Sales Management: Principles, Structures, and Techniques

Sales Management

Table of Contents
INTRODUCTION...........................................................................................................................1
MAIN BODY ..................................................................................................................................1
P1) Explain the key principles as sales in relation to sales planning, methods of selling and
sales reporting.............................................................................................................................1
M1) Analysis of principles of sales management which is different in response to consumers
and business behaviour...............................................................................................................3
TASK 2............................................................................................................................................3
P2) Evaluate benefits of sales structures and how they are organised........................................3
P3) Examine the importance of sales oriented staff in hospitality industry................................4
P4) Asses the use of different sales distribution channel. ..........................................................5
M2) Critically evaluate different types of sales structure. ........................................................5
P5) evaluation of key principles and techniques for selling and in maintaining relationship
with customers............................................................................................................................6
M3) Critically evaluate the application of successful selling principle and techniques.............7
P6) importance of developing sales strategies for highest profitability......................................8
M4) Evaluate financial principles and successful portfolio management that leads to high
profitability..................................................................................................................................9
CONCLUSION ...............................................................................................................................9
REFERENCES..............................................................................................................................11

INTRODUCTION
Sales management has been define as the process of developing a sales force and
coordinating sales operations of the business while implementing sales technique that will allow
business to achieve desired targets for sales. This has been associated with the boosting sales
performance of any size of business and operations in order to induced constant growth and
success. With the support of this, business and its employees ensures better understanding of
results, predict future performance and develops strategy for control while covering there aspect
that are sales operations, sales strategy and sales analysis (Harrington, S.W., 2020). Sales
management has been seen as one of the segment of form's marketing mix as this deals with the
creation of product merchandise, sales promotion activities, distribution and controlling of the
sales personnel so that sales objectives can be attained in effective manner. This is the crucial
function of management which is essential for the success and growth of the business. Its is a
continues process and a systematic approach which is also deals with a relationship selling as
company make a effort for developing strong customer relationship so that product and services
can be sell effectively. This report is based on Turtle Bay which is established by Ajith
Jayawickrema in 2011 that seeks to provide a grate meal along fun nights for eaters and drinkers
across UK. This report includes analysis and understanding of sales management, importance of
sales structure along sales oriented staff. Moreover evaluation of sales principles in successfully
selling and understanding of the finance of selling.
MAIN BODY
TASK 1
P1) Explain the key principles as sales in relation to sales planning, methods of selling and sales
reporting.
Sales management is define as the process which has been associated with the applicable
of technology and prominent usage of sales techniques and methods in order to effectively
manage sale in a company. This is the essential aspect for company and operations as this
provides support in to enhance net sales with help of company's offering which help in obtaining
higher profit and income. Sales management is important for the Turtle bay restaurant in order to
enhance reach and competition through the effective usage of distribution channel so that cost
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get reduce and income get enhanced. There are some sales principles which has been explained
below:
To be goal oriented: This principle of sales management in which mangers set goals for
the team and also assist in setting goals for individual sale person. In turtle bay restaurant, sale
manager has been develop the goals and objectives for teams and help them in to attain with the
optimum usage of telecommunication effectively (Waheed, A. and Yang, J., 2019). furthermore,
the employees in sales department also communicate significant numbers and goals through that
organisation will be able to manage objectives with that also find out desire targets aligned with
objective of the company. For this company has been proceed with sales planning as this
impotent for achieving higher income and profitability in a efficient manner.
Manage people individually: For the successful management it is necessary to manage
people individually so that improvement can be done in effective manner. It is important for
turtle bay restaurant as this offers significant rise in company's environment which provides help
in to enhancing and accomplishing desire results. Thus, managing people on individual grounds
which provides support in to increase efficiency in working of employees that help gaining high
income through sell of products and services of products and services.
Manager make a difference: This is refers to the effectiveness of customers services and
company's sales that directly reflects the efficiency of sales manger and supervisor. it has been
depicts the time that has been used for training for employees by which company is able reduce
the turnover and enhancing productivity while building strong customers base (Arifin, S., 2020) .
This has been also associated with sales planning which is being utilised for reducing the gaps
between manager's thoughts and opinions.
Methods of selling and sales reporting:
there are various methods of selling which provides support to the company in promoting
products and services in the markets. Some of the methods is discussed below:
Sales reporting: this is the method of selling which is associated with trends that may arise
within the sales the volume of company within the specified period of time. It is considered as
form which has been reflects the trends the company's sales volume. In terms of turtle bay,
manager has to find existing and new trend so that best possible policies and actions can be
determined.
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