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Assignment: Sales Management

   

Added on  2020-10-22

11 Pages3576 Words346 Views
Sales Management

Table of ContentsINTRODUCTION...........................................................................................................................1P1. Key principles of sales management in relation to importance of sales planning, methodsof selling and sale reporting........................................................................................................1M1 Analyse how the principles of sale management will be different in response to customersand business buying behaviour ..................................................................................................4P2 Benefits of Sales structure and their organisation..................................................................5P3 Importance and advantages of concept of “ selling through others”.....................................6REFERENCES................................................................................................................................9

INTRODUCTIONSales is termed as a transaction that takes places in between two consecutive parties inrelation to buying and selling of goods and services in return of any related consideration ormoney (Drucker, 2012). Sales management is a process in which development of effective salesforce and formative coordination takes place. This process executed in between sales operationswith the help of appropriate techniques and lead towards effective surpass to business towardssetting sales targets which is done by top management of an organisation. These targets include,formative management of sales operational activities that consists, pricing, productmerchandising, advertising, promotion, distribution and marketing. Present case study has beenconducted on, Ford Motor Company which is a multinational auto maker established in the 1903by Henry Ford. Entity engage in the process of offering SUVs, Automotive parts, LuxuryVehicles, Commercial Vehicles and Pickup trucks. In this report, formative discussions havebeen made on, key principles of sales management which is associated with reporting, planningand other related methods of selling. In addition to this, report covers advantages of salesstructure along with importance and formative benefit of selling through others. P1. Key principles of sales management in relation to importance of sales planning, methods ofselling and sale reportingSales management is considered as the most essential practice for an organisation, as inthis the operations which take place involve sales of their products and services offered by themto their customers. Along with this, another operation which is associated to this are products ofthese products and services. The objectives behind sales management of an organisation is toimprove their sales and revenue along with increase in their profits. Ford is one of the biggest carselling organisation of the world, which have a proper sales management in their operations. Thishelp them in managing their sales and revenue (Evans and Campbell, 2012). Therefore, it is theduty of their revenue manager to manage strategies and make sure that their organisation hugeamount of profits by increasing their sales and revenue.Along with all this, ample number of training and development sessions which Ford useto provide to their employees, so that their skills and knowledge regarding sales get improved.Along with this, for revenue manager it is very much important for them to make proper salesreport, which is document that contain list of items sold by them along with the locations in1

which they are sold. Also, it is necessary for manager of Ford to follow some principles of salesmanagement, which are explained below :-Manager makes significant difference : Quantity of revenue and sales generated by anorganisation help them in identifying the skills, capabilities and potentials of revenue and salesmanager working for them. Along with this, it is analysed that the sales manager with properskills are able to improve the performance of their employees and also help Ford in reducingtheir work force turn over, which results in improvement to products and services they use toproduce. Along with this, it helps Ford in increasing the number of loyal customers which getretained for long time period with them.Lead by setting example : For sales manager of Ford it is very important for them tomake a culture and discipline in their work place and have to set an example for this. This willhelp them in guiding their employees, so that they can give their best to organisation and also canincrease sales and revenue of them. This all results them in increase in profit made by them.Golden rule of Sales Management : Man power is very much essential for Ford, as theyare the person which use to work for them at global level and help them in making sales ofproducts and services offered by them. Therefore, it is very clear that their role in sales, revenueand profits of Ford cannot be ignored in favour of organisation. That's why it is very muchimportant for them to treat their employees and man power as most valuable resources of them.Therefore, managers working in Ford use to provide proper respect and facilitates to theiremployees, so that they can coordinate and cooperate with them.Be goal-oriented : For sales manager of Ford, it is very much essential for them to setgoals and objectives which their team and employees have to attain. Along with this, it is verymuch important for them to make small goals for small time which are related to their long termgoals. This all help them in increasing the sales and revenue of Ford, by which their profitabilityalso gets increased.Relation of sales management with sales planning, methods of selling and sale reportingFor a business which use to make products and services for providing them to theircustomers, sales management is key operation which they use to perform. This key operation isassociated and related to different other operations like sales planning, method of sales and it'sreporting. Therefore, the major factors which are used by manager of Ford for making andshaping the strategies of sales are effective planning, controlling, organisation and monitoring of2

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