Sales Management: Principles, Structures, and Strategies

Sales Management

EXECUTIVE SUMMARY
This report explains the sales management of DHL Company and the different techniques
adopted by the company for enhancing their sales. With this the report covers the sales structures
in various organisational contexts. Also, it explains the concept of selling through others with the
principles of selling applied in the environment of the company. Along with this, there is an
inclusion of the finance of selling which will describe the effective strategies that will earn
highest profits for the company.

Table of Contents
INTRODUCTION...........................................................................................................................4
TASK 1............................................................................................................................................4
Principles of Sales Management..................................................................................................4
TASK 2............................................................................................................................................7
Sales structures and it’s effective implementation in the organisation........................................7
TASK 3............................................................................................................................................9
Importance of Selling through others...........................................................................................9
TASK 4...........................................................................................................................................11
Principles of Selling...................................................................................................................11
TASK 5..........................................................................................................................................13
Importance of sales strategies....................................................................................................13
CONCLUSION..............................................................................................................................16
REFERENCES..............................................................................................................................17
Books and Journals.....................................................................................................................17
.......................................................................................................................................................17

INTRODUCTION
Sales management is the process of managing the core sales activities and coordinating
them effectively with the management. Sales motive is to maintain a constant level of profit and
productivity. Sales management is used in the business activity to generate the effective output in
the form of revenues which will be utilised in the functioning of the other departments of the
company. Sales management act as the backbone of the company which support the activities of
selling by collaborative working with other operational units of the company. This report is based
on DHL international group which is located in UK. The company was founded by Adrian
Dalsey in 1969 and delivers over 1.3 billion parcels across the globe in a year (Ahmad and
Saidalavi, 2018). It is a German courier parcel company which also provide express mail service
to its customers which has divisions in logistics. This report will show the implications of
different principles of sales management across the structure of the company. This report will
also cover the key principles and techniques for successful selling. Furthermore, it covers the
contribution of sales towards the management of customer relationships and enhancing the
revenues of the company. Lastly, it will cover the sales strategies that yield the profitability and
productivity of the company.
TASK 1
Principles of Sales Management.
Sales management is an activity used to attain the organisational goals through effective
selling. This includes the coordination, controlling of resources and workforce towards the
achievement of higher profitability. The organisation has wide range of sales goals which
includes increased sales volume, continuous productivity and profitability (Solinap, Talite and
Haro, 2018). In context with DHL, the company is running an effective sales management
technique that has enhanced their operations across the globe. Sales managements have the
following elements:
Sales planning: Sales planning describes the management goals regarding the future sales and
setting the targets accordingly. DHL Company targets their sales after evaluating the external
environment and customer preference. The company mainly focuses on the customers and their
dynamic demand regarding their services. There are some of the sales management principles in
relation to sales planning which are explained below: