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

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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