Sales Management

Please send me the tasks separate. Thanks!

Sales Management
1

Executive Summary
Document has presented the information about different products and services offered by
Homesweet Homegrown, where the focus has been made to selling Heirloom Chili Pepper
Subscription Box with the help of different marketing strategies and approaches. Also, critical
analysis has also been done while focusing or analysing different principles and techniques that
would contribute to enhancing the sales of Heirloom Chili Pepper Subscription Box. Away with
this, appropriate sales structure adopted by Homesweet Homegrown in order to target customers
with the developed product range.
2

Table of Contents
Executive Summary.........................................................................................................................2
TASK 2............................................................................................................................................4
1. An introduction to product or service range supported by company data and industry trends.. .4
2. Describe and explain the key principles and techniques of successful selling relevant to the
company...........................................................................................................................................5
3. Describe the concept of ‘selling through others’ and explain the importance and advantages of
using this sales technique. Use relevant examples to enhance your answer....................................6
4. Critically Analyse how these principles and techniques contribute to building and managing
customer relationships. Use examples from your own organisation as well as from other
organisations....................................................................................................................................7
5. Evaluate sales structures relevant to the product range...............................................................8
6. Critically assess the implementation of different sales structures, illustrating with specific
organisational examples...................................................................................................................8
7. Explain sales strategies maximising profitability as a critical element of corporate account
management within a defined sales structure..................................................................................8
8. Evaluate and recommend how an efficient sales structure can improve financial viability, and
assist a strategic advantage over competitors..................................................................................9
9. A set of conclusions and recommendations feeding through to an executive summary.............9
Conclusion.....................................................................................................................................10
References......................................................................................................................................11
3

TASK 2
1. An introduction to product or service range supported by company data
and industry trends.
Sales management can be defined as a process, which helps a company in formulating
plans in order to develop sales force, implementing sales techniques and it also aid in
coordinating sales operations as well. Basically, sales management directly helps a firm in
maintaining, enhancing sales of a product and also it aid in meeting targets. Therefore, it is must
for both entrepreneurs and existing business organisations to have a strong sales management
strategy. In present report, the specific innovative product that has been taken into consideration
is Heirloom Chili Pepper Subscription Box of the company named as Homesweet Homegrown,
which was found by Robyn Jasko (Entrepreneur). Report, is covered with a sales script and
information in relation to different products along with the service range of Homesweet
Homegrown. Lastly, recommendations will also be presented for the betterment of the whole
business.
Robyn Jasko who is the farmer/founder of Homesweet Homegrown has developed an
seasonal product i.e. Chile Pepper Subscription Box in order to enhance the use of natural
farming and also trying to pull students and consumers much more close to the nature, where
they can get to know about how they can produce the best quality Chile Pepper. Including this,
the product i.e. boxes are going to come within different forms like three-month subscription or a
one-time sampler.
Basically, what this company is going to offer in this product is particularly each variety
of Chile pepper, which will specifically going to come under a profile card for customers. This is
where, potential customers could effectively develop their own knowledge in relation to food
pairing, Scoville rating, flavour profile so on of every single pepper that has been grown by
Homesweet Homegrown. Including this, company with the product, which is Chile Pepper
Subscription Box it will include a range of elements like instructions for storing and recipes of
the peppers that they can cook considering the particular procedure.
Strategic Sales Approach
This is considered to be one of the crucial action plan that may help an organisation in
hitting desired numbers in relation to sales. In present time, company i.e. Homesweet
4

Homegrown could utilise a range of strategic sales approaches and some of these are presented
underneath:
Build a Powerful Value Proposition of the developed product: Most possibilities either
don't perceive or can't lucid the root difficulties they battle with consistently. In this way,
regardless of whether Homesweet Homegrown sell a genuinely wonderful item i.e. Chile Pepper
Subscription Box, purchasers presumably won't perceive the genuine worth that company offer
to their association. That is the reason Homesweet Homegrown would have to make incentive
with an amazing and influential message.
Create the Urgency to Change: Effective deals methodology expects Homesweet
Homegrown to comprehend genuine rival—business as usual. Help possibilities settle on the
choice to change before company assist them with settling on the choice to pick Homesweet
Homegrown. Responding to these inquiries are what makes Homesweet Homegrown remarkable
worth, separates the answer, and establishes the pace for purchaser's whole Deciding Journey.
2. Describe and explain the key principles and techniques of successful selling
relevant to the company.
When it comes to successful selling of a particular product or a portfolio, every single
business organisation looks forward to develop a unique strategy considering different range of
key principles along with the techniques as well. Principles can be defined as the a fundamental
truth or proposition that serves as the foundation for a system of belief or behaviour or for a
chain of reasoning. On the other hand, if it is talked about techniques that these are defined as a
way of carrying out a particular task, especially the execution or performance of an artistic work
or a scientific procedure. This would lead them to enhance their sales in much effective and
efficient manner. Here, it is said that different key aspects, principles along with the techniques
are also required to be taken into consideration. In the same way, Homesweet Homegrown has
also kept it's focus on enhancing their sales of the whole new product/service i.e. Heirloom Chili
Pepper Subscription Box, where it has considered a range of key principles along with the
techniques for successful selling of this services.
Key principles of successful selling:
 Selling is all about relationships: This is said to be the primal principle that would lead
successful selling of product i.e. Heirloom Chili Pepper Subscription Box. Basically,
developing effective relationship with customers through offering them detailed
5

information related to Chile Pepper like how they have been developed and more would
lead company to enhance the overall performance level in much effective and efficient
manner.
 Price and value go hand in hand: Within farming industry as well, companies faces high
competition. Therefore, considering this key principle of successful selling would lead
Homesweet Homegrown. Here, it can often be irrelevant what the difference in price is if
the company can't create and sell value. Hence, building effective relations with
customers and enhancing the value for consumers of the price that is company is charging
for Heirloom Chili Pepper Subscription Box, would lead firm to gain competitive
advantages.
Techniques of successful selling:
 Magnify the pain and make the cost real, present, and unbearable: Primal most
technique that can be taken into consideration by Homesweet Homegrown where
understanding the obstacles in relation competition, pricing strategy adopted by existing
rivals would lead them to enhance sales in much effective and in efficient manner.
 Help them sell themselves (AKA: Sales Aikido): The best sales people don't "sell" in the
sense that they don't convince or talk somebody into anything. The best sales person
hired by Homesweet Homegrown would lead company to enhance sales of Heirloom
Chili Pepper Subscription Box.
 Don’t Over-Personalize the promotional campaign for enhancing the sales: Within the
event, that was specifically been taken into consideration by Homesweet Homegrown to
enhance the existing backing numbers and these are 195.
3. Describe the concept of ‘selling through others’ and explain the importance
and advantages of using this sales technique. Use relevant examples to
enhance your answer.
Sales through others is significant and most used sales techniques which is useful in
selling and promoting particular type of product and also considered as the most prominent sales
channel. In order to carry forward this transactions, retailer purchase stock and products from
their manufacturer and distributor which is useful in reserving the rights in order to return unsold
units to their respective suppliers. In respect of this, Homesweet Homegrown does not promote
6

personalised selling as somehow it becomes costly for company as it is considered as the most
prominent sales technique which helps in leading the sales pitch with the usage of different
package. For the selling and promotion of Heirloom Chili Pepper subscription box (Which is
monthly harvested box featured as the rarest Chili peppers on plant and developed from the fresh
and ogranic farm).
Selling through others depicts the word of mouth which leads to increase the productivity
and reputation of company without any sort of efforts of company as it is done through their
potential buyers. In addition to this, this terms is based on the notion in which suppliers sell their
products successfully with the help of customers. For instance, Homesweet Homegrown opt
selling with the help of modern business plans as it describes that company use new strategy
which is useful in selling their products by developing proper business plan with prominent aims
and objectives by which they can lead their sales team and also provide vast market area to use
their marketing strategy.
4. Critically Analyse how these principles and techniques contribute to
building and managing customer relationships. Use examples from your
own organisation as well as from other organisations.
Managing customer relationships was another form of coping to the relationship of the
company to current & future consumers. This uses consumer data in order to conduct research to
Homesweet Homegrown strengthen company's relationships with staff members, specifically
focusing in customer retention but eventually guiding the creation of deals. Including this, if it is
talked about the theory then The CRM Behaviour can be taken into consideration, which showed
seven related to CRM focusing upon different staff members. If it is critically analysed then, it
can be said that considering all the above mentioned principles and techniques would lead
Homesweet Homegrown to grow it's sales. Basically, considering the concept of Sales Aikido
and offering customers with appropriate price of the product and value to consumers would
directly help would lead company to enhance the sales numbers. But, if it is talked about many
big firms of United Kingdom like Morrisons then they did the opposite of it, where this company
launched their Too Good to Waste Box, considering a particular approach of selling boxes at low
prices. Furthermore, new budget alternative, for the product is £5. Therefore, it cannot be clearly
said that company utilised the best technique or not.
7

5. Evaluate sales structures relevant to the product range.
A particular sales structure that has been taken into consideration is Geography/Territory
Org Structure for enhancing the sales of Homesweet Homegrown. Geography/Territory
Organisational Structure are frequently appropriate for a number of elements, for example,
various manufacturers, which are looking forward to develop an effective office for themselves
in a different area. Basically, it is said that company would require to enhance their own
performance level through selling it's product range of different Chili Pepper. This structure is
utilised because, company could effectively analyse the areas (Fertile Soil), where it is said that
Chili Pepper Subscription Box can effectively be sold in much effective manner. With the help
of this, customer can effectively be targeted through this structure, specifically the individuals
who like to do farming and eats healthy food only considering different spices (Chili Pepper )
that are rare on planet Earth.
6. Critically assess the implementation of different sales structures,
illustrating with specific organisational examples.
In present context, the primal sales structure that has been taken into consideration by
Homesweet Homegrown is Geographic Organizational Structure where the primal advantage that
came in front is proper territory management would only create a much more lower chances of
geographic duplication over the effort.
Also, another issue that came in front is implementation of this structure because of
Geographic structure, it is may be possible that company would start going through uncertainities
like opportunities along with risks while focusing upon different areas. Here, an example can be
taken is of Homesweet Homegrown where company can only target the individuals who are only
focusing on the fertilised area only, where targeted market is going to be small in nature.
7. Explain sales strategies maximising profitability as a critical element of
corporate account management within a defined sales structure.
It is essential that a sales strategy is determined which could maximise the profitability of
the company in its new range of services. Hence, within the Geography Organisational Structure,
the sales strategy would be Online Sales Strategy. The same would be a critical element of
corporate accounting and could be used effectively by Homesweet Homegrown in an appropriate
manner.
8

The same would be channelised through Social Media, where marketing campaigns on
portals like Facebook, Twitter and Instagram would be developed on a large scale. Also, in order
to measure if the sales is increasing or not, then it will be required by sales manager to keep on
monitoring sales of product every month. This will help company in making modifications if it is
needed. The content of these campaigns would be creating an awareness first of all, about the
company's CSR practices, reflecting the fertilised areas that are related to production of the
offering. Secondly, all the possible health benefits, the price range and compelling videos would
also be subjected to create an appeal to the market and enhance the sales.
8. Evaluate and recommend how an efficient sales structure can improve
financial viability, and assist a strategic advantage over competitors.
It is highly crucial that companies indulge in a sales structure which could improve
financial viability and ensure strategic advantage over competitors. As for Homesweet
Homegrown, the geographic organisational structure is very crucial for the product as first, it is
quite an appropriate structure for targeting individuals that reside around fertilised soil.
Moreover, this also divides the market into regions, which saves money for marketing and
promotion and ensure effective channelising of the product in an appropriate manner. Therefore,
it is recommended that this strategy would lead Homesweet Homegrown to enhance the financial
viability through gaining strategic advancements over number of competitors.
9. A set of conclusions and recommendations feeding through to an executive
summary.
Conclusion: It is summarised that, Homesweet Homegrown could effectively enhance
sales of Chile Pepper Subscription Box, through developing relationships with customers,
considering unique selling techniques and also utilising an effective approach i.e. selling through
others. Also, it is must for company to consider and develop value and price of the product to go
hand in hand.
Recommendations: In present context, it is recommended that Homesweet Homegrown
would require to develop or introduce unconsidered needs within different promotional
campagin while promoting Chile Pepper Subscription Box. Also, it is advised that company
would require to leverage their Customer Relationship Management system in order to expand
their business at regional level.
9

Conclusion
With the help of above mentioned report, it is being concluded that sales management
plays an effective role within a company as it aid a firm in meeting or hitting different sales
targets in both steady or an unstable situation of the business environment. Including this, the
specific product, that was taken into consideration is Heirloom Chili Pepper Subscription Box of
the company i.e. Homesweet Homegrown, which is specifically offering customers with
different recipes to smoke, pickle or freeze their peppers. Including this, it is said that
considering an effective sales structure, Homesweet Homegrown would effectively become able
to find number of investors for the launch of whole new product.
10

References
Books and Journals
Homburg, C., Schäfer, H. and Schneider, J., 2012. Sales excellence: Systematic sales
management. Springer Science & Business Media.
Ingram, T. N. and et. al., 2015. Sales management: Analysis and decision making. Routledge.
Johnston, M. W. and Marshall, G. W., 2016. Sales force management: Leadership, innovation,
technology. Routledge.
Cummins, S., Peltier, J. W. and Dixon, A., 2016. Omni-channel research framework in the
context of personal selling and sales management. Journal of Research in Interactive
Marketing.
Agnihotri, R. and et. al., 2016. Social media: Influencing customer satisfaction in B2B
sales. Industrial Marketing Management. 53, pp.172-180.
Syam, N. and Sharma, A., 2018. Waiting for a sales renaissance in the fourth industrial
revolution: Machine learning and artificial intelligence in sales research and
practice. Industrial Marketing Management, 69, pp.135-146.
Sharma, A., 2016. What personal selling and sales management recommendations from
developed markets are relevant in emerging markets?. Journal of Personal Selling &
Sales Management, 36(2), pp.89-104.
Malek, S. L., Sarin, S. and Jaworski, B. J., 2018. Sales management control systems: review,
synthesis, and directions for future exploration. Journal of Personal Selling & Sales
Management. 38(1). pp.30-55.
Cuevas, J. M., 2018. The transformation of professional selling: Implications for leading the
modern sales organization. Industrial Marketing Management, 69, pp.198-208.
Reid, D. A. and et. al., 2017. Examining the use of sales force management practices. Journal of
Business & Industrial Marketing.
Horak, S. and Nihalani, K., 2016. Social networks, vertical core competencies and sales
management in Korea. management Decision.
Deac, V., Dobrin, C. and Gîrneață, A., 2016. Customer Perceived Value-An Essential Element in
Sales Management. Business Excellence and Management, 6(1), pp.43-55.
Razmochaeva, N. V., Klionskiy, D. M. and Chernokulsky, V. V., 2018, September. The
Investigation of Machine Learning Methods in the Problem of Automation of the Sales
Management Business-process. In 2018 IEEE International Conference" Quality
Management, Transport and Information Security, Information
Technologies"(IT&QM&IS) (pp. 376-381). IEEE.
11