Sales Management: Key Principles, Benefits of Sales Structures, and Successful Selling Techniques

This document discusses the key principles of sales management in the context of sales planning, methods of selling, and sales reporting. It also explores the benefits of sales structures and how they are organized. Additionally, it covers techniques for successful selling and the importance of developing sales strategies for highest profitability, incorporating account management within sales structures. The subject is Sales Management.

Sales Management
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Contents
INTRODUCTION...........................................................................................................................4
TASK 1............................................................................................................................................4
Describe the Key principles of sales management in context of sales planning, methods of
selling and sale reporting.............................................................................................................4
TASK 2............................................................................................................................................6
Determine the benefits of sales structures and how they are organised......................................6
Identifying the significance and the advantages of the concept in regarding of ‘selling through’
others............................................................................................................................................7
TASK 3............................................................................................................................................8
key principles and techniques for successful selling and also contribute to building and
managing customer relationships................................................................................................8
TASK 4............................................................................................................................................9
Understand the importance of developing sales strategies that yield highest profitability,
incorporating account management within sales structures........................................................9
CONCLUSION..............................................................................................................................12
REFERENCES..............................................................................................................................13
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INTRODUCTION
Sales management is based on the process or developing a sales force, coordinating with
multiple sales operations and implementing sales techniques that allows for business to
consistently hit, even increase sales targets.
Arcadia Group ltd is based on the multinational retailing company in London UK. This
organization is owned the highest street clothing retailers. The organization has more than 2,000
outlet in UK, concessions of UK department stores. The organization is owned by Taveta
investment itself operates by Tine Green, wife of Sir Philip green. The company was founded in
1903 as the cross-tailoring firm.
The report will discuss about key principles of sales management in context of sales
planning, methods of selling and reporting. It will be evaluating the advantage or benefits of
sales structure where how they are organised. Furthermore, it will describe the significance and
advantage of the concept in regards of selling. However, it will analyse the key principles and
other technique for successful selling and how it will contribute to build or manage the customer
relationships. At last, it will determine the effective sales strategies that help for supporting in
term of profitability as well as incorporating account management.
TASK 1
Describe the Key principles of sales management in context of sales planning, methods of selling
and sale reporting.
Sales management is based on the process or method that mainly used to develop an
effective sales forces. In order to coordinate with the different operation related the sales.
Afterwards, it also implementing the techniques to target current sales.
Principle of sales management
There are different type of sales management principles, which always help for managing
or controlling the overall business processes.
 Manage the people individually: In Arcadia Group, sales team leader will perform the
significant role for managing and controlling particular group of people. It appropriate
way to give praise in current business environment, encouraging towards growth as well
as development.
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 Implementing the sales management regulation: Sales team leader of Arcadia firm that
would provide the better opportunity for each and every employees. In order to perform
the task effective manner (Anderson and et.al., 2020). In Arcadia, Staff member has
followed the regulation in regards of sales management and target the particular
audience.
 Manage or handle the objective details: When sales person despise their sales team
leader. Generally, leader may give his opinion to other staff member rather than specific
objective information. In Arcadia group, it should be consider the training, discipline and
statistics performance that must be including as objective. Therefore, staff member will
improve what they inspect or expect.
Key aspects of sales management including planning, selling and reporting
Sales planning: It is based on the process that mainly used by Sales team leader within
Arcadia firm. In order to set up the entire sales targets, demand or sales forecasting, quotes and
strategy. Sales planning is to be consider an important aspects of Arcadia firm to improve the
sales management process in proper manner.
Sales reporting: It is consider as duty of sales management team to analyse the key
performance indicator within sales. In this way, it can easily analyse this indicator manager, able
to understand the deviation which causes or make necessary adjustment to increase profitability
of organization.
Selling: it help for sales team leader in Arcadia firm for explaining the need or requirement
of particular product as well as service. Sales person will target the audience through selling
concept by considering promotional technique that adopted in sales management.
Strategies for monitoring and measuring
It is an essential step to track the entire journey of particular product and potential
consumers. Sales team leader always focused on the considering appropriate strategies to
monitor or track the activities of organization.
 Sales funnel: it is a step by step process that allows for employee to bring potential
customer towards organization. It may provide the better offers, discounts which always
support for buying decision through a series of marketing actions such as videos, email
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and articles. In Arcadia firm, Sale team leader can use this technique or method which
always supports for business sales management.
 Hit rate metric: it is also another technique which mainly used by Arcadia group for
calculating the score of each rating, finding or identifying what type of rating is getting
more hits. In this way, it help for organization to identify the current hit rate of sales
management in marketplace.
Various model of selling and their impact on seller or buyer roles
 Business buying behaviour process: It is based on the process of method that mainly
identifying what product or services are required to purchase and then find, evaluate of
other brands. In Arcadia firm, Sales leader is mainly focused on the buying behaviour
process which help for providing the better product to customer on the basis of their
demand (Dugan and et.al., 2020). Sometimes, this process is directly impact on the
buyer’s role when they can identify the behaviour towards the business operation and
function.
 Customer buying behaviour process: It is mainly describing the journey of customers,
which goes through before they can purchase particular product. This process is
important for sales team leader because it enable to align with sales strategy accordingly.
In this way, customer will compare between different product as well as service.
Afterwards, it greatly affect on the decision process of buyers.
In additional, it has been increased the geographical sales in the western areas because it has
already increased the demand of product as well as service in marketplace. in order to gain more
loyalty towards the potential customer and also increase productivity, profitability in
marketplace. Generally, the organization is mainly focused on the digital technology to expand
the business with online presence. This is considered as advantage, benefits to achieve desirable
goal and objective.
Customer based sales structure is mainly include the various selling items to direct potential
customers. Business to customer, business to business are considered as important role played in
the marketplace.
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TASK 2
Determine the benefits of sales structures and how they are organised.
In “Arcadia” group, sale team leader can use horizontal structure for sales management
which mainly providing the power of organization in term of decision-making. Afterwards, it can
be identified the different benefits of sales structure within “Arcadia” organization.
Training and development
Arcadia firm is providing the offsite and on duty training for their staff members. In order
to improve the better experience and knowledge about the work that automatically changing
society. The sales team leader will provide the better facility or service to their staff member
through training and development session. Afterwards, it also promoting the skill or knowledge
of employee when they can complete their task in proper manner (Grigorova, 2019). Sometimes,
it also encouraging employees, which provide the better pension and health insurance.
Recruiting
The sales leader is mainly focused on the recruitment process, identifying the most
appropriate specified individual person for job profile. “Arcadia” firm have considered the
employment agencies for their certain jobs and select the specific employee in London for
department stores.
Identifying the significance and the advantages of the concept in regarding of ‘selling through’
others.
The concept of selling through others are consider as specific type of sales channel. In
context of transaction, a retailer buys and stock items from other manufacturer or distributor. In
“Arcadia” firm, A sales team leader can benefits the business that either suppliers or sell certain
type of goods.
When “Arcadia” organization that have a product to sell that are completely confident about
the way it works and usefulness for people in business. Selling is the one of most important
concept in term of marketing expertise (Heussler, 2020). Sales team leader is mainly focused on
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the retail distribution channel, which is consider as an important option for reaching customer or
prospects effectively. The sales team leader may enable to grow the business while conserving
all essential own resources. Furthermore, it can be identifying the importance or advantage of
selling through others.
 Wide customer based: According to point of this sales team leader in Arcadia group,
which mainly distributor in their customer base. They have built up variety of market and
exactly know how to reach them. The specific information that they have highly valuable
and something about to reach on sales target.
 Logistic distributor is considered as manpower that mainly used in the “Arcadia” firm to
transport goods or services. Sales team leader have an ability to sell the efficient product
in global marketplace.
 Distribution channels are considered as an important aspects of organization. It always
support for creating the sudden footprint in markets. By taking the product through a
large variety of convenience store distribution channels, reaching it to even the remote
locations.
Justified the critical evaluation based on the sales management, structure and selling technique.
Sales management is based on the concept that mainly deals with various sales techniques
and different activities in the organization. The primary duties of top level management is to
formulate the appropriate sales management procedures.
Furthermore, it has been justified that top level management decides which sales structure
should be followed by company. Afterwards, it will be targeting the specific revenue or profit
margin. In “Arcadia” firm, sales team leader can be implemented an appropriate strategies to
gain edge over alternative competitors. In order to select right sales structure whereas each sales
manager and other executives perform different activities. Afterwards, it has been successfully
evaluating sales strategy. Therefore, it also promoting the product and service in global
marketplace.
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TASK 3
key principles and techniques for successful selling and also contribute to building and managing
customer relationships.
There are different key principles and techniques of successful selling and also contribute to
build up the strong customer relationships.
Efficient and active
The reaching out to the potential distributor that will be considered as important part in
context of good sales. It can be possible when sales team leader focus on the handle the
distribution of product as well as service in marketplace (HR and Aithal, 2020). The distributor
of “Arcadia” firm that can spot the current local areas, threat which may hinder the enterprise.
Afterwards, it provide the better solution or outcome from them thereby make an effective
business development.
Furthermore, it also give contribution for managing and improving the customer
relationships. Sales team leader can directly interact with suppliers, distributor to provide the
better quality of good and service to customer. in this way, it can easily identify the demand of
potential client in global marketplace.
Knowledge of market
In “Arcadia” firm, distributor that are well versed with knowledge about the current
market situation or condition. It allows them to establish the connection with people with having
similar interests, potential buyers (Hsu, 2019 ). Sometimes, an effective advice or opinion that
are consider as inevitable for business growth and development.
In this way, it always contribution for building an effective relationship with potential
client. In order to provide wide range of product as well as service. Therefore, it automatically
increase the profitability of “Arcadia” firm in marketplace.
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Transaction plus retailing
Deliverer is becoming experienced retailer, there prime intention is to sell the product
through physical stores in marketplace. Afterwards, it is also promoting themselves as an
effective good seller of items. This type of transaction plus retailing is consider as new approach
which will be implementing in the organization (Ohiomah, Andreev and Hood, 2019). Sales
team leader within “Arcadia” firm to increase the production because they can give better
contribution and store the particular goods. Therefore, it automatically increase their earning
tremendously. Thus, it would be ending in short time interval.
Trading route
Generally, the product hit the market and store in the physical residential areas through
distributor at manufacture absence. The “Arcadia” firm is mainly focused on spending less and
also saving more. The distributor would help to sell out the various products those are quickly
sold off in marketplace.
TASK 4
Understand the importance of developing sales strategies that yield highest profitability,
incorporating account management within sales structures.
By preserving and conservation of existing sales structure which always attaining huge
company’s profitability in marketplace. In this way, it has rapidly increasing the individual sales,
which mainly consider as one of most important technique used for specific purpose. Sales team
leader always attracting the potential buyer towards brand due to quality of product and service.
Nowadays, it has been changing the current trends of business in order to achieve the desirable
goal and objective (Razmochaeva and Klionskiy, 2019). There are different type of sales
strategies adopted by organization. In order to increase highest profitability which automatically
incorporating account management in sales structure.
Importance of sales strategies
In “Arcadia” firm, Sales team leader is focused on selling a product or service, even to an
average potential customer needs. At that time, it can use strategic planning and its effective
implementation but it is not easy for leader to handle the overall product life cycle. In this way, it
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will be adopting the sales strategies within organization to improve the current business growth
and development.
 Planning the sales process: It is important for business to manage or control the sales of
“Arcadia” organization, even forming a strong team for purpose of planning. The sales
strategy will help for leader to make an effective plan for selling product and service in
marketplace. In some cases, sales plan is based on the extensive research about the
economy condition or market and what are the scope of their product sales
(Razmochaeva and Klionskiy, 2019). Usually, it is considered the different distributed
channel that help for targeting the potential audience through offline or online medium.
 Forecasting the sales result or outcome: it is the possible way to analyse the entire
organization’s sales pattern. In order to consider the latest trends, demand in global
marketplace. The significant of sales strategy is that when it allow for interpret the large
number of sales. Afterwards, it also analysing that how much data collected over time
through sales team. Furthermore, it help for calculating the sales forecasting and future
sales plan can be assessed, providing an opportunity to employ experimental techniques.
 Reporting sales: it help for inspecting the efficacy of sales strategies that help for
measuring the overall performance of sales team. Afterwards, it evaluating the current
business productivity as well as profitability in marketplace.
 Analysing sales efforts: The sales strategies help for constantly measure or identify the
overall performance of business. Sales team leader is analysing the common errors in the
strategies and achieve greater sales.
Financial principle and portfolio management
Finance principles are mainly based on the managers, investors and other governmental
agencies that perform significant role in the organization. Furthermore, it also help for enhancing
the financial information for purpose of return generation.
 Diversification: it is based on the process to minimise the risk, threat which primarily
involved in the organization. Sales team leader is contributing to invest in the business
areas while increasing growth and development.
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 Averaging plan: it continuously saving the money and invested regularly at the time of
good or bed market condition. Investing is way of process which easily identifying the
market fluctuation due to recession or Brexit.
 Rebalance regular: In Arcadia group, investors can follow the active revision policy or
procedure on regular basis. it always rebalancing of different portfolio with the help of
buying low and selling high product in marketplace (Ohiomah, Andreev and Hood,
2019). Sometimes, it also re-allocating the different portfolio which help for generating
the better result or outcome.
 Maintain or control liquidity: It is an important concept when business is continuously
growing through ineffective patch. Sales team leader can use liquidity as different fixed
assets for converting into cash flow (Razmochaeva and Klionskiy, 2019). in this way, it
can easily avoid the pressure on the business of daily basis. in order to fulfil the need and
requirement of organization.
CONCLUSION
From above discussion, it concluded that Sales management is consider as efficient process
or method that mainly uses for establishing coordination with different sales operations. It has
summarised about the key principles of sales management in context of sales planning, methods
of selling and reporting. It can be identified the advantage or benefits of sales structure where
how they are organised.
In this report, it can be determined that significance or advantage of the conceptual term
related the selling. However, it also analysed the key principles and other technique for
successful selling product as well as service in marketplace. Sometimes, it also establishing the
coordination to build or manage the customer relationships. An effective sales strategies that
always supports for increasing profitability as well as productivity of organization through sales
management.
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REFERENCES
Book and Journals
Anderson, R.E. and et.al., 2020. Provenance, evolution, and transition of personal selling and
sales management to strategic marketing channel management. Journal of Marketing
Channels. 26(1). pp.28-42.
Dugan, R. and et.al., 2020. Sales management, education, and scholarship across cultures: early
findings from a global study and an agenda for future research. Journal of Personal
Selling & Sales Management. pp.1-15.
Grigorova, V., 2019. Contemporary Dimensions Of Sales Management.
Heussler, T., 2020, July. Chatbots as Game Changers in Sales Management–An Analysis of the
Acceptance to Use Chatbots. In Academy of Management Proceedings. Academy of
Management Briarcliff Manor. NY 10510.
HR, G. and Aithal, P.S., 2020. Input and Output Driven Sales Personnel Performance Measures:
Insights from an Experiment. International Journal of Case Studies in Business, IT, and
Education (IJCSBE), 4(1), pp.23-37.
Hsu, D.K., 2019 Doctor of Education Leadership, Doctor of Healthcare Administration,
Macroeconomics, Case Studies in Global E-Commerce, International Management and
Sales Management.
Ohiomah, A., Andreev, P. and Hood, D., 2019. The role of lead management systems in inside
sales performance. Journal of Business Research. 102. pp.163-177.
Razmochaeva, N.V. and Klionskiy, D.M., 2019, January. Data Presentation and Application of
Machine Learning Methods for Automating Retail Sales Management Processes. In 2019
IEEE Conference of Russian Young Researchers in Electrical and Electronic
Engineering (EIConRus) (pp. 1444-1448). IEEE.
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