Sales Management: Key Principles, Benefits of Sales Structures, and Successful Selling Techniques

Sales Management

Table of Contents
INTRODUCTION ..........................................................................................................................1
MAIN BODY...................................................................................................................................1
P1 Explain the key principles of sales management in relation to the importance of sales
planning, methods of selling and sale reporting.....................................................................1
M1 Evaluate how principles of sales management will be different in response to consumer
and business buying behaviour...............................................................................................3
P2 Evaluate the benefits of sales structures and how they are organised using specific
organisational examples.........................................................................................................4
P3 Explain the importance and the advantages of the concept of ‘selling through’ others....5
M2 Critically evaluate the implementation of different types of sales structures using specific
organisational examples (e.g. geographic, marketing, product sales)....................................6
P4 Analyse the key principles and techniques for successful selling and how they contribute
to building and managing customer relationships in application to specific organisational
examples.................................................................................................................................7
M3 Critically analyse the application of successful selling principles and techniques in
application to specific organisational examples.....................................................................8
P5 Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management with in structures...........................................................9
M4 Evaluate how core finance principles and successful portfolio management can lead to
increased profitability and a competitive edge.....................................................................10
D1 Produce a coherent, fully justified critical evaluation based upon a comprehensive
understanding of sales management, structure and selling techniques within an organisational
context..................................................................................................................................11
D2 Critically Evaluate and make recommendations on how sales structure and approaches
could improve financial viability. ........................................................................................12
CONCLUSION..............................................................................................................................13
REFERENCES .............................................................................................................................14

INTRODUCTION
Sales is basically defined as the transactions which takes place in between the two
consecutive parties when it comes to selling and buying of services and goods in exchange of the
money or related considerations. In relation to sales management, it is basically the process in
which the development of effective sales and coordination eventually takes place. The activities
related to sales management generally comprises of advertising, pricing, marketing, product
merchandising, distribution and much more. The organization chosen for this report is Ford
Motor Company which is basically a multinational auto maker which was founded by Henry
Ford established in the year 1903. The organization is engaged in process of providing
Commercial vehicles, Automotive Parts, Pickup trucks, SUVs, Luxury Vehicles etc. The current
report basically involves the key principles of sales management which is related to planning,
reporting and also other selling methods associated with it. Moreover, the report involves the
advantages of sales structure along with formative and importance benefit of selling through
others.
MAIN BODY
P1 Explain the key principles of sales management in relation to the importance of sales
planning, methods of selling and sale reporting
Sales Management basically involves the control of resources or people and is the
coordination in the company to efficiently and effectively attaining the desired objective. The
major reason behind sales management of the company is to boost revenues and improve the
sales through increasing in their profits. In reference to Organization, Ford is considered to be
one of the biggest car selling company in the globe which has a effective and efficient sales
management in their operations. In context to Planning Process, it can be basically defined as the
method of sales management process. In reference to marketing plan and successful sales, both
of them could help in increasing the sales as well. It is considered to be the major responsibility
of the sales manager to develop more effective plan for the company (Groza, Zmich and Rajabi,
2021).
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It helps the organization in managing their revenues and sales. In addition to that, there are
various development and training sessions which Ford uses in order to offer to their employees
so that their knowledge and skills. The main objective of the company comprises of contribution
to profits, increased sales volume and continuous growth. In reference to sales management, it
basically comprises of important elements such as :
For a Ford Manager, it is very important for the company to follow few principles of sales
management as mentioned below
Sales Planning: It basically means setting the strategies, overall sales targets and quotas. In
context to sales planning, it is basically defined as the set of strategies which is generally
designed for the objective to help the organization to reach its overall sales goals and helping the
sales teams reaching their target sales quotas. With the support of sales planning, it helps a lot in
forecasting the level of sales an organization wants to achieve and also involves outlining a plan
which supports in accomplishment of objectives (Jobber, Lancaster and Le Meunier-FitzHugh,
2019).
Recruitment of Sales Staff: In reference to sales management, it is considered to be an integral
portion of sales management. For a Sales Manager, it is very important to understand the
positions for placing the right individual in the right job. In case of Sales Recruiters, it basically
involves recruiting the specialists who supports in assisting the company with the hiring of the
skilled sales staff. The major duties generally comprises of screening candidates, designing job
descriptions, scheduling interviews, advertising positions and much more (Misra, 2019).
Sales Reporting: In context to sales reporting, it is basically defined as the process of keeping a
systematic record of sales activities over a particular period. It generally comprises of sales
analysis, sales operations and sales strategy. Moreover, the sales reports includes customer
acquisition costs, sales volume and revenue generation. In reference to Ford, the major duty of
the sales management team to basically identify and analyse the Key Performance Indicators
(KPIs) of the sales Team. With the support of identifying these indicators, the manager of the
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