Detailed Report on Sales Planning and Operations

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Sales planning and Operations
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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.

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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).

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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.

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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.

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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).

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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.

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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.

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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.

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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.

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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.

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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.

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  writers at very economical price. Get our
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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.

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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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