Principles Of Sales Management

   

Added on  2020-01-16

19 Pages3670 Words2067 Views
SALES MANAGEMENT
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Table of ContentsINTRODUCTION...........................................................................................................................3LO 1.................................................................................................................................................3P1 Key principle of sales management in relation to the importance of sales planning,methods of selling and sale reporting.....................................................................................3LO 2.................................................................................................................................................9P2 benefits of sales structures.................................................................................................9P3 Importance and advantages of the concept of ‘selling through’ others...........................10LO 3...............................................................................................................................................11P4 Key principles and techniques for successful selling......................................................11LO 4...............................................................................................................................................16P5 Importance of developing sales strategies.......................................................................16CONCLUSION..............................................................................................................................17REFERENCES..............................................................................................................................18
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INTRODUCTIONSales management helps to provide directions or instructions of activities which is relatedwith the products and services. Marketing management helps to analyse, implementation andcontrol related to the programmes which is designed to carry any changes regarding the marketso that company will attain the desired goals and objectives. Argos is an international brand anddoing business related to retail stores. They manage their sales effectively and efficiently so thatthey will achieve the maximum profits. Argos also use an effective distribution process for theirproducts and services so that they will fulfil need and wants of their customers. They alsoforecasting of their products so that they will increase their sales (Andzulis, Panagopoulos andRapp, 2012). LO 1P1 Key principle of sales management in relation to the importance of sales planning, methods ofselling and sale reporting.Sales management is like a process that helps to develop the sales force, co – ordinate allthe operations related to sales and also implement the sales techniques that helps the business tofulfil its sales target.PRINCIPLES OF SALES MANAGEMENTThere are certain principles regarding sales management are described as below:Establish a sales management model: Argos can set sales management model that willhelp to determine performance of indicators of every part. Argos's sales model is also veryeffective. It is also necessary to decide the sales target so that Argos can achieve the desiredsales. They can use both approaches i.e. bottom – up approach and top – down approach. It alsohelps to determine the cost so that company can earn maximum profit. Select the right agency: It is also necessary to pick the right partner or agency ofadvertising in Argos. Some of the organisation choose traditional methods but some use modernmethods for advertising. There are also some factors that can affect the results of sales and thatwill affect positively or negatively also. Argos use modern methods or techniques for advertisingthat helps to attract more customers so that they will maximise their profits ( Ketter and et. al.,2012).
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Select the right employees: It is also necessary to select the right employees for thecompany. If employees have proper skills and knowledge then they will do better salesmarketing for Argos. If they also select best or right employees then it will also help them toenhance their profit.KEY ASPECTS OF SALES MANAGEMENTThere are also some key aspects which is related to sales management in Argos aredescribed as below:Deciding the sales territory: It is necessary for the sales manager that he must decidethe boundary of work. It also helps to avoid the conflicts between two executives. Determining the size of the sales force: It is also necessary to identify the sales force ofArgos. It will help to decide the activities and how much time it will take to perform.SCOPE OF SALES MANAGEMENTThe scope of sales management is mentioned as below:Production management: Product designing.Location of the plant and building.Layout of plant and building.Plan the operations and also control them.Purchase the raw – materials.Storage of raw – materials.Marketing management:Marketing research so that Argos can determine theneeds and wants of the customers.Plan and also develop the products.Set appropriate price for the customers.It is also necessary to choose the correct distributionchannel (Rodriguez and Honeycutt Jr, 2011).Argos can also use activities related to promotions suchas advertisement.Financial management:Select the fund source.Raise the fund according to the requirements at right
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