Sales Management: Principles, Benefits, and Techniques

SALES MANAGEMENT

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................3
MAIN BODY...................................................................................................................................3
P1. Principles of sales management.............................................................................................3
P2. Benefits of sales structures....................................................................................................5
P3. Importance and advantages of selling products through others.............................................7
P4. Key principles and techniques for successful selling and its critical evaluation with regard
to UPS..........................................................................................................................................9
P5. Importance of developing sales strategies...........................................................................11
Core finance principles which lead to increase profitability.....................................................12
Advantages and disadvantages of sales structure followed by UPS..........................................13
CONCLUSION..............................................................................................................................14
REFERENCES..............................................................................................................................15

INTRODUCTION
Sales management is a process of developing a gross revenue unit, subordinating the
sales dealings and implementation of sales tools and techniques to achieve the long term and
short term goals and objectives of the business, or we can say that consistently striking the sales
targets and even exceed the prescribed targets. Sales management strategy is a necessary element
to bring revenue in the business. With the help of proper knowledge of marketing and selling, the
managers can attain sales targets of the company because ultimately, the target of any business is
to achieve profits (Pyanikova, 2018).
United parcel service is an American multinational parcel delivery and supply chain
management company (Paesbrugghe, 2018). Company has offered a variety of services to its
customers from shipping to logistics.
This report will demonstrate the understanding of key principles of sales management in
relation to its importance of sales planning, methods of selling and their buying behaviour with
respect to consumers. The sales structure the company have following and its benefits will also
explained in this study. In addition to above mentioned points, this report will also highlight the
importance of “selling through” concept, principles and techniques of successful selling and
importance of developing sales strategies which lead towards the highest profitability (Cuevas,
2018).
MAIN BODY
P1. Principles of sales management
Sales management is a methods in which involves development of sales force,
implementation of techniques for sales and coordinating in the operation of sales which allows a
particular business enhance its sales and improve it as well. The sales management have three
major aspects strategy, analysis and operation. In the operation work manager generally makes
the team as sales team is very vital in any organization than in strategy of sales defining the sales
process in last sales analysis is to make a detailed report of sales. Therefore, the key principles of
sales management of UPS in relation to importance of planning, methods of sell and reporting in
sales.
Manage peoples on individual basis : the sales manager of UPS company tries to manage
peoples individually on the basis their skills and knowledge in the field of sales. For a good sales

management it might important to manage all the employee's separately. If the manager will
guide the peoples on individual than they will helpful in planning for sales in the international
market for United Parcel service. Manager of UPS has followed the principle of manage the
people which has contributed in planning the sales strategies, method of selling used in order to
achieve the end goals. Thus, it has enhanced the method in which the company is selling its
products. As the individual is well-trained and having a good skill than it will also help in
reporting process of selling.
Lead peoples with example : As the employees of UPS organization depends on manager and
leaders to present a good example. The manager of United Parcel Service try to set an example
for its employee's so that they can do with more effectiveness. The manager should have all the
necessary knowledge and follow the policies and procedure of UPS. Manager work in discipline
to set a favourable example in front of other so that they get inspire and lead to enhance the
selling process.
Consistency : This principle of selling management show the manager of UPS continuous
following all the process from planning to controlling on regular basis and communicate the
information to its employee's so that they get aware for the same. It doesn't mean that it is that it
is an inflexible process as little of flexibility is important in the sells process. With the help of
consistency the manager can modify its planning for sells and achieve the targeted peoples in the
market. Consistency will help the manager at every stage in sells and in any activities of United
Parcel service.
Goal oriented : As in the UPS company sales manager should have its goal to reach and make
required afford to range their. The group goal of sales team in United parcel service also
dedicated to reach the goal. The manager motivate its employee's to enhance their individual
performance so that the sales of UPS increase and achieve the organization goal of company.
Goal orientation will help to plan for the companies sales target.
Be direct or to the point : The manager of united parcel service should totally dedicate towards
the end goal so for that they provide required training and coaching to its employee's who are
lacking behind in the team. The training are organized to show the current position of employee's
and where they are standing in the organization. The directness of manager in its work will lead
the employee's. With the help of this manager will communicate all the required information to