Sales Management Report for United Parcel Service

Running head: SALES MANAGEMENT
Sales Management
Name of the Student
Name of the University
Author Note

SALES MANAGEMENT1
Table of Contents
Introduction......................................................................................................................................2
1. Company Overview – United Parcel Service...........................................................................2
1. Understanding how the Principles of Sales Management can be applied to United Parcel
Service.............................................................................................................................................3
2. Sales Process and Sales Structure of UPS................................................................................6
3. Devising a Sales Strategy for UPS.........................................................................................12
4. Recommendations..................................................................................................................13
Conclusion.....................................................................................................................................15
References......................................................................................................................................17

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Introduction
Sales management refers to the process by which a sales force is developed, sales
operations are coordinated and sales techniques are implemented. Sales management is
something that every business needs to engage in, if it wants to hit its business target in a
consistent fashion and if it wants to surpass its sales target in each and every business quarter
(Ingram et al. 2015). This assignment will prepare a sales management report for United Parcel
Service, which is an internationally renowned packaging service that is headquartered in the
USA and which runs operations in each and every part of the globe. Based on the scenario
provided, the report will be written from the perspective of a sales manager of UP and will
discuss the key principles of sales management, the sales structure of UPS, how the company
engages in customer relationship management and will also outline a good sales strategy for the
company to implement. The report will conclude by providing a list of recommendations on how
the company can bring about an improvement in the way by which it runs its sales operations
and this will be done after evaluating the customer portfolio of the company.
1. Company Overview – United Parcel Service
United Parcel Service is a multinational supply chain management and package delivery
company which runs operations from the USA. It runs a number of cargo airline and drone
airline delivery operations in order to ensure that its packaging and delivery services are
executed with finesse not just in the USA but in other parts of the world as well. United Parcel
Service has made a name for itself over the years because of the professionalism that it accords
to its delivery services. Packages are delivered in a timely manner as are other types of supplies,

SALES MANAGEMENT3
with customers finding little or no reason to complain about the way by which services are
rendered by the company. Of course the company has quite a few competitors and rivals
worldwide such as Fed Ex and United States Postal Service but the efficiency that United Parcel
Service is seen to accord to its delivery service makes it stand out amongst its competitors both
in the USA as well as in other parts of the world, with its main competitors at the international
level being Deutsche Post and DHL.
The following sections will discuss in detail, how the sales services of United Parcel Service can
be improved upon.
1. Understanding how the Principles of Sales Management can be applied
to United Parcel Service
One of the most important or key principles of sales management is that selling a product
demands entering into positive and long term relationships with customers. When a product is
sold, an effort needs to be made on the part of the seller to create a positive impression about
both the product and the seller before the customer. By doing so, the seller is going to do a
successful job of influencing the customer to make a purchase from the seller again in the future,
and which is something that the customer is likely to do again if the product turns out to be of a
superior quality (Malek et al. 2018). Customer relationships always have to be maintained by
businesses if they wish to create a client base that is extensive and which is likely to remain
extensive for a long time to come. Customers need to know that they are getting value for the
money that they pay for the goods and services that they buy and sellers who maintain strong,
positive and long term relationships with their customers are always able to at least meet their
sales targets in every business quarter if not overshoot this sales target. Another important