Sales Management: Key Principles and Techniques

Sales management is a discipline that focuses on enhancing sales and profits in a business. This presentation covers key principles and techniques of sales management, including customer relationship management, sales strategies, and core finance principles. It provides recommendations for improving sales and emphasizes the importance of developing effective sales strategies. The presentation is relevant for students studying sales management or anyone interested in enhancing sales performance.

Sales Management
Task 4 and Task 5

Cover Content
 Introduction
 Managing Customer Relationship
 Key Principles and Techniques
 Importance of developing sales strategies
 Core Finance Principles and Successful Portfolio Management
 Recommendation
 Conclusion

Introduction
 Sales management is a quite vast discipline in business which helps in
enhancing sales of a company thereby leading to enhanced growth and
profits as well.
 Sales management is an essential tool whose main focus is to
practically apply sales tools and techniques which will further help in
maximizing sales and profits in a business

Key principles and techniques
 Various techniques of CRM include outsourced solutions, off the shelf
solutions, customer software and managed solutions as well.
 Outsourced solutions
 Customer oriented software
 Master the art of possible
 Excel at delivery

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 Outsourced solutions: Outsourced solutions are important as
application service providers provide effective web based solutions to
business concern which further help in improving customer and their
relationships.
 Customer oriented software: For enhancing customer's satisfaction
and sales performance managers of Ford Motors adopt customized
software

Principles
 While adopting these techniques managers of Ford Motors will also
have to follow certain rules and principles so that authenticity and
effectiveness of business practices is ensured. These principles have
been mentioned as under:
 Master the art of possible
 Excel at delivery

Critical Analysis
 By applying the above stated principles and techniques Ford Motors
will be able to enhance their overall customer base and satisfy needs
and wants of customers.

Importance of developing sales strategies
 Sales strategy refers to a process or a plan which is constructed by
business concerns so as to improve their overall sales and profits at a
quicker paced.
 This also helps in delivering longer sustainable positions to business
concerns.

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 It helps in addressing needs of customers
 It enhances return on investment of sales team
 It helps in hiring the right people

Core Finance Principles And Successful
Portfolio Management
 By adopting effective financial principles managers of Ford Motors are
able to develop effective and stable relationships between reallocation
of assets as well as creating value for inputs.

Recommendations
 By infusing an effectively planned and organized sales structure it is
examined that sales ratio and profits of a business will get a stable rise.
 It is recommended that managers should keep an exact record as to how
much sales has been done in how much time.

Conclusion
 From the above mentioned PPT it has been concluded that adopting an
effective and focused sales management is quite important as it will
help in enhancing growth rate, productivity and profitability of
business.

References
 Chapman, J., Schetzsle, S. and Wahlers, R., 2016. An innovative,
experiential-learning project for sales management and professional
selling students. Marketing Education Review. 26(1). pp.45-50.
 Cummins, S., Peltier, J. W. and Dixon, A., 2016. Omni-channel
research framework in the context of personal selling and sales
management: a review and research extensions. Journal of Research in
Interactive Marketing. 10(1). pp.2-16.