Sales Management: Principles and Techniques for Success

This document provides an introduction to sales management and discusses the key principles and techniques of successful selling. It also evaluates sales structures relevant to the product range and explains how an efficient sales structure can improve financial viability and give a strategic advantage over competitors. The document focuses on the case of Homesweet Homegrown, a company that offers a unique product called Pepper Chili Subscription Box.

Sales Management
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Table of Contents
Introduction......................................................................................................................................3
TASK 1............................................................................................................................................3
Definition of sales management.............................................................................................3
Define essential principles of sales management which focuses on planning as well as selling
and reporting...........................................................................................................................4
TASK 2............................................................................................................................................5
An introduction to product or service.....................................................................................5
Describe key principles & techniques of successful selling...................................................6
Describe the concept of ‘selling through others’ and explain the importance and advantages of
using this sales technique. Use relevant examples to enhance your answer..........................7
Evaluate sales structures relevant to the product range..........................................................7
Explain sales strategies maximising profitability as a critical element of corporate account
management within a defined sales structure.........................................................................7
Evaluate and recommend how an efficient sales structure can improve financial viability, and
assist a strategic advantage over competitors.........................................................................8
A set of conclusions and recommendations feeding through to an executive summary........8
CONCLUSION................................................................................................................................9
REFERENCES..............................................................................................................................10
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Introduction
Sales management refers to a procedure which assists an organisation in developing plans
so that they can formulate sales force, executing sales techniques and tools as well as it will also
assist in maintaining coordination. Generally, it aids a business organisation in maintaining,
increasing sales of goods and services as well as fulfilling the pre define targets and goals (Syam
and Sharma, 2018). Hence, it is essential for both existing business as well as entrepreneurs in
order to have positive and strong sales management. In this report, an innovative and unique
product which is considered to complete the report is Heirloom Pepper Chili Subscription Box
which is a product of Homesweet Homegrown, company. This is a business entity founded by
Robyn Jasko who is an entrepreneur. The present report includes different sections which
includes a sales script as well as information in context to various goods and services. At last,
suggestions will be given to the management team which assist in the development of the overall
business organisation.
TASK 1
Definition of sales management.
Sales Management:
“Sales Management” is define as a discipline which assist a sales manager in order to
implement various sales techniques in addition with the management of trade operations. Apart
from this, it has also been said that it is considered as one of the most essential business
operation which assist an entity in order to increase the end sales by selling various services and
products.
In the current business environment, different type of organisation such as small, medium
as well as large wants to create an effective sales management strategy in order to improve their
sales and profit ratio. It includes various types of strategies, techniques, concepts and techniques.
In this context, Homesweet Homegrown, is chosen as the base company which is a unique start-
up organisation introduced by an entrepreneur Robyn Jasko. Robyn is the founder who launch
Homesweet Homegrown which sells Hot Sauces & DOSE (Hase and Busch, 2018). Rom the past
few decades, it has been identified that she has develop for some domestic as well as
international magazines and websites, composing related to maintainable planting, living & goals
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the most significant manner to go. Also she has make strategic initiate, exchange & allow other
individuals in order to create their personal nutrition as well as for others also.
Product range:
Chosen organisation which is Homesweet Homegrown is generally based on the natural
and organic spices. Robyn Jasko along with her whole team is very much enthusiastic in order to
share Certified Organic Developed Peppers with a unique product which is Pepper Chili
Subscription Box. They have developed around 40 types of peppers (Cuevas, 2018). It has been
said that the Pepper Chili Subscription Box also consider fewest bean stew peppers present on
the earth which is picked directly from the homestead & delivered to the marketplace. At
present, this business venture has almost 140 stores across the world and still growing at the
competitive marketplace.
Define essential principles of sales management which focuses on planning as well as selling and
reporting.
Key principles of sales management:
It has been said that sales management is one of the most essential element for the
business organisation as each and every sales functions are being taken in the sales procedure.
important for business because all the sales activities take place in sales process. In context of
Homesweet Homegrown, staff members and the owner itself adopt sale management procedure
as it assists them in order to manage their sales functions, team as well as operations. Their new
innovation which is Pepper Chili Subscription Box is a product which needs effective sales
management so they can manage each and every function associated with sales. Some of the key
principles are going to be discussed as follows:
 Sales managers develop an effective difference- It is known as one of the most
essential principle of sales management. In this context, sales manager is required as
expert in this filed is needed so they can effectively attain their goals. It has been said that
sales manager encourages sales agents in order to fulfil their task in given duration
(Fornari, 2018). It can effectively be understood with an example Herman Miller, it is a
B2B business entity in which planning of sales as well as other executive managers have
been developed an innovative quality of staff members who are interactive, pleasant and
created in such a unique manner which will assist Herman Miller in order to provide
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positive and healthy working environment. This will assist sales managers in fulfilling all
the needs of the company and can improve sales with the aid of effective tools.
 Training- In the whole procedure of sales management it has been said that training is
one of the most essential element as it help in developing confidence among staff
members and management so they can perform their job role in an effective manner.
Along with this, training will assist in enhancing the skills, capabilities and knowledge of
individuals so they can produce high quality services and products (Thaichon and et. al.,
2018). Therefore, in context of Homesweet Homegrown by executing training &
development session, both new as well as existing staff members can enhance their skills
and knowledge. Hence, for improving the overall sales of the comapn, it is essential for
Homesweet Homegrown to provide training sessions to their staff members so they can
produce high quality products and services.
 Positive environment- Management and marketing are the two broader concepts which
help in increasing the sales of an organisation. In the context of sales management, it has
been said that it is essential for a business organisation to execute positive working
atmosphere so they can enhance the motivation level of staff members. Along with this, it
will aid them in order to retain their potential employees for a longer period of time. In
the present context of Homesweet Homegrown, it is said that the organisation has
optimistic working environment which assist management team in order to create more
profitability as well as sales.
Above mention are some most essential sales management principles which needs to be
focused by the owner of Homesweet Homegrown so they can enhance their sales and overall
development of the company at the competitive marketplace. As a result, such principles
execution aid in attaining goals and objectives of the company at the marketplace in an
effective and attractive manner (Badrinarayanan, Ramachandranand Madhavaram, 2019).
TASK 2
An introduction to product or service.
In the present context of Homesweet Homegrown owner of the company is Robyn Jasko.
Robyn is the founder of this organisation who is a farmer and developed seasonal goods which is
Pepper Chili Subscription Box so they can increase the usage and consumption of natural
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farming. Along with this, they try to attract more and more customers as well as students towards
nature so they can know more about how they can develop high quality goods and services. In
addition to this, the boxes which are given by the company to their customers are come in
various forms such as six months or 1year subscription as well as one time use sample products.
Generally, the company offer different variety of chilli pepper sauces according to the
needs and requirements of customers (Blal, Singal and Templin, 2018). All these pepper sauces
are totally organic and natural which increases the quality of whole material as Homesweet
Homegrown use self-growing food items. In addition to this, if talking about the Pepper Chili
Subscription Box, company sell different range of products so individuals can buy goods and
services according to their requirements.
Describe key principles & techniques of successful selling.
In every organisation, it is important to have effective selling principles as it assists in gaining
success and generation of higher profits. The key principles and techniques are defined
below with relation to company:
Understanding of how to retain customers: One of the key principles of successful selling is
customer retention. It is essential for companies to retain its customers as they are the
biggest supporters and at one point they give business to an organisation. It can be take place
when Homesweet, Home grown can offer rewards, discounts and bonus to customers as it
make them feel valued and important part of an organisation. It will also help company to
raise its sales as well as profitability level.
Social Media outlets: Nowadays, social media plays an important role as it assist entities to
reach maximum number of people and enhance their level of sales in a proper manner. The
main aim is to develop a strong content that promotes brand, impose customers to consume
product as well as services. In relation to Homesweet, Homegrown, its managers can adopt
various media applications such as Facebook, YouTube, Instagram so that they can aware
people about their offerings which impact positively on overall performance of company.
Utilizing Technology: Another key principle of successful selling is gaining an knowledge
regarding when & how to use technology sales method along with technology. Easily access
to customer information is also an essential key of successful selling (Shreffler, Schmidt and
Weiner, 2018). With reference to Homesweet, Homegrown its managers can use innovative
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technology which will assist them to easily run out activities in a proper and smooth manner.
Along with this, it also impact positively on sales as well as revenue level of the company.
Describe the concept of ‘selling through others’ and explain the importance and advantages of
using this sales technique. Use relevant examples to enhance your answer.
Selling through others involves intermediaries such as retailer, suppliers, distributors and
many more. The benefit of adopting this concept by company is it helps in reaching high number
of customers that leads to raise in number of customer base of an organisation
(Dechawatanapaisal, 2018 Kerzner, 2019). It is essential for companies to set a marketing budget
so that activities related to selling can be implemented in a proper manner. In relation to
Homesweet, Homegrown, its mangers should adopt this concept as it will help company to easily
reach customer and increase their sales as well as profit. In addition to this, it also assist
managers of Homesweet, Homegrown to sustain in market for longer time period and achieve
high success in an effective manner.
Evaluate sales structures relevant to the product range.
Sales structure is basically a design of sales team of an organisation in an effective manner.
It is structure in order to implement sales process and involve activities such as business
development, inbound sales, lead generation, calling and many more. In context to Homesweet,
Homegrown its sales structure is divided into three parts that is lead generation team, sales
development representative and account executive as well. The lead generation team is
responsible in building leads, collecting names, contact numbers, emails as well as data of
people. In addition to this, sales development representative who is also known as qualifiers set
meetings with people and build strategies in order to attract more number of customers.
Moreover, Account executive team of Homesweet, Home grown is responsible to close the deal
in an effective manner. It is important for managers of Homesweet,Home grown to maintain
good relation with sales team as they are the asset of company which assist in gaining higher
profits that impact positively on overall performance of an organisation.
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Explain sales strategies maximising profitability as a critical element of corporate account
management within a defined sales structure.
It is important for companies to develop effective sales strategies as it will help in gaining
higher profits and increase overall revenue level of an organisation. The sales strategies are
defined below with relation to Homesweet, Homegrow are as follows:
Maintain customer relation: In order to maximize profits level, it is essential for an
organisation to remain in touch with customers after sales service. It develops a positive word of
mouth by customer to another people which positively impact on sales and profit of a company.
In addition to this, it also make customer feel valued due to which they prefer to use product and
service of particular company that impact on future sales of an organisation (Lau, Zhang and Xu,
2018). In relation to Homesweet, Home grown, it maintain a record of all customers and sent
them mails on continuous basis on different occasions which assist them to remain in touch with
customers that leads to increase in sales of company.
Offer discount on products and services: The another sales strategy is to provide discount
to customers as it attract large number of people prevailing at marketplace that leads to
enhancement in sales as well as profit of company. With reference to Homesweet, Homegrown,
it offer trial packs to customers first to customers so that they can experience product and give
their reviews regarding products provided to them by company. This assists company to make
improvements and raise sales in a positive manner.
Evaluate and recommend how an efficient sales structure can improve financial viability, and
assist a strategic advantage over competitors.
An efficient sales structure allows an organisation to implement activities associated with selling
of product and service in an effective manner. Increase in sales of a company directly leads to
raise in profitability and productivity of an organisation that further leads to enhancement in
market share of an association (Gibson and Parkman, 2018). Along with this, it also assists
company to attain competitive advantage at market place and gain development and growth
opportunities. Moreover, efficient sales structure helps an entity to fight with their competitors
prevailing in market in a best manner that directly leads to attainment of leading position within
the structure. In relation to Homesweet, Homegrown, its sales structure is effective which will
help in raising sales and profit of company.
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A set of conclusions and recommendations feeding through to an executive summary.
Conclusion: It is concluded that Homesweet Homegrown can easily improve their overall
sales of Pepper Chili Subscription Box, with the help of developing positive relationship with
their customers and by selling goods through unique selling techniques. Along with this, they can
sell their products by other with the help of effective selling approaches (Letizia, Pourakbar and
Harrison, 2018). Furthermore, it is also very essential for the business organisation to create
price and value to the goods and services so they can attract large number of customers towards
their business entity.ir customers.
Recommendations: It has been suggested to the managers and owner of Homesweet
Homegrown that they need to develop new promotional strategies in order to effectively sell
their new innovation which is Pepper Chili Subscription Box. This will aid them in influencing
large number of individuals towards their business organisation. Apart from this, developing
positive relationship with customers also help them in expanding their business functions at the
competitive marketplace.
CONCLUSION
As per the above mentioned discussion, it has been concluded that sales management
plays very essential role in an organisation as it assists in enhancing the overall sales of the
company. By using different principles and techniques of sales management, positive working
atmosphere can be developed by the management team so high quality goods and services will
be produced. Along with this, by using an effective sales structure, whole sales and profitability
of the organisation can be examined in an appropriate way which creates positive response. Also
it is very necessary for the managers to create customer relationship so they can retain them for a
longer period of time.
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REFERENCES
Books and Journals
Syam, N. and Sharma, A., 2018. Waiting for a sales renaissance in the fourth industrial
revolution: Machine learning and artificial intelligence in sales research and
practice. Industrial Marketing Management, 69, pp.135-146.
Hase, S. and Busch, C., 2018. Sales management. In The Quintessence of Sales (pp. 77-122).
Springer, Cham.
Cuevas, J. M., 2018. The transformation of professional selling: Implications for leading the
modern sales organization. Industrial Marketing Management, 69, pp.198-208.
Fornari, D., 2018. Trade marketing & sales management. EGEA spa.
Thaichon, P., and et. al., 2018. Hybrid sales structures in the age of e-commerce. Journal of
Personal Selling & Sales Management, 38(3), pp.277-302.
Badrinarayanan, V., Ramachandran, I. and Madhavaram, S., 2019. Resource orchestration and
dynamic managerial capabilities: focusing on sales managers as effective resource
orchestrators. Journal of Personal Selling & Sales Management, 39(1), pp.23-41.
Blal, I., Singal, M. and Templin, J., 2018. Airbnb’s effect on hotel sales growth. International
Journal of Hospitality Management, 73, pp.85-92.
Shreffler, M. B., Schmidt, S. H. and Weiner, J., 2018. Sales training in career preparation: An
examination of sales curricula in sport management education. Sport management
education journal, 12(1), pp.15-25.
Dechawatanapaisal, D., 2018. Employee retention: the effects of internal branding and brand
attitudes in sales organizations. Personnel Review.
Kerzner, H., 2019. Using the project management maturity model: strategic planning for project
management. John Wiley & Sons.
Lau, R. Y.K., Zhang, W. and Xu, W., 2018. Parallel aspect‐oriented sentiment analysis for sales
forecasting with big data. Production and Operations Management, 27(10), pp.1775-
1794.
Gibson, P. and Parkman, R., 2018. Cruise operations management: hospitality perspectives.
Routledge.
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Letizia, P., Pourakbar, M. and Harrison, T., 2018. The impact of consumer returns on the
multichannel sales strategies of manufacturers. Production and Operations
Management, 27(2), pp.323-349.
Bellurkar, N. J., 2018. Automation of Sales Management Reporting.
Matsuo, M., 2018. Sales management: Learning and innovation in Japan. Journal of Marketing
Channels, 25(4), pp.241-244.
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