Sales Management: Principles, Structure, and Importance

Sale Management

Table of Contents
INTRODUCTION...........................................................................................................................4
MAIN BODY..................................................................................................................................4
TASK 1............................................................................................................................................4
Understanding sales managements principles.................................................................................4
Definitions and principles of Sales management.........................................................................4
Scope and key aspects of sales management at Argos................................................................5
Sales person’s task at Argos to deal with customers...................................................................6
Different roles involved members of the sales department at Argos...........................................6
Stages of the Consumer Buying Behaviour Process....................................................................6
Examples and differences in B2C as opposed to B2B sales process...........................................7
Examples and benefits of technologies........................................................................................7
Two real examples of sales incentives or sales promotions on the Argos website.....................8
TASK 2............................................................................................................................................8
Merits of Sales structure and importance of selling through others................................................8
Sales structure..............................................................................................................................8
Benefits of sales structures..........................................................................................................8
Roles and structure of the Argos sales team................................................................................8
Ethical behaviour expected from a sales manager.......................................................................9
UK and EU legislations...............................................................................................................9
Concept of selling through others..............................................................................................10
Two real examples of sales channels those are important for Argos sales operations..............10
Critically evaluation of the implementation of different types of sales structures....................11
TASK 3..........................................................................................................................................11
Principles of successful selling in Power Point presentation.........................................................11
TASK 4..........................................................................................................................................11
Understanding of the finance of selling.........................................................................................11
The sales cycle...........................................................................................................................11
Industry specific sales cycle management.................................................................................12
Overall performance management.............................................................................................12

Recommendations......................................................................................................................13
CONCLUSION..............................................................................................................................13
REFERNCES:................................................................................................................................15
Books and Journals:...................................................................................................................15

INTRODUCTION
In today's business environment, every organisation wants to increase their sales to attain
their aims and objectives. Some organisation has an objective to increase sales and some of them
have to earn profits (Sotnyk and et. al., 2018). But ultimately it can be done only when
organisation can increase the sales activities. It is the main reason for companies to focus on
sales management as it accomplishes their goals and objectives. A company can manage their
sales by an effective way in order to improve sales methods. It can be done with the help of
different sales structures and types. In this context Argos in undertaken to understand the concept
of sales structure and management. Argos is the catalogue retailer of UK that has acquired by
Sainsbury. Company has both stores online as well as offline that means physical stores. This
report shows the importance of sales structure, responsibility of sales manager, principles of
successful selling, etc.
MAIN BODY
TASK 1
Understanding sales managements principles
Definitions and principles of Sales management
Sales management is the activity of management that always make sure that all things
related to selling a goods and services in the organisation (Foroudi and et. al., 2017). Sales
management is necessary for Argos as it is the process in which a sales team developing and
coordinating all sales operations with implementation of sales techniques. If organisation wants
to earn revenues, than they have to manage strategy of sales. It is not just related to selling a
product but also functions such as hiring, training and development program, and motivating
their sales personnel. It also focuses on coordination between operations of sales department with
the implementation of sales strategy which generate business revenues.
Principles of sales management
There are mainly four principles of sales management mentioned below:
 Understand: First and foremost principle is very important for the sales manager that
they should understand their products so that they can translate their product into
customer satisfaction. The sales manager of Argos understands the company and their