Sales Management: Principles and Techniques for Successful Selling

This presentation focuses on sales management principles and techniques for successful selling. It covers topics such as selling and pitching Argos products, key principles and techniques for building customer relationships, conducting a successful sales pitch, the benefits of cold, hot, and warm calling, suggestions for introducing innovative sales techniques, and improving customer relationships. The presentation concludes with the importance of developing strategies for effective customer relationships and references for further reading.

Sale
Management

Table of Content
• Introduction
• Sell and pitch
• Key principles and techniques
• Sales pitch
• Cold calling and warm calling
• Suggestion
• Customer relationship
• Conclusion
• References

Introduction
Sales management is considered as concept of discipline that is related to business by
adopting which an organization able to implement several types of sales management practices
or techniques for conducting sales operation effectively. Organization selected for this
presentation is Argos which is operating their business in retail industry. Topics included in
this presentation are related to analysis as well as application of different principles for
conducting successful selling at potential marketplace.

Sell and pitch
How to properly sell and pitch Argos products in the Holborn store
In order to sell and pitch products of Argos in the Holborn store, management may adopt
numbers of ways, from which some are mentioned below:-
• Maintain Quality enhancement: It is one of the basic and main ways through which
company can sell and pitch Argos products at Holborn store because customers get
attracted through quality products and services.
• Understanding Market requirement: It is essential for a company’s employees to
understand need, demand, requirement and preference of customers in order to sell as
well as pitch products in successful manner.

Key principles and techniques
Key principles and techniques for successful selling and how they contribute to building
and managing customer relationships.
For Argos it is essential to follow several principles of effective selling as that will
help in developing and maintaining customer’s relationship in proper manner, from that
principles some are mentioned below:-
• Selling is about relationships
• Selling is not about company offering, but customer’s problem
• Price and value go hand in hand

Sales pitch
How to conduct a successful sales pitch to customers in Argos store
There are several ways which can be adopted by a company in order to conduct
effective sales pitch in front of customers. From which some are mentioned below
which can be adopted by Argos for the same:-
• While conducting sales pitch it is essential that sales person understand need and
requirement of customers as that will help them in convincing them successfully.
• During performing sales pitch it is necessary to understand customer economical
condition because that will help sales person in showing products accordingly.

Cold calling and warm calling
Discuss the benefits of cold, hot and warm calling
In marketing calling refers to pitching process to customers. There are several types of calling that
are conducted by sales person in whole day in order to convince customers so that they can
purchase products and services. Some types of calling which are performed in Argos are given
below along with their benefits:-
Cold Calling
• By adopting this respective company able to develop direct connection with customers without
waiting for them they will open mail.
• Through the implementation of this type of calling company able to understand potential
customer’s requirement, preference and need effectively. That will help sales person to sale
products accordingly.
Warm and hot Calling • By implementing warm and close calling respective company sale person get confidence for
closing deal effectively. This is so because they already have contact of customers which also
save their time and energy.
• This type of calling is informal in nature which helps respective organization in developing
effective relationship with customers and retaining them for lifetime.

Suggestions
Suggestions to Argos CEO to introduce some innovative and recent sales technique
By understanding all situation, there are few suggestions for the CEO of Argos which help
them in introducing innovation as well as recent sales techniques at their workplace:-
• Create own holiday
• Market more with innovation
• Design Store for sales

Customer relationship
Discuss two new suggestion on how Argos can improve customer relationships.
In today’s time it is essential for companies to develop proper customers relationship as that
will help in boosting business. In respect of Argos they can also adopt two main methods
through which they can improve their customer’s relationship, which are mentioned below:-
• For respective store it is essential to understand need, demand, expectation and preferences of
customers as that will help them in designing products according. That will also help them
in enhancing customers experience by satisfying their requirement in successful manner.

Conclusion
By conducting above analysis it can be summaries that for every company it is essential to
develop strategies for effective customer’s relationship. This is so because that will help
company in gaining competitive advantage at the marketplace as well as it will also boost
the business by increasing sales and profitability.

References
• Jaskari, H. and Jaskari, M. M., 2016. Critical success factors in teaching strategic sales
management: Evidence from client-based classroom and web-based formats. Marketing
Education Review. 26(3). pp.171-185.
• Johnson, J. S., 2015. Broadening the application of mixed methods in sales
research. Journal of Personal Selling & Sales Management. 35(4). pp.334-345.
• Cuevas, J. M., 2018. The transformation of professional selling: Implications for leading
the modern sales organization. Industrial Marketing Management. 69. pp.198-208.

Thank You