Understanding Principles of Sales Management at Argos

Sale
Management
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Contents
INTRODUCTION ..........................................................................................................................3
TASK 1 ...........................................................................................................................................3
Demonstrate an understanding of the principles of sales management.......................................3
TASK 2 ...........................................................................................................................................9
Covered in leaflet.........................................................................................................................9
TASK 3 ...........................................................................................................................................9
Covered in PPT ...........................................................................................................................9
TASK 4 ...........................................................................................................................................9
Demonstrate an understanding of the finance of selling..............................................................9
CONCLUSION .............................................................................................................................11
REFRENCES.................................................................................................................................13
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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. It is one the essential business practice which help an organisational to gain high
profitability ratio and market shares (Ahmad and Butt, 2012). Moreover it also determined as
procedure of different practices such as development of sales force, coordinating operational
sales as well as implementing new sales techniques. Through this an organisational able to attain
their sales target as well as increase their profit ratio successfully. Nature of sales management
will include several aspects such as goal oriented, pervasive function, relationship selling,
continuous procedure and many more. Moreover, there are number of advantages gain by an
organization by adopting sales management such as they able to conduct proper planning as well
as it will also help in allocating employees resource effectively. On the other it have some
limitations related to sales direction and discounting scheme.
Organization selected for this report is Argos which is limited Types Company operating in
retail industry. It is founded by Richard Tompkins at 13th November 1972. Its head office is
located at Milton Keynes, Buckinghamshire, England, United Kingdom as well as they are
operating at United Kingdom and Republic of Ireland. The parent company of respective firm is
Sainsbury. Respective company offer wide range of consumer goods according to need, demand
and preference of customers. There are numbers of sub brands of Argos such as Cook works, Pro
Fitness, Grosvenor, Aquarius, Steam works, Opticom, Branstalk, Coolworks and many more.
Topics which are included in this report understand of different principles of sales management,
relative merits through which sales structures are organized and importance of selling through
others. Along with this, it will also include application of principles related to successful selling
as well as report will also develop understanding of finance of selling.
TASK 1
Demonstrate an understanding of the principles of sales management
Definitions of Sales management
Sales management is considered as procedure which include numbers of activities such as
building a sales forces, conduct coordination of sales operations as well as implementation of
sales techniques (Sales Management Definition, Process, Strategies and Resources, 2020).
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Through that technique a company able to conduct their business effectively which leads to
consistently hit as well as achieving sales target successfully.
Principles of Sales management
There are several key principles of sales management which help a company in
conducting their business operations and functions in effective manner. Some principles are
given below:-
 Manage people individually: According to this company need to manage or attain every
individual separately because through that they able to understand their demand need and
requirement which help in decision making process (Principles of Sales Management,
Part 1, 2019).
 Lead through examples: An individual attract through positive nature and environment
so it is necessary for firm management to motivate employees as well as attract customers
through proving positive examples.
 Follow golden rules of sales management: According to golden rule it is essential for
company to treat other as they want to be treated because that will help in developing
effective relationship with customers, employees and other related people (Bimpikis,
Crapis and Tahbaz-Salehi, 2019).
 Always be goal oriented: It is one of the main principle of Sales management according
to which company need to be goal oriented always because that will help them in
conducting their work in effective and successful manner.
Scope of sales management at Argos
There are numbers of scope of sales management which a company implement it at their
workplace, from which some major scope in respect of Argos are given below:-
 Sales forecasting and planning: Through sales management activities respective
company able to determine future sales which help them in conducting planning
accordingly.
 Sales Budgeting: It will help Argos management in developing budget by estimating
expenses incurred in sales practices (Sales Management, 2020).
 Selling and reporting: Through sales management respective company able to develop
proper report related to selling which help them in developing proper decision.
Key aspects of sales management at Argos
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