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Principles of Sales Management and Planning

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Added on  2020-10-22

Principles of Sales Management and Planning

   Added on 2020-10-22

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A 80539Sales management Sales Management
Principles of Sales Management and Planning_1
A 80539Sales management TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1LO 1.................................................................................................................................................1P1. Key Principles of sales management in context of importance of sales planning , methodof selling and sales reporting .....................................................................................................1P2. Evaluating the benefits of sales structures and analysing the way they are organized ........4P3. Significance and advantages of selling through others ........................................................5LO 3 ................................................................................................................................................6P 4. Key principles as well as techniques for successful selling ................................................6P 5. Significance of developing sales strategies which yield the highest profitability ..............8CONCLUSION .............................................................................................................................10REFERENCES .............................................................................................................................11
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A 80539Sales management INTRODUCTIONSales management can be defined as the procedure which includes coordination of peopleas well as resources in order to achieve desired objectives. It can also be considered to be as thebusiness disciple which concentrates on application of different strategies or methods in order toaccomplish desired sales target. Sales management is considered to be as crucial businessfunction which assisted an organization in improving the financial performance. It is theprocedure which involves development of sales strategy as well plan, administration of people,establishment of short as well as long term target etc. Success and growth of an enterprise iscompleted dependent on sales management. The purpose of sales management is to sell theproducts or services at optimize price. The study have focus on identifying the key principles of sales management in context ofmarks and Spencer. It is a British Multinational organization which specializes in sellingproducts or services. Study will emphasize on analyzing the benefits of sales structure. LO 1P1. Key Principles of sales management in context of importance of sales planning , method ofselling and sales reporting Sales management can be referred top as a procedure of developing sales force,administrating the sales activities and implementing the sales technique in order to assist firm inaccomplishing desire sales targets. The four key elements of sales management are :Planning :The sales plan is developed by manager in Marks and Spencer based on theinformation collected through market research. It is required by manager in Marks and Spencerto develop the flexible Plan in order to enable variation in production (Agnihotri, 2018.).Manager in marks and Spencer should have discussion with the managers or leaders of differentfunctional units within an organization, as this tactic will assist different heads of the departmentin identifying their roles and responsibilities in execution of specific plan.
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A 80539Sales management Coordination : It is considered to be as most important function which is required to performedwhile developing as well as implementing plan. Coordination is considered to be as an importantpart of management procedure. It is the function which assist in proper utilization of resourcesincluding human efforts. In context of marks and Spencer, manager in an enterprise is requiredto encourage direct personal contact among employees working in firm. Manager in order toensure proper coordination can provide open communication channel to workers. Harmony andnot discord is the management principle which can be applied by manager in marks and Spencer.Controlling : In context of marks and Spencer, it is required by manager of sales department tocontinuously monitor the sales activities. Role of sales manager is to provide proper guidance,instruction and motivations to sales team, so that desired sales target can be achieved. Thedifferent techniques which can be utilized for controlling the sales activities are development ofschedules and establishment of target. In context of marks and Spencer , sales manager in anenterprise has applied the budgeting technique which ash assisted them in identifying thevariations. Motivating : It is considered to be as important factor in order to positively influence employeesfor making their significant contribution in achievement of desired sales target. Manager inmarks and Spencer is required to develop the understanding about behavior pattern, as this tacticwill assist them in identifying as well as selecting the best technique of motivation. Developmentof the reward or incentive system can be applied by manager in marks and Spencer for inspiringmarketing as well as sales employees to improve their performance (Terada, Yamanaka and Oda,2019)Key principles of sales management are :Lead by example: It is required by manager or leaders in marks and Spencer to provide positiveexamples. Manager in marks and Spencer should follow all the policies and code of conducts.The quality of an effective sales manager is that they form strict policies as well as standards asper the requirement by organization. Manager in marks and Spencer should develop the qualityof forming strict policies for them as this will provide them ease in managing the sales. Effective training : This principle states that proper training, controlling, quality managementand supervision is very much essential with regards to proper sales management. According to
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