Sales Management: Principles and Techniques for Success

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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