Sales Management

SALES MANAGEMENT

Table of Contents
INTRODUCTION.......................................................................................................................................4
TASK 1.......................................................................................................................................................4
Sales management...................................................................................................................................4
Principles of sales management...............................................................................................................5
Example of B2B and B2C.......................................................................................................................5
TASK 2.......................................................................................................................................................6
PRINCIPLES AND TECHNIQUES...........................................................................................................6
Key principles and techniques of successful selling................................................................................7
Critically analysis of principles and techniques in building and managing customer relationships.........8
Selling through others concept and its benefits & significance................................................................9
SALES STRUCTURES............................................................................................................................10
Critical evaluation of different sales structure in the company..............................................................10
Sales strategies for maximizing profitability within sales structure.......................................................11
Recommend how an effective sales structure can improve financial viability and help strategic
advantage over competitors...................................................................................................................12
CONCLUSION.........................................................................................................................................13
REFERENCES..........................................................................................................................................14

INTRODUCTION
Sales management is a business discipline which is centered on management of a
company’s sales operations and focused on app of sales techniques. It considered as an essential
business function as net sales through sales of services and goods and resulting profit drive most
commercial ventures. The product taken is the Green Disc which is the smart tool for taking care
of the bike chain in an eco-friendly and convenient way. The product is developed by Drivt Bike,
Germany. The product is small, reliable and easy to handle. The freely rotating lubricator wheel
is applicator and lubricant reservoir all in one. It applies the right amount of lubricant on the bike
chain that is required. As per the changing scenarios and consumers expectation the company is
using prescriptive sales approach. The current study justified definition of sales management
contextualized to product range, and key principles of sales management. It also explains sales
strategies increasing profitability as essential component of corporate account management
within a defined sales structure. Implementation of various sales structures, techniques and
principles of successful selling relevant to firm will clarified in this report.
TASK 1
The sales management is referred to as the process through which the company makes
and develops the strategies in order to increase the sales of the company. The management of
sales is very important because if the sales will not be managed in proper manner then the
company will earn good amount of profit (Johnston and Marshall, 2016). Thus, for this the
current task will discuss about the sales management for the product of Green Disc developed by
Drivt Bike, Germany. The current report will also highlight the different principles of sales
management with main focus on planning, selling and reporting.
Sales management
The sales management is referred to as the activity through which the company manages
all the employees and their working in the direction of increasing the sales of the company. This
is necessary as if the employees will not work effectively then the sales will not be increased and
this may result in high losses. This can also be stated as the administration of the personal selling
of the product and services of the company. This includes many different steps like planning,

organizing, implementation of different strategies of selling the product in large quantity and also
includes monitoring and controlling of the all the activities involved in the management of sales.
The major role of sales management is to increase the profit for the company. This is
majorly because of the fact that the ultimate goal of the business is earning profit only and if the
sales will not be there then the company will not be able to earn or increase the profit for the
company. The major reason behind this is that the company only earns profit by selling the
goods and services in which they deal.
Principles of sales management
The principles are referred to as the things which need to be followed by the Drivt bike in
order to increase the sales of Green disc are as follow-
The first major principle is to plan for the consumers in more effective manner because of
the consumer will not like the goods of the company then the sales of company will not increase
(Cummins, Peltier and Dixon, 2016). Hence, it is very essential for Drivt bike to first plan that
how many consumers are there and what are their needs and requirements. This is because if the
goods and services will not be in accordance with their requirement then the sales of the
company will also not be good. Thus, it is very necessary for the company to first plan the
requirements of the consumer and then make the goods and services available to the consumers
(Chapman and Wahlers, 2019).
Another major principle of sales management is that the sales person must be goal
oriented that is the person must only be focused over the selling of the goods and services. This
attitude of sales person will be liked by the consumers as the company and their employees are
more focussed towards the working and selling of the goods and services. Thus, this will attract
more of the consumers towards Drivt bike and the sale of Green Disc will increase.
Another major principle for managing sales by Drivt bike is reporting of all the
information to the consumers. This is necessary because of the fact that if the sales person will
not list out all the details and information of the product and services to the consumer and hides
any of the information then this will not be liked by the consumers. Thus, this might decrease the
sales of the company and may result in heavy losses for the company.
Example of B2B and B2C
The B2B that is business to business selling is a system of selling under which one
business sells the goods and services to another company. Here no ultimate consumer is involved