A good sales strategy is a plan of action designed to understand how a product or service will reach people who need it. By looking at it strategically will give a widespread and analytical approach to make sure that business is reachable to right type of clients (Juins, 2000). So, the strategy for British Gas Company representative would be to fulfil the following:
• To satisfy customers by meeting all their needs
• To organize resources and make optimum utilization of the resources available.
• Planning to achieve competitive advantage
• To accomplish corporate objectives
Here we can see that while meeting Mr. John, primary and secondary objectives of the sales meeting are set. While the primary objective is to sell the products and services of British Gas Company, the secondary objective is to get the customer profile and current usage and bottlenecks so as to save the information in our database and keep contacting further for any relevant products (Kotler, 1977).
An adequate scheme of remuneration encourages the sales force of the organization to perform selling activities in the most fruitful way. In case of deficiency of proper remuneration the required motivation of sales team cannot be achieved. Therefore remuneration plan of sales personnel is a crucial decision to be made by the sales manager. The most important factor which influences the performance of the sales force and encourages them to put their sincere efforts in expanding the sales volumeof the organization is ample remuneration. The aim of a good scheme of remuneration is as follows:
• Capitalize on adequate and suitable sale people
• Keeping sales force satisfied
• Generate faithfulness of sales force
• Maintaining sensible sales team
• Comparing sales costs and sales results
The training program in an organization is really significant in order to boost the sales of the company. Proper training of sales workforce increases the performance of employees and helps an individual to improve their marketing skills and techniques. Delivery of better services can be ensured if the sales personnel are well equipped with all the important information about goods and services and this can be achieved by providing efficient training to employees.