Sales Management: Techniques and Principles for Successful Selling

This presentation focuses on sales management techniques and principles for successful selling. It covers topics such as selling and pitching Argos products, key principles and techniques for successful selling, conducting a successful sales pitch, benefits of cold calling and warm calling, suggestions for introducing innovative sales techniques, and improving customer relationships. The presentation also includes references on sales research and practice.

Sale
Management

Table of Content
• Introduction
• Sell and pitch
• Key principles and techniques
• Sales pitch
• Cold calling and warm calling
• Suggestion
• Customer relationship
• Conclusion
• References

Introduction
Sales management is considered as business discipline that focuses on the practical
implementation of different sales techniques and management activities of company's sales
operations. Organization selected for this presentation is Argos which is limited Types
Company operating in retail industry. Topics included in this presentation is related to
analysis and application of principles of successful selling of a company.

Sell and pitch
How to properly sell and pitch Argos products in the Holborn store
There are numbers of ways through which Argos can sell and pitch products in the
Holborn Store successfully and effectively, from that some are mentioned below:-
• Maintain Quality enhancement: It is one of the main techniques through which respective
company can effective sell their products as well as it will also help them in pitching
customers in successful manner.
• Understanding Market requirement: In order to conduct proper selling and pitching this
company need to understand need, requirement and problem of customers as that will
help them in offering respective products. Through this they also able to encourage to
purchase products immediately.

Key principles and techniques
Key principles and techniques for successful selling and how they contribute to building
and managing customer relationships.
The main five principles of successful selling which are essential to followed by Argos because
it contributes in developing as well as managing customer’s relationship, from which some are
mentioned below:-
●Selling is about relationships
●Selling is not about company offering, but customer’s problem
●Price and value go hand in hand

Sales pitch
How to conduct a successful sales pitch to customers in Argos store
A company may adopt numbers of ways in order to conduct successful sales pitch to
the customer at the Argos store because through it they able to increase their sales and
profitability ratio. From which some strategies are given below:-
• While conducting pitching it is essential for sales person to have a proper objective so
that they can convince their customers to purchase their products.
• During conducting Pitching they also need to focus on what customers need, required
or care about and then accordingly they need to offer products.

Cold calling and warm calling
Discuss the benefits of cold calling and warm calling
There are different types of calling which are conducted by a company in order to attract customer
and encourage them to purchase their product, explanation of different types of calling along
with its difference and benefits are given below:-
Benefits
Cold Calling ●Through this a company can directly connect or communicate with its prospect without waiting
for them that they open their mail.
●By this sales person can understand customers need and requirement and then accordingly they
can sell or offer their products.
Warm Calling ●By conducting warm calling sales member have confidence to close deal because they have prior
contact with customers or prospect.
●This can be informal which help company to develop and retain customer’s relationship.

Suggestions
Suggestions to Argos CEO to introduce some innovative and recent sales technique
There are some suggestions for the Argos CEO in order to introduce innovative as well as recent
sales technique for increasing their sales:-
● Create own holiday
● Market more with innovation
● Design Store for sales

Customer relationship
Discuss two new suggestion on how Argos can improve customer relationships.
Argos can adopt numbers of methods in order to improve their customer’s relationship in
successful manner. From which main two suggestions are given below:-
• Respective firm must need to understand need, demand and expectation of customers because
it will help in providing quality services as well as it will also increase potential customer’s
experiences.
• Argos also need to take proper as well as regular feedbacks as that will help them in building
effective relations and increase loyalty level. Along with this by taking proper feedback
company able to connect with their customers

Conclusion
From above discussed point it can be conclude that every company want to increase their
sales and for that they need to conduct numbers of practices. This is so because through it
they can easily pitch and sell their products such as offer quality products, understand need
of market or customers. Along with this company sales manager also need to conduct
different types of calling so that they can convince company potential customers and
encourage them to buy products immediately. Along with this, company also need to
understand requirement of customers as will help in maintaining customers relationship
successfully.

References
● Syam, N. and Sharma, A., 2018. Waiting for a sales renaissance in the fourth industrial
revolution: Machine learning and artificial intelligence in sales research and practice.
Industrial Marketing Management. 69. pp.135-146.
● Virtanen, T., Parvinen, P. and Rollins, M., 2015. Complexity of sales situation and sales
lead performance: An empirical study in business-to-business company. Industrial
Marketing Management. 45. pp.49-58.

Thank You