Key Principles of Sales Management and Sales Structure of Vodafone

Order Sales Management

Table of Contents
INTRODUCTION...........................................................................................................................1
MAIN BODY...................................................................................................................................1
P1. Key principles of sales management.....................................................................................1
P2. Sales structure of the chosen company..................................................................................4
P3 Explain the importance and the advantages of the concept of ‘selling through’ others.........6
P4 Analyse the key principles and techniques for successful selling and how they contribute to
building and managing customer relationships in application to specific organisational
examples......................................................................................................................................9
P5 Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures......................................................11
CONCLUSION..............................................................................................................................13
REFERENCES..............................................................................................................................14

INTRODUCTION
Order management can be defined as the process that involves the efficient tracking and
completing sales order. It can include people, processes as well as suppliers in order to provide a
positive experience to the customers. The initial stage of the process is when the customers place
an order and keep track of it until the order is shipped (Atan and et. al., 2017). Order sales
management also involves keeping the record of customers, their buying history, payment option
that they chose as well as the volume of order. Organizations have sales departments that notify
the warehouse in order to fulfil the order and the same is then shipped to the customer. The
concept of order sales management is gaining importance increasingly in order to meet the
competition in the market. Not only this, it also helps an organization in enhancing its overall
performance as well as productivity. Organization chosen for this report is Vodafone, which is a
multinational telecommunications company based in England. The company was founded in the
year 1982 by Gerry Whent and Ernest Harrison. The report explains the key principles of sales
management in relation to the significance of sales planning. It also explains the sales structure
of the chosen organization along with examples of direct sales and selling through others. An
examination of the company as well as the competition in the sector, the report also analyzes the
key principles and techniques that are used for effective business. Lastly, different methods of
finance that help in building a successful customer portfolio is also included in the report.
MAIN BODY
P1. Key principles of sales management
Sales management can be defined as the process that involves developing a sales team,
coordinating sales operations as well as implementing various sales techniques in order to
achieve or even surpass the sales targets. An effective sales management strategy can help a
business to satisfy the needs of customers in an effective way and thus gain their loyalty (Barbon
and et. al., 2019). It is important because it helps in improving the overall product development
and optimizing the overall distribution process. Besides this, the management of the company
can make more effective decisions, as a result of which the overall efficiency is improved. The
key principles of sales management are explained below in relation to the significance of sales
planning as well as methods of selling.
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Managing the employees individually – For the sales management to be effective, it is
important for the company to manage its people individually in an effective manner. If a sales
employee achieves their respective target, they should be praised in front of other team members.
On the other hand, whenever feedback or training is being provided, it should be a one-to-one
process.
Promoting discipline in the organization – The management of Vodafone is very
particular about discipline within the workplace and has therefore, adopted various measures for
the same (Gallino, Moreno and Stamatopoulos, 2017). People today, want to work for companies
that have proper rules and regulations so that business operations can be carried out effectively.
Goal Oriented – The sales managers at Vodafone establish realistic and achievable
goals. They also encourage their team members to achieve the same (Principles of Sales
Management, Part 1, 2019). They talk about goals and ways to achieve them with their team
members so that all of them remain goal-oriented. This will also keep the team members focused
and aware about the fact the achieving goals is their primary purpose. This also helps in the
overall sales planning effectively by using different sales methods.
Consistency – This is the most important principle of sales management that Vodafone
should adopt. It is important for the company to remain consistent with its products and services
based on the guidelines that are established.
Delegation –A sales manager cannot do everything on their own and therefore, there is a
need to manage the team effectively. This can involve giving them some degree of independence
so that they can generate the best output.
Sales planning is a significant component of sales management within a company and
can be defined as a process that involves demand management, sales forecasting, setting sales
targets that are profit based etc. A sales plan is one of the most crucial tools for an organization
as it helps it in increasing sales as well as identify potential risks that can influence the overall
performance (Geiger, 2017). Therefore, with the help of a sales plan, the management of
Vodafone can make efficient decisions as they can get an understanding of the current status of
the products within the market.
There are various ways in which an organization can sell its products and this can include
relationship selling, system selling, high profitability selling, cross selling and traditional selling.
In order to sell its products to the customers, Vodafone uses advertising, personal selling, direct
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