Principles of Sales Management and Benefits of Sales Structure

Sales management

INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
The principles of sales management...........................................................................................3
TASK 2............................................................................................................................................6
Benefits of sales structure ..........................................................................................................6
TASK 3............................................................................................................................................9
Principle of successful selling turning customer information into knowledge...........................9
TASK 4..........................................................................................................................................14
An understanding of the finance of selling...............................................................................14
CONCLUSION..............................................................................................................................15
REFERENCES..............................................................................................................................16

INTRODUCTION
Sales management is the discipline of the business which concentrate on the sales
techniques of an organisations operation of sales. The chosen company for this study is Argos
Ltd. It is the British catalogue retailer operates in UK and Ireland. It sales consumer goods
through physical and online shops. This report will cover the principles of sales management
which includes the importance of sales planning, different modes of selling importance of
building relationship with customers. This will also highlight the importance of selling through
others and choose & analyse the best technique for selling successfully. Consumer ethics and
ethics of behaviour of sales person play an important role in sales management. There is an
importance of implementing and developing sales strategies as it helps the company in
increasing profitability within its structure of the sales (Agnihotri and et.al., 2016).
This presentation will show about the importance of successful selling and different types
of sales lead. Hot, warm and cold sales lead show salesman about the behaviour of customers
regarding purchasing. Ethical sales behaviours also play an important role in selling products
successfully.
TASK 1
The principles of sales management
Sales management is the process of measuring each employee's ability to support in sales
process and to do the actual selling to customers. This process and strategy includes to provide
sales support, training and setting goals etc. Sales manager of Argos play various roles and have
some principles like to manage workforce individually, respect every individual and be goal
oriented.
Manage workforce individually: Sales manager of Argos, mange its employees
individually by providing them training. For motivating them they also provide benefits like
praise in a group and encourage them to do work effectively. This principle help sales manager
help Argos in increasing their sales as employees becomes more confident about their work.
They provide the best services to their employees.
Respect every individual: Sales manager of Argos not only provide training to their
employees but also respect them. It helps them in decreasing labour turnover. Each and every

employees are being treated equally which boosted their morale. With the help of this Argos can
maintain their position in the market.
Be goal oriented: The main purpose of Argos is to achieve their goals by satisfying their
employees and potential customers. For achieving long term goals this company sets various
short term sales target that make them able to achieve their long term goals. So the company
formulate various plans for achieving sales target (Fernie, Fernie and Moore, 2015).
Different tasks of sales person
There are various tasks which are being played by the sales person at Argos. Some tasks
are as follows:
Prospecting: Prospecting cam be defined as the process of searching and calling upon
potential customers. Sales manager of Argos keep maintaining and interacting with its existing
customers rather than searching out new customers. The main aim of prospecting is to satisfy
their old and existing customers because when the company focuses on its new customers then
existing customers feel ignored. So it tries to fulfil their all the needs.
Providing customer services: Sales person meet various people or customers so they get
the idea of processes that their competitors use to solve customers problems. By analysing all the
processes and equipments they provide the better suggestions to their customers regarding sales.
Sales person not only help in selling products to customers but also it provides after sales
services like maintenance, installation etc.
Relationship management: Customers feel happy when sales manager supply them the
best products but the relationship between customers and customers can be maintained and
developed when the sales team demonstrate solve their all the problems and its usefulness on
small matters at frequent intervals (Ross, 2017).
Make strategies: It is the most important task of sales manager is to make strategies of
measuring sales performance metrics. By making the best strategies, it can identify its current
situation in the market. Sales funnel is also play a vital role ion retail industries because it
increases the overall business potential energy. It also measures sales funnel metrics for
increasing the number of potential customers.
Modes of selling
There are different modes of selling products such as business to business and business to
customers. These modes have impact upon seller roles and buyer.