Sales Management: Principles, Structures, and Selling Through Others

SALES MANAGEMENT

Table of Contents
INTRODUCTION...........................................................................................................................1
MAIN BODY...................................................................................................................................1
P1 key principles of sales management .................................................................................1
lP2 Benefits of sales structures and how they are organized using specific organizational
examples.................................................................................................................................4
lP3 Importance and the advantages of the concept of ‘selling through' others......................5
lP4 key principles and techniques for successful selling .....................................................6
lP5 Importance of developing sales strategies ......................................................................8
CONCLUSION................................................................................................................................9
REFERENCES..............................................................................................................................10

·INTRODUCTION
Sales management is the process of developing a sales force, coordinating sales
operations, and implementing sales techniques that allow a business to consistently hit, and even
surpass, its sales targets. 3 UK is a British telecommunications and internet service provider
operating as a subsidiary of CK Hutchison Holdings. This report is based on the scenario of 3
UK company, working as a sales manager the director of the company has asked to make a
report on the important area which is mention below1.
This report highlights the principle of the sales management in the organization. After
that the report goes on to explain the importance and advantage of the sales structure and the
way through which sales structure can be applied in the organization. After that the report
highlight the advantages of the concept of ‘selling through' others. After that the report goes on
to explain the Principle and Technique of selling the product of the company in the market. In
the end the report highlights the importance of selling strategy which help in improving the
productivity and incorporating the accounts in sales structure.
·MAIN BODY
·P1 key principles of sales management
There are in total 16 principle of sales management which looks at every aspect related to
the sales in the organization whether sales planning, method of selling and sale reporting. !6
principle of sales management are as follow:
Manage your people: Manager in the organization has to make sure that they used to
give proper appreciation to all the employee in the group environment. Also, manager has to
make sure that manager is criticizing employee at the time of the training and providing
coaching on the basis one on one.
Lead by example: It is the another principle in which the sales manager in the
organization has to make sure that he guides all the sales person in the organization. It will help
the Three UK in bring a sort of the respect in workplace2. This will also improve the decision-
making related to sales.
1 3 UK overview. 2019 [ONLINE]. Available through <http://www.three.co.uk/>.
2 Ingram, T. N. And et.al., 2015. Sales management: Analysis and decision making.
Routledge.
1

Instill discipline in organization: Three UK has to make sure that they bring the quality
of the discipline in the organization it will generally help the organization in structuring all sort
of the sales function in the organization. On the basis of the principle of discipline sales plan can
be made in the organization.
Follow rule of sales management: Three UK has to make sure that they are treating the
consumer in a way they desire to be treated. Employee of Three UK has to make sure that they
treat all the consumer with the respect they used to desire.
Manage on objective information: Manager has to make sure that they used to take all
the sales decision in the organization on the basis of the objective information rather then their
opinion. As it may happen that the opinion of manager is not accepted by all the employee.
Using objective information will also help the company in bringing a sort of the trust and respect
in the organization.
Be goal oriented: Three UK sales manager has to make sure that all the sales person in
the organization used to perform their activity with keeping the goal in their mind. Sales
manager of Three UK has to make sure that they establish goal and try to insist other salesperson
to achieve the same. Organization has to make sure that all the sales strategy are developed on
basis of this goal. This will eventually help the sales manager at the time of sales planning in the
organization as it will pass on the
Get on floor: Sales manger in Three UK has to make sure that they are on the floor and
listening to the salesperson presentation and suggestion. This suggestion can be used by the
company at the time of making sales plan3.
Direct and on to the point: Sales manager or the sales department head at Three UK has
to make sure that When giving your salespeople coaching or training, it’s essential to be
straightforward.
Catch them doing something right: It is very important for Three UK management to
provide the feedback to all the salespeople in the organization as the biggest reason behind
salesperson leaving the job is that they feel unsuccessful. Positive feedback is 10 time effective
as compare to negative feedback.
3 Malek, S. L., Sarin, S. and Jaworski, B. J., 2018. Sales management control systems:
review, synthesis, and directions for future exploration. Journal of Personal Selling & Sales
Management. 38(1). pp.30-55.
2