Sales Management: Principles, Structures, and Techniques

SALES MANAGEMENT

Table of Contents
INTRODUCTION...........................................................................................................................1
MAIN BODY...................................................................................................................................1
P1 key principles of sales management .....................................................................................1
P2 Benefits of sales structures and how they are organised using specific organisational
examples......................................................................................................................................3
P3 Importance and the advantages of the concept of ‘selling through' others............................4
P4 key principles and techniques for successful selling ...........................................................5
P5 Importance of developing sales strategies ............................................................................6
CONCLUSION................................................................................................................................7
REFERENCES................................................................................................................................8

INTRODUCTION
Sales management is the process of developing a sales force, coordinating sales operations, and
implementing sales techniques that allow a business to consistently hit, and even surpass,
its sales targets. 3 UK is a British telecommunications and internet service provider operating as
a subsidiary of CK Hutchison Holdings. This report highlights the principle of the sales
management in the organization. After that the report goes on to explain the importance and
advantage of the sales structure and the way through which sales structure can be applied in the
organization. After that the report highlight the advantages of the concept of ‘selling through'
others. After that the report goes on to explain the Principle and Technique of selling the product
of the company in the market. In the end the report highlights the importance of selling strategy
which help in improving the productivity and incorporating the accounts in sales structure.
MAIN BODY
P1 key principles of sales management
There are in total 16 principle of sales management which looks at every aspect related to the
sales in the organization whether sales planning, method of selling and sale reporting. !6
principle of sales management is as follow:
Manage your people: Manager in the organization has to make sure that they used to give
proper appreciation to all the employee in the group environment. Also, manager has to make
sure that manager is criticizing employee at the time of the training and providing coaching one
on one.
Lead by example: It is another principle in which the sales manager in the organization has to
make sure that he guides all the sales person in the organization. It will help the Three UK in
bring a sort of the respect in workplace. This will also improve the decision making related to
sales.
Instill discipline in organization: Three UK has to make sure that they bring the quality of the
discipline in the organization it will generally help the organization in structuring all sort of the
sales function in the organization. On the basis of the principle of discipline sales plan can be
made in the organization.
Follow rule of sales management: Three UK has to make sure that they are treating the
consumer in a way they desire to be treated. Employee of Three UK has to make sure that they
treat all the consumer with the respect they used to desire.
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