planning a sale strategy is likely to yield poorer results for the company. Managing and planning an appropriate sales strategy will help the business to convince its bank managers and prospective investors to invest in a particular product or service. It is very important that the sales managers lays a significant concern over developing a proper sales strategy by considering all the major factors which helps the company to attain its corporate objectives. Sales strategy lays a significant concern over market segmentation, targeting and positioning in order to achieve the heights of corporate growth.

With regard to the present case scenario, the report emphasizes on implementing appropriate sales strategies for 'British Gas' to achieve its overall corporate objectives. The company is advised to implement such strategy through which it captures the eyes of its audience and increase its sales that results in generating more revenue. It should start by setting primary objective for each of its services and products.

To do so, the company should lay its attention over the following key aspects-

  • What does it want to sell? (Major services include- Energy, central heating and home services)
  • Who is its target market? (UK homes)
  • Its prior attention over specific services and products? (energy and thermal services.)

After analysing its core objectives of sales strategy, British Gas undertakes the following sales strategies to attain its corporate objective-

Territorial sales strategy

With the help of such strategy, the company is able to sell its product line to its various customers situated in different locations. Here the sale managers focuses on selling the entire product line involving different products to its customers in that particular location.

Product focused sales strategy

Using such a strategy helps the said company to focus on its major product or service in order to gain customer satisfaction. This strategy is usually used when the company possess a wide range of complex products.

Customer focused sales strategy

This strategy focuses on providing specific products and services to its target and core customers. With the use of such strategy, British Gas is able to gain huge customer loyalty and trust which helps the company to build strong brand image in the corporate business world and achieve its organisational goal.

By analysing the above sales strategies, it can be seen that the concerned company lays its prior concern over implementing such strategy which helps it to attain the overall corporate growth. Moreover, the company comes to know about its successful implementation of strategies by gaining worldwide market share and increasing customer thereby generating higher revenue for the firm.

2. The importance of recruitment and selection (R&S) procedures for British Gas

Recruitment reflects the criteria of employing the right candidate for the right job. Once the recruitment applications are received, the said company moves on to the selection process, where it conducts important tests based on their skills and knowledge and monitors their overall performance. The procedure of recruiting and selecting the candidate is effective as it helps the company to reduce its employee turnover and retain the best staff within the workplace. It helps the stated company to gain a dominant power in the field of energy and electricity by generating the best outcome through an effective selection of right candidate. With an impressive and flawless recruiting criteria, the concerned company will be able to achieve higher productivity by implementing and using the right skills and knowledge of its selected candidates. This will serve the company to attain the heights of success and enhance the economies of scale through sustainable and efficient use of resources. Apart from this, British Gas will enhance its overall business operations by hiring appropriate workers which will help it to achieve a global exposure in the hyper competitive environment. Moreover, with the help of an effective R&S process, the said organisation will be able to generate efficient and profitable results on a long term perspective. The concerned process not only reflects the selection of right candidate for the company but it also represents to hire and recruit such applicant who endorses and shares the core value of British Gas in an effective manner.

3. The role of motivation, remuneration and training in sales promotion of British Gas

Motivation, remuneration and training plays a significant role in implementing appropriate strategies thereby leading the organisation towards the direction of achieving corporate growth in the global market. It acts as an immune system in accomplishing the organisational goal. In context with the present case scenario, British Gas lays its prime concern over providing its staff with appropriate training and motivation programmes. Doing this helps the company to gain a strong sense of commitment and loyalty from its employees towards achieving the goal of the organisation with a positive attitude. Proper training sessions can motivate the salespeople of the mention company to attain the expectations and satisfaction level of its core customers in an impressive way. British Gas view sales training as an important measure to promote its services in an effective way in the entire market segment and expand its business operations by attracting new and potential customers towards its exotic services. Apart from this, the company emphasizes on providing fascinating remuneration to its employees which helps the said organisation to improve and enhance its overall level of productivity. It helps to boost the morale of employees and also fills them with a strong sense of commitment and confidence in order to bring the best outcome for the concerned company. Furthermore, it acts as a basic source of employee motivation and provides a strong base to the employees of the British Gas to perform their job in an efficient and effecti


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