Sales Management Discussion 2022

Running head: SALES MANAGEMENT
SALES MANAGEMENT
Name of the Student
Name of the University
Author Note

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Table of Contents
Introduction................................................................................................................................2
Discussion:.................................................................................................................................2
About the company-...............................................................................................................2
Product and service offerings-...............................................................................................3
Sales trends-...........................................................................................................................4
Industry trends-......................................................................................................................5
Key principles and techniques with analysis.........................................................................5
Importance of developing sales strategies:............................................................................9
Conclusion................................................................................................................................10

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Introduction
The discipline concentrated on applicability of tools and techniques of sales and sales
operation of firms is known as sales management. Commercial business is driven by the
outcome of sale of services and products and revenue of organization. Selling product and
services of a business to another business reflects the act of B2B selling (Gounaris 2016). The
differences of B2B to B2C selling are the extensive sales cycle, developed price point,
multiple touch points (Johnston and Marshall 2016). The process of B2B sales involves
numerous decision makers due to the complexity in price points (Ingram et al. 2015). The
practice of B2B selling aims to target rationality of buyers. The purpose of the paper is to
demonstrate the key principles and techniques of selling associated with the process of
building customer relationship. The paper will highlight the key sales principles in
accordance with the organization Boeing United Kingdom. The paper will present
significance of the developing strategies of sales, which can lead to profitability. The paper
will be concluded by presenting a summary discussing the importance of sales management
and sales function in relation to Boeing United Kingdom.
Discussion:
About the company-
Boeing UK is considered as one of the significant subsidiaries of American
Multinational Aerospace Corporation, the Boeing Company and is known for operating in
United Kingdom and Ireland. The president of the Boeing International is Michael Arthur.
The company ahs employed more than 2500 employees. The company operates in more than
65 plus location of United Kingdom and Ireland such as Yeovil, Manchester, Bristol,
Frimley, Gosport, Farnborough and Salisbury. The headquarters of Boeing UK is located at
Westminster, London, United Kingdom (Boeing.co.uk 2019). The company is involved in

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various educational projects regarding aerospace and working with charities like Air League,
Royal Air Force and Royal Aeronautical Society. The company have resulted in74,000 plus
jobs in the year 2017 in United Kingdom, which is almost 33 percent more than the last five
years. 29,000 staff members were employed due to its operational activities of Boeing UK.
The company shared 1.8 billion pounds in regards with the tier 1 supplier of United
Kingdom. Around 400 Boeing aeroplanes operate in United Kingdom with the application of
12 carriers. The company spent around 16.5 million pounds in promoting the aspects of
promotion by doubling investment in the Research and Development sector of United
Kingdom since the year 2015. Boeing UK possess subsidiaries which has operations in
United Kingdom proposing services from helicopter training to planning software. Avaiall
UK offers aftersales services of supply chain management for defence industries and
aerospace sector. Jeppesen UK is the provider of tool related to operational plan, flight
planning software and products, navigation information. Aviation Training International
Limited (ATIL) offers ground crew and aircrew members, maintenance training and
development program to United Kingdom Army Air Corps Apache. Tapestry Solutions offers
services for government, commercial customer and defence with the associated information
management software on a global scale. AcerData is as provider of the integrated software
solutions for engine record scanning and fleet planning, leases management. Continental
Datagraphics offers technical publications, software solutions and lifecycle services.
Product and service offerings-
The product and service offerings of Boeing UK include three categories, Commercial
Airplane, Boeing Defence UK and Boeing Global services. The commercial airplanes
comprises of Next-Generation 737, 767, 787, 737 MAX, 777, Boeing Business Jets, 747-8,
777X, Boeing Commercial Aviation Services and Boeing Flight Services. The Boeing
Defence UK include CH-47 Chinook, AH-64 Apache, C-17 and P-8A Poseidon. The Boeing

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Global Services includes, Boeing Commercial Aviation Services and Boeing Flight Services
(Boeing.co.uk 2019).
Sales trends-
• The company Boeing achieved 101.1 billion dollars revenue from the recorded
deliveries of commercial airplane with higher defence and high service volume.
• The company reflected strong operating performance with 10.7 million dollars
operating earnings with 16.01 dollars earnings per share.
• The company reflected a positive growth in cash flow related to operating income
amounted up to 15.3 billion dollars.
• Boeing maintained marketable securities and cash of around 8.6 billion dollars,
resulting in strong liquidity state of the organization.
• The non-US clients accounted for 56 percent of revenues in 2018.

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Industry trends-
The aerospace industry of United Kingdom reflected a turnover of around 31 billion
pounds in the year 2016. The industry is known for employing 95,000 people. The companies
operating in aerospace sector of UK reflect a global presence, like Airbus (Europe) and
Boeing (United States). In spite of the 0.02 percent business contribution in United Kingdom,
the industry positively contributed 0.5 percent of the economic structure of UK in the year
2016 (Boeing.co.uk 2019). The industry has grown considerably in the last five years, as the
contribution of the industry economically was around 40 percent higher than the year 2014.
One of the major aerospace companies is Boeing. The company has both national and
international presence. Headquarter of Boeing Global is located at Chicago but also
contributes positively to the UK economy by its subsidiaries Boeing UK.
Key principles and techniques with analysis
Being one of the best in the market, the company uses a mixture of segmentation
strategies like geographic and demographic in order to serve the customers belonging to
different nations. The company offers its products and services based on the customer groups
and it positions itself by offering a lot in terms of information technology features that are
way advanced in nature. Boeing is based on extensive and intensive innovative research in
relations to the manufacturing of aircrafts. The company wants to innovate its products in
terms of fuel efficiency and other innovations by taking under condition the on-going crisis in
the oil sectors as well as the federal taxes that are increasing. As per the sales trends it has
been analysed that the company has achieved 101.1 billion dollars of revenue by delivering
commercial airplanes using higher service as well as defence volume. The EPS is also strong

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and operating income position is also good. This states that the company uses effective sales
principles and sales techniques.
Successful selling has been achieved by following the principles of selling. There are
different types of customers in the market and there can be different numbers of processes
based on which an organisation can achieve its success. The basic principles are that selling is
related to long term relationships with customers, the sale is not about the product or services
that the company is offering but about the problem of the customers, price of the product and
service is directly related to the value being provided, the sale is not complete unless closed
and to listen actively which results in better understanding of the needs and preferences of the
customers and thereafter winning the attention of the customers (Liu, Leach and Chugh
2015). The company is continuously focussing on the fuel prices and technologically
advanced techniques to make the customer experience much better and it has always tried to
provide the value for price. It can be thus said that these principles are actually being
followed by the company (Loveland 2015).
Sales techniques however refer to the approach or method of selling products by the
sales professionals in order to generate revenues for the organisation. The sales techniques
can vary for several processes, customers and the sales personnel as well. One particular sale
can be done by many different techniques but one need to understand the importance of using
the best technique that will better solve the problems. The various kinds of sales techniques
are as follows:
a. Science Based Selling Techniques – This kind of sales techniques usually considers
neuroscience, social psychology as well as behavioural economics. This is a very new
sales concept, which is based upon a set of scientific methods that helps the sales
person to boost up their performance (Powers 2016). It uses several research works

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that tries to read and understand the buying patterns of the customers and what is
going on within the minds of the customers (Groza and Groza 2018). It makes a deep
and thorough analysis of the human minds and behaviours and sees that how these
thoughts can be affected and how these stimuli can be changed or influenced. If one
can actually understand the result properly and customise the product in a manner that
suits the needs, then the sales will be boosted and the profitability will increase. This
thing has been totally followed in case of Boeing. The company is continuously
involved in the technological innovations and has been trying to boost up the
performance (Sharma and Syam 2018). The rigorous research and development and
concentrating on the fact about rising oil prices and federal taxes clearly shows that
the company is worried about its customers.
Other companies that have implemented this process are the Amazon. It has innovated
in such a manner that they have been launching superior products in the market. The
company keeps on tracking the demands and preference of its customers and keep on
innovating the products on such basis and hence they are the leading market in e-
retails. It provides with superior benefits and choices of payments for their products as
per the customer requirements (Lussier and Hall 2018).
b. Contacting the leads by five minutes – Most of the companies are now following the
web analytics process that captures the customer types and needs and preferences. If
one particular customer can be believed to have shown interest in the same product or
the service for a number of times or is trying to find out details on a particular product
or service, then assistance to be given on an urgent basis to that particular customer. It
helps the person in understanding properly about the product or the services as well as
it helps in keeping the potential customer (Pham 2018). Statistics show that most of
the buyers usually make purchase at the time when they make the queries. This

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process is being followed by the company as the company usually tries to keep in
proper touch with the commercial users as these brings them most of the profit. This
method is being used by most of the companies now a day like the fintech companies,
online e-retail or e-marketing companies and other aviation companies as well. In
certain cases while booking tickets for flights and searching for a proper sit for a long
time, it may so happen that a call comes up in relation to the booking and the process
is being guided over the phone or mails. This helps in proper and quick closing of
sales.
c. Using Social Media- Recent statistics show that almost 79% of the sales person who
have used social media has outperformed those who have not used these platforms.
Social medial is an effective sales tool. Most of the people in the competitive world
are always trying to get information about one another at ease. Today’s world has
increased the transparency of everything because of the increasing usage of Internet
and social media (Agnihotri et al. 2016). Using of these social media platforms can
help the sales person reach a huge number of targeted customers at minimum or no
cost on a real time basis.
d. Using the 1-2-3 Close- In case of writing the email to the prospective business clients
and convince the clients it is very much important to build trust and create a value.
This strategy is very simple in persuading the prospective client whereby the company
offering the services or the product must be listing three important points in the mails.
It can be done by identifying three points about the recipients requirements, three
important benefits of the products and the services being offered to the recipients and
mentioning top three customers (Paesbrugghe et al. 2017). This helps in easily
convincing the client as we are also mentioning the top three companies where we
provide services. This would increase the faith and loyalty towards the products and

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the services being offered and will also create a good image of the company. Boeing
being a professional business uses this kind of sales techniques for attracting big
businesses. These strategies are also used by big MNCs like Google, Microsoft,
Apple, IBM and so on.
e. Using the Similarity Close- this technique is about telling stories to the customers,
which is very common. But it must be kept in mind how to tell these stories to the top
business around the globe that would make them believe the story. This technique
involves identifying the prospective business industry and the responsibilities,
thinking of some other similar businesses that have been faced in the past. Searching
one pain point that the previous business had and the current business is having and
thereafter telling the story in a manner that would present both the problems and the
solutions. This technique usually drives persuasion (Kaski, Niemi and Pullins 2018).
The company can actually make use of such technique while approaching other
companies that are usually hard to convince.
Importance of developing sales strategies:
The reason why every business organisation requires sales strategy is because it helps
in addressing the needs and preferences of the customer at every stage. It helps in improving
the return on investment of the company by increasing the overall sales volume. It creates a
vision and develops a way of achieving the prospective clients and closing the sales. These
strategies can be prepared by implementing a proper sales management system. It is a system
that aids the functioning of all the activities that are being performed in order to transfer the
goods from the producers to the ultimate consumers (Zimmerman and Blythe 2017). A proper
sales strategy can boost up the operating income and can reduce the operating expenses. If a
sales team is unaware and unprepared about a particular sales pitch then it will create bad
impression of the company in the market and hence a strategy is always mandatory in order

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to maintain goodwill in the market. A proper sales strategy must include planning of the
process of sales, hiring of the right people, properly designing the sales strategy, forecasting
the results of sale and reporting the same and analysis of the sales effort. The process also
involves account management. Any prospective client goes through the process of account
management in order to make the relationship between the company and the client stronger
and trustworthy. The account managers usually work with client groups that are dedicated
and needs to maintain the accounts and help in growing business with these clients by upsells,
maintaining quality works, advising clients for long term strategies and alternatively fulfilling
their needs and preferences. As an aviation company, Boeing needs to undergo account
management as they manufacture and supply their products to other businesses on a long-
term basis. Creation of long-term quality strategies can actually increase the business with the
clients and make the clients buy more products from them.
Conclusion
It can be therefore concluded from the above paragraphs that sales and sales strategies
are an integral part of every organisation. It is because of the sales that the company
generates its revenue and hence creation of proper sales strategies is very much important. A
proper sales strategy will guide the company through a well-maintained process for making
the products available to the customers at ease. A proper sales technique can only persuade
the prospective clients to get attention on our products. Without proper sales strategies it is
impossible to gain attraction of the customers towards the products or the services. Knowing
the customers, knowing about the products and the services and thereafter properly
implementing the sales techniques must be implemented in every step for successful closing
of the sales. This will in the long run help in increasing the revenue and goodwill of the
company.

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