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Sales Management Assignment - Marks and Spencer
16 Pages4994 Words454 Views
Added on 2020-12-09
Sales Management Assignment - Marks and Spencer
Added on 2020-12-09
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SALES MANAGEMENT
TABLE OF CONTENTSINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................1P1. Key principles of sales management in relation to the importance of sales planning andmethods of selling.......................................................................................................................1M1. The way principles of sales management will be different response to consumer andbusiness.......................................................................................................................................2TASK 2............................................................................................................................................3P2 Benefits of sales structures and how it organised with using specific organisationalexample.......................................................................................................................................3P3 Importance and advantages of the selling through others......................................................4M2 Evaluate the implementation of different types of sales structures......................................5TASK 3............................................................................................................................................5P4 Key principles and techniques for successful selling and how it contributes .......................5M3 Critically analysis application of successful selling principles and techniques ..................7D1 Critical evaluation based on comprehensive understanding of sales management, structureand selling...................................................................................................................................7TASK 4............................................................................................................................................7P5 Importance of developing sales strategies with increasing highest profitability andincorporating account management............................................................................................7M4 Core finance principles and successful portfolio management to lead to increaseprofitability and competitive edge..............................................................................................8D2 Recommendation ..................................................................................................................8CONCLUSION................................................................................................................................8REFERENCES..............................................................................................................................10
INTRODUCTIONSales management is an important element that assists to develop desired results at theworkplace. It includes several activities and tasks that help to fulfil customer’s requirements andsupport the whole team. With the help of setting right prices, distribution, continuous workingwith marketing increases selling efforts (Gallino, Moreno and Stamatopoulos, 2016). In thiscontext, present report is based on Marks and Spencer which is one of the famous retail sectorbusinesses of UK. They create marketing activities and plan to promote the desired results inenterprise. For gaining insight information of present report, it can be stated that it covers the keyprinciples of sales management in relation with importance. Furthermore, it includes benefits ofsales structure with organisational examples. Along with this, it consists of tools and techniquesfor successful selling which contributes to build and manage the customer relationship. TASK 1P1. Key principles of sales management in relation to the importance of sales planning andmethods of sellingDefinition of sales managementSales management is the business discipline that is focused on practical applicationregarding sales techniques in management of firm’s operations. In other words, it helps Marksand Spencer to make success and precise sales management process. It also allows to stay withcompetitive marketplace (Ayers and Odegaard, 2017). There are mainly three aspects of grosssales management such as sales operations, sales strategy and gross revenue analysis. Followingare certain key principles of sales management:Key principles of sales management and interrelationship with importance of sales planningManaging people individually: In order to work successfully as sales manager, it can bestated that all people must be managed in particular group. It considers appropriate topraise in group environment. In Marks and Spencer training, constructive criticism,disciplinary actions and provide useful framework create positive outcomes (Ramos,Santos and Rebelo, 2015).Leading with example: With the help of positive work and example, it can be stated thatmanagers must consider their operations with keeping staff members in mind. Policiesand procedure must be carry out according to the standards of the enterprise. Successful1
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