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Detailed Report on Sales Planning and Operations

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Marketing is the process of promoting company products with different strategies. Read this document to know about sales planning for business to acquire attention of clients. – PowerPoint PPT presentation

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Title: Detailed Report on Sales Planning and Operations


1
Sales planning and Operations
2
INTRODUCTION
  • Marketing is the activity where in the companies
    are required to promote the products and services
    at market place with diverse strategies. Sales
    promotion is one of the prominent strategies
    which can be applied to marketing for the purpose
    of acquiring attention of varied clients (Noonan,
    2010).
  • The present research study has been made on
    British Gas which is the country's best
    recognized energy brand. In such context,
    researcher has been stating how personal selling
    support the promotional mix of British Gas.
  • Further, in the research study, discussion has
    been made regarding the role of sales team within
    marketing strategy in context to British Gas.

3
BACKGROUND OF THE ORGANIZATION
  • British Gas is a part of Centrica Group which is
    a multinational company operating business in
    many countries. The UK energy market is highly
    dynamic and British Gas is conducting business in
    such market.
  • Company is engaged in the supply of gas and
    electricity to consumers and organizations as
    well and they also store gas for other providers.
    British Gas also offers drain clearing services,
    plumbing services and home security services and
    to deliver such services, the organization has
    high caliber staff (British Gas, 2016).

4
1.1 Explain how personal selling support the
promotional mix
  • Personal selling is one of the appropriate
    methods of promoting the products and services at
    market place and here in the technique, the main
    role is played by all the sales team
    representatives.
  • It is considered as the most effective forms of
    sales promotion in which the sales team of
    British Gas emphasizes on diverse aspects to sell
    the products properly at the market place.
  • British Gas has been using varied methods for
    promoting the products at market place however
    the chief source used is advertisement. All the
    products of British Gas are promoted at market
    place through advertisement and sales promotion
    techniques.

5
1.2 Compare buyer behavior and the decision
making process in different situations
  • Buyer behavior is the reaction that buyer gives
    at the time of purchasing any product and service
    from the market place. Buyer behavior is an
    important aspect which influences his decision
    regarding purchase of any product.
  • Complex buying behavior is the category in which
    consumers involve themselves in purchasing
    diverse branded products. Consumers prefer to
    purchase those products which are highly
    expensive and which can assist in showcasing the
    status symbol.
  • They prefer to buy variety of products and
    services not because they are dissatisfied with
    the existing products but because they want to
    get variety of products and services. This buying
    behavior is called as variety seeking behavior.

6
tO buY cOMPLETE assignment
  • Visit us or Contact us
  • Phone 44 203 8681 670
  • Email help_at_assignmentdesk.co.uk
  • Assignment Desk provides best marketing
    assignment help writing services from academic
    writers at very economical price. Get our
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7
1.3 Analyze the role of sales teams within
marketing strategy
  • Sales team of British Gas play crucial role in
    managing the marketing strategy because they are
    the only entity that sell products and services
    directly to the clients.
  • Sales team also set budgets for the organization
    and according to that all the activities can be
    managed. Team members working in the sales team
    are required to develop varied skills and
    abilities which are discussed in the below
    section (Johnston and Marshall, 2013).

8
SKILLS JUSTIFICATION
Convincing ability This skill is required so that customers can be persuaded towards the existing products and services.
Proper communication skills Proper communication skills are required so that customers can be provided all type of information regarding the utility of the product.
Polite and soft spoken Sales team members should be polite and soft spoken while dealing with customer queries and doubts. This is essential in terms of retaining the clients for longer span.
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2.1 Prepare and carry out a sales presentation
for a product and service
  • Rolling Dining Table has been selected as a new
    product of IKEA which will be presented in UK
    market place with numerous promotional strategies
    and techniques.
  • Rolling Dining Table is useful for many purpose
    and lots of multiple work can be conducted on the
    rolling table.
  • The table can be moved from one place to another
    thus it can be used for diverse purposes.
  • Rolling Dining Table rotates from one place to
    another thus it is considered as the convenient
    product for family.
  • Further, it can also be used in the offices
    during lunch time, playing time and also for
    other activities.

10
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11
tO buY cOMPLETE assignment
  • Visit us or Contact us
  • Phone 44 203 8681 670
  • Email help_at_assignmentdesk.co.uk
  • Assignment Desk provides best marketing
    assignment help writing services from academic
    writers at very economical price. Get our
    assignment services to secure top grades.

12
Primary sales objectives of the product
  • The product will be sold under the name of IKEA
    products thus it will be comprising of all the
    quality materials.
  • Particular UK market has been selected for the
    present case.
  • In the initial quarter, the company expects to
    sold more than 400 units.
  • 3 market share is expected to acquire through
    the subsequent product.

13
Target customers
  • Target customers of the company are large scale
    business man and officers.
  • Further, high class families are also targeted
    for the product who are more conscious about
    their status.
  • Schools and universities are also targeted
    because they also need such product due to
    management of different activities. The product
    can be used for multiple purposes.
  • Hence, the major targets of company are high
    class and middle class customers.

14
Potential competitors
  • All those entities that produces innovative
    furniture are the competitors of IKEA.
  • Ashley Furniture is one of the major competitors
    of IKEA because the company produces creative
    products every quarter.
  • American Signature and Williams Sonoma could be
    the rivalries of IKEA since they operate business
    in the same market place for so long.

15
Proposed price with justification
  • Price of the product will be 700 pounds because
    this is general price which is affordable as
    well.
  • This particular price has been determined as
    officers and business men can purchase the dining
    table.
  • Affordable and value price has been determined so
    that to increase the quantity of selling.
  • This is also essential in terms of acquiring
    larger market share in the same market place.

16
Methods of promoting the product and service
  • In order to promote the product at market place,
    IKEA has been using social media websites because
    almost all the customers can review the site
    whenever required.
  • Further, the product has been promoted through
    advertisements and other techniques because that
    is the most preferred tool of product promotion
    (Oliva and Watson, 2011).
  • At the same time, the product can be promoted
    through newspapers and journals which is accessed
    by all the targeted customers on regular basis.

17
tO buY cOMPLETE assignment
  • Visit us or Contact us
  • Phone 44 203 8681 670
  • Email help_at_assignmentdesk.co.uk
  • Assignment Desk provides best marketing
    assignment help writing services from academic
    writers at very economical price. Get our
    assignment services to secure top grades.

18
Concluding remarks
  • Concluding the entire promotional aspects, it is
    essential for the sales team to emphasize on
    prominent selling skills so that the ratio of
    profits can be accelerated.
  • Products should be regularly sold to the
    customers so that demand can be managed (Tavares
    and et. Al. 2012).
  • Further, it is also essential for IKEA to
    consider quality aspects so that more customers
    can be attracted.

19
References
  • Honey, E. D., Ford, J. B. and Simintiras, A. C.,
    2003. Sales Management A Global Perspective.
    Psychology Press.
  • Hoyer, D. W. and Maclnnis, J. D., 2012. Consumer
    behavior. Cengage Learning.
  • Johnston, M. W. and Marshall, G. W., 2013. Sales
    Force Management Leadership, Innovation,
    Technology. Routledge.
  • Noonan, C., 2010. Sales Management. Taylor and
    Francis.
  • Oliva, R. and Watson, N., 2011. Cross-functional
    alignment in supply chain planning a case study
    of sales and operations planning. Journal of
    Operations Management. 29(5). pp. 434-448.
  • Tavares Thomé, A. M. and et, al., 2012. Sales and
    operations planning A research synthesis.
    International Journal of Production Economics.
    138(1). pp. 1-13.

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