Principles of Sales Management (Assignment)

Added on - Nov 2020

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SALES MANAGEMENT
ContentsINTRODUCTION...........................................................................................................................3P1 Principle of Sales management...............................................................................................3P2 Benefits of sales structure ......................................................................................................4P3 Explain the importance and the advantages of the concept of ‘selling through’ others.........6P4 Analysing the key principles and techniques for successful selling.......................................7P5. Importance of developing sales strategies that yield highest profitability and incorporatingaccount management.................................................................................................................10CONCLUSION..............................................................................................................................11REFERENCES.............................................................................................................................12
INTRODUCTIONSales management is a discipline of business which focused on the application of thepractical sales techniques and management of the organisations operations of sales. It isnecessary function of the organisation for identifying the net sales through the sales of the goodsand services and drive the profit for commercial business. This report will study the keyprinciples of sales management in relation to importance of sales planning, methods of sellingand reporting sales and evaluate the benefits and structure and organised for using the specificorganisational examples. It highlighted the importance and advantages of the concept of sellingthrough others and analyses the key principles and techniques for successful selling andcontribution to build and managing the relationship in application with the specific organisationexamples. This study describes the importance of developing the strategies of the sales that yieldthe highest profitability and incorporating account management within the structures of the sale.P1 Principle of Sales managementSales management can be referred to as business discipline which emphasizes on practicalapplication of different techniques in order to increase sales and profitability. It can also bedefined as the coordination of resources as well as people in order to accomplish desired salesobjectives. Sales management is considered to be as crucial business function. It assists anenterprise in achieving the sales target in effective manner. In context of Microsoft, salesmanagement has assisted an enterprise in accomplishing the desired sales target and supportedbusiness entity in maintaining profitability. The important elements of sales management are;Planning : It is considered to be as an important element of sales management. In contextof Microsoft, marketing manager in an enterprise has formulated the plan on the basis ofinformation accumulated by executing market research.Coordination:In context of Microsoft, an effective sales management has been possiblethrough the proper coordination among the different departments in an organisation. Businessentity has able to achieve its desired sales target with the support of different functional units.An effective coordination between the different departments in Microsoft has assistedmanagement in ensuring an effective as well as proper utilisation of resources. In context of
Microsoft, leaders or manager in firm need to promote direct personal contact among workers.Open communication platform or channel can be provided to employees, as it is the tactics whichwill help in ensuring an effective coordination among workers.Controlling : Monitoring is the best techniques which can be utilised for controlling theactivities related to sales of goods or services. In relation of Microsoft., manager in anorganisation is required to provide regular instruction, guidance and feedback to employees as itwill assist them in managing sales in systematic manner. Recording of the daily salestransactions is considered to be as one of an effective strategy which can be helpful in order tomanage sales. It is the strategy which will provide manager an ease in identifying the variationsin sales. Recording the sales transactions on the routine basis will also help sales manager inanalysing the performance gap and will assist them in identification of the reason for variations.Motivation : In context of Microsoft, manager or leaders in an enterprise is required tomotivate people to make their significant contribution in accomplishment of desired salesobjective. Reward system can be establish in order to positively influence workers to put theirinitiatives for accomplishing desired sales target.Some principles are discussed which is followed by Microsoft and these help thecompany to achieve sales target.Manage workforce individually -Microsoft manages its training and development programsindividually. They maintain discipline and provide coaching to employees working in thecompany. The company manages their workforce by making a group which helps them toprovide learning effectively. Also, this improves sales of Microsoft. The employees feelconfident after training and makes plan regarding sales. They attempt various methods such aspersonal selling, online websites etc, for efficient results.It is the principle of sales managementwhich states that controlling as well as supervision and monitoring is very much essential formanaging sales. In relation to the Microsoft, leaders in an enterprise are required to provideproper training to employees.Lead by example -Management personnel of Microsoft follows all the standard policies andprocedures of the company. This helps manager to build a positive image among employeeswhich builds respect in their mind. The managers are also self-discipline which help them tomaintain the dignity of the company. By this principle, Microsoft achieves their sales target
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