Sales Management | Assignment
12 Pages3805 Words160 Views
Added on 2020-10-22
Sales Management | Assignment
Added on 2020-10-22
ShareRelated Documents
SALES MANAGEMENT
Table of ContentsINTRODUCTION...........................................................................................................................4TASK1.............................................................................................................................................4P1. The key principles of sales management in relation to the importance of sales planning,methods of selling and sales reporting........................................................................................4M1. How principles of sales management will be different in response to consumer andbusiness buying behaviour. ........................................................................................................6TASK2.............................................................................................................................................7P2. Benefits of sales structures and how they are organised. ....................................................7P3. Importance and advantages of the concept of “selling through” others...............................9M2. Critically evaluate the implementation of different types of sales structures. ..................11D1. Comprehensive understanding of sales management, structure and selling techniqueswithin an organisational context...............................................................................................11CONCLUSION..............................................................................................................................11REFRENCE...................................................................................................................................11
INTRODUCTIONSales management is the process of developing a sales force, coordinating operation andimplementing technique of sales which enables the business to systematically hit and excel thesales target. This is the coordination of people and resources to effectively produce the desirablegoals. It is an essential business function due to the sale of products and services which results inprofits driving most commercial business (Ambavale, 2015). Organisation undertaken in thisreport is Marriott which is a hospitality industry and was founded in 1927. This deals inproviding accommodation facilities to its customer in form of hotels and resorts. This report willexplain the important principles of sales management in relation to the importance of salesplanning, methods of selling and sales reporting. This will also evaluate the relative merits oforganising and recognising sales structures and importance of selling through others.TASK1P1. The key principles of sales management in relation to the importance of sales planning,methods of selling and sales reporting.Sales management is concerned with the direction of sales force personnel. It has becomeimportant in the present world. Recent sales management includes various activities or functionsof marketing like advertising, sales promotion, research, physical distribution, pricing andproduct merchandising (Dingus, 2014). For Marriott, to be successful in generating revenue, it isvery important the the company adopts effective sales strategies. Key aspects of sales management Effective sales management requires various aspects to meet the business and salesobjective of the Marriott effectively and efficiently and they are discussed below :Planning : To accomplish the sales objectives of the business, every company is requiredto prepare an effective plan which will be done by sales personnel. The plan must be relatable toextensive market research and the facts will be such that they can be verified at every level. It isevaluated after analysing the effective research in market for a particular type of product andservices (Dobrik and et. al., 2017). The effective planning must ensure flexibility in salesoperations by furnishing specialist product line and enable variations in productions. Apart fromthis, it is very crucial for the sales person to communicate details of the plan with differentdepartments, managers, subordinates, etc. who will be part of this plan.
Coordinating : This process helps in maximum utilisation of human effort by exercisingeffective leadership, guidance, motivation, etc. It does not have any special technique whichrenders coordination among the workforce. Rather sales person or manager will encourage directpersonal contact in the organisation and in addition to this, the company must assure free flow ofinformation which is selective to the objective of business (Fang, 2014). The sales force of theMarriott will also focus on eliminating personal problems by exchanging the ideas anddiscussions with the people working in company. Thus, assures effective coordination in thesales team. Principles of sales managementThere are various principles of sales management in Marriott and they are discussedbelow :Managers make a difference : The entire effectiveness of sales and customer serviceorganisation is directly linked with the effectiveness of planning done by front linesupervisors and managers (Hoff, 2018). In this managers are required to prepare efficientplans which will be useful in providing training to the people such that they will bemotivated and work with full zeal and confidence for the attainment of businessobjectives.Managers lift the entire organisation : If the sales team aims to provide training to theindividuals then this will not only consume lot of time but will result in effective salesmanagement. The sales manager of the Marriott will make plans for providing training tothe entire organisation rather than an individual.Be goal oriented : Sales manager of Marriott will establish goals and objective and willinsist to accomplish them. For this purpose, the sales manager will apply proper plan sothat goals can be established. Effective planning will be useful in recognising peopleabout the goals and targets which are primary purpose of business.Establish a sales management model : Sales person will plan for establishing a salesmanagement model which will be useful in identifying the parts of sales conversionfunnel and important performance indicators (Ivanovic and Mirkovic, 2019). This modelis based on key performance indicators which will preset conversion targets and helps thesales personnel in accomplishing the sales goal. Methods of selling
End of preview
Want to access all the pages? Upload your documents or become a member.
Related Documents
Principles and Techniques for Successful Selling in Hospitality Industrylg...
|11
|3751
|218
Sales Management in Hospitality Industrylg...
|15
|4906
|74
Sales Management: Principles, Structure, and Techniqueslg...
|17
|6097
|58
Sales Management: Principles, Importance, and Strategieslg...
|11
|3621
|62
Sales Management: Principles, Structures, and Techniqueslg...
|18
|6445
|53
Sales Management: Principles, Structures, and Techniqueslg...
|14
|4539
|235