Sales Structures and Roles in Argos

This document discusses sales structures and roles in Argos, including geographic and market-based structures. It also explores the ethical behavior expected from a sales manager and the UK and EU legislations that help organize the sales department. Additionally, it explains the concept of 'selling through others' and provides examples of important sales channels for Argos operations.

The ethical behaviour expected from a sales manager: Some of the main ethical behaviours which are
expected from sales manager of Argos are given below:-
 Sales manager need to conduct one to one training or coaching session along with sales
representation as that will help them in understanding their need, requirement and challenges.
 Sales manager of a company need to review their ethical sales procedure as well as process in the
team meetings so that they can attain their goal successfully.
Highlights some UK and EU legislations that help organize the Argos sales department: Every nation has
their own rules and regulation for the different industries as that will help them in guiding in conducting
business effectively. Similarly United Kingdom and European Union have different legislations which help
Argos in organising their sales department. From which some are mentioned below:-
The sales of goods Act: This is developed by United Kingdom Parliament in year 1979 in respect of products
or goods which are sold as well as bought. Through this act respective company sales department able to get
proper blue print according to which they need to conduct their work.
The consumer sales and guarantees directive: It is developed by government bodies of European Union
according in year 1999 and this will help in focusing both legal guarantees as well as commercial guarantees.
According to this seller confirm that delivery of product is effective.
What constitutes the concept of ‘selling through others?’
‘Selling through others’ is generally taking place when customers purchase goods or services
through retailers. Respective concept is based on situation in which suppliers sales its goods and services at
the retail stores. After which retailers offer that offering for sales so that they can attract more and more
customers.
Providing two real examples of sales channels that you think are most important for Argos sales
operations.
Sales channels considered as process of bringing products and services to the market so that it can be
purchased by customers. Sales channels will be direct when a company sell their offering direct to customers
as well as it can be indirect when it can be selling through some intermediary like retailers. The two most
effective sales channels for Argos are:-
Distributor: It refers to an individual who suppliers goods and services to the retailers according to
requirement of marketplace. If Argos adopt this then they need to supply their products to distributors of
different location as that will help in expanding business at different location. Its advantages are it help in
establishing presence at potential marketplace, it rely on expertise, investment is negligible and many more.
Independent retailers: It refers to some person who is totally responsible for their own business activities. In
this retailer own or bought independent store and build business by ground up all needs of store such as
marketing, staffing activities, merchandising, promotional, sales and so on. There are numbers of advantages
which are gain by Argos through independent retailers such as their will limited suppliers barriers, low
economy in nature and so on.
Critically evaluate the implementation of different types of sales structures using specific organisational
examples (e.g. geographic, marketing, product sales).
Geographic sales structure: It is generally implemented at the large multinational companies but it also suit
for some medium companies like food chain. In this company design their sales structure according to
different geographical location. Example- Starbucks.
Market sales structure: In order to implement respective sales structure company need to group their sales
reps according to customers or specific industry. In this separate sales forces is conducted according to
different sector in order to serve customers effectively. Example- Retail store
Product sales structure: It refers to that strategy which is implemented by company when a sales person is
specialize in selling only one portion of company's products. Example Nestle (they are more famous for their
food products but they also offer clothing’s.
Sales structures are organized, and recognized the importance of 'selling through others
Sales structure is considered as design which is adopted by sales team of a company. In respect of this firm
may use different factors such as inside or outside model of sales, approach related to geographic or industrial
territory, product model and many others. Sales structure of a company perform several functions such as
planning, controlling, organising, marketing as well as distributing of products and services.
Benefits of sales structures:
Geographic organization structure: It is also known as territorial sales structure and this is generally be
organized when company conduct specific sales in specific geographical area. Its advantages are:-
• It incurred low cost.
• Less chance of duplication with customers.
Market based structure: This is known as customer sales force structure. This is organised when a company
grouped their targeted audiences by industry or customers. Its advantages are:-
• Through this firm able to build a strong relationship with customers by understanding their need and
requirement.
• In this management control of a firm can be allocate at different markets.
Roles and structure of the Argos sales team
There are numbers of role performed by Argos sales team so that they can attain their desire goal effectively
and successfully, from which some are mentioned below:-
 They provide quality service in order to convert sales as well as customer’s acquisition.
 They also perform major role in retaining existing potential customers for the long run.
 They also perform several activities in order to enhance business by increasing profitability and
market shares.
Structure of Argos sales team
Argos is conducting their business at the retail industry and they are operating at different location
due to which their sales team conduct sales through market sales structure.
Sale Management