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Key Principles of Sales Management: Doc

   

Added on  2021-01-01

12 Pages4064 Words260 Views
SALESMANAGAMENT

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 consumerand business buying behaviour...............................................................................................4P2. Benefits of sales structures and their organisation...........................................................5P3. Importance and advantages of concept of 'selling through others'...................................7M2 Critically analyse the implementation of different sale structure types using organisationalexample...................................................................................................................................8D1. Coherent and justified evaluation based on understanding of sales management, sellingtechniques and structure within organisational context..........................................................8CONCLUSION................................................................................................................................9REFERENCES..............................................................................................................................10

INTRODUCTIONSales refer to the transaction taking place between two parties wherein purchaser buys thearticle, service or asset in return of money or related consideration. Sales management can bedefined as the process of developing an effective sales force, facilitating coordination amongsales operations and executing the techniques related to this process (Johnson, 2015). Thisfacilitates a business to surpass the sales targets set by top management of an enterprise. Itincludes management of activities such as advertising, marketing, promotion, pricing, physicaldistribution and product merchandising. The present assignment is based upon Ford Motorswhich is a multinational automaker which sells commercial vehicles and automobiles. Thisenterprise is headquartered in Dearborn, Michigan, Detroit. This assignment takes into accountthe key principles related to sales management in association with sales planning, reporting andmethods of selling. Also, benefits of sales structure are provided together with the way in whichthey are organised. Lastly, importance and the advantages of selling through others arehighlighted in this assignment.P1. Key principles of sales management in relation to importance of sales planning, methods ofselling and sale reportingSales management is one of the most essential core activities of a business as anyenterprise which is involved in sale of goods and services exist for two objectives, namely,maximisation of revenues and increased profits. In this regard, Ford Motors is a leading namewithin automotive industry and thus sales management holds prime significance for this entity.In order to become the top company across the global market, Ford need to manage their sales inan effective manner. The Revenue manager of this company is responsible for ensuring that theenterprise earns huge amount through sales along with increased profitability. Sales managementis a process which provides a base for manager of this department to provide assistance to salesforce in order to make sure that the activities of this function are executed in a timely manner(Wang and Miao, 2015).Various programs are organised within Ford Motors to equip the sales team withknowledge and skills associated with carrying out sales and building healthy relationship withcustomers in order to retain them for a long duration of time. Sales report refers to theinformation associated with the items sold along with the location which reflects that1

management process also includes optimisation of product distribution. There are certainprinciples of sales management which have to be abided by the manager of Ford Motors in orderto make sure that exchange takes place across the organisational premises in a desirable manner.Such principles are described in detail below:-Manager makes significant difference: The quantum of sales generated by an enterpriseclearly demonstrate the skills, capabilities and potential of Sales Manager of a company. Withincorporate world, it is generally observed that a skilled and efficient sales manager is able toderive the desirable outcome out of the performance of employees, reduce workforce turnoverand enhance the quality of products and services (Johnson, 2015). This helps in retaining thecustomers for a long period of time and ensuring the sustainability of company withinmarketplace. The Sales manager of Ford Motors takes into account all this and maintains abehaviour which ensures effective performance being delivered by sales workforce andachievement of targets within the stipulated time.Lead by setting example: An effective sales manager within any enterprise inculcate aculture of discipline and rigidity where their own behaviour tends to act as an example for theteam to follow. In this regard, Sales manager of Ford Motors ensure that the team abide by all thestated policies and procedures so as not to get involved in any undesirable activity or conductwhich may hamper the long term goodwill and position of company in global market. Theyequip the sales workforce with the tactics and skills required for persuading people to make apurchase.Golden rule of Sales Management: Human resource is an important and inseparable partof an organisation whose role and contribution towards the performance and position ofcompany in global market can not be ignored. This principles of sales management emphasizeupon this aspect only and consider treating the workforce as a valuable asset for an entity(Laudon and Laudon, 2016). The Sales manager of Ford Motors gives due respect and care to allthe employees within the team so as to inculcate a culture where coordination and cooperation isgiven immense importance. This helps the team in displaying the same behaviour towardscustomers and this aid in enhancing the sales figures as well as the profits of company.Be goal-oriented: It is essential for sales manager to state the desirable outputs, targetsand goals to employees within the team in order to ensure that sales force works in alignmentwith such objectives and achieve them within the specified time. In this regard, revenue manager2

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