Sales Management in the 21st Century

SALES MANAGEMENT IN
THE 21st CENTURY

TABLE OF CONTENTS
SCENARIO 1...................................................................................................................................3
P1. Key principles of sales management.....................................................................................3
P2. Benefits of sales structure and implementation of several types of sales structure..............4
P.3 Importance of having sales oriented staff and sales distribution channels...........................6
P4. Use of different sales distribution channels..........................................................................6
P5. Key principles and techniques of selling and its contribution in managing guest
relationships................................................................................................................................7
SCENARIO 2...................................................................................................................................8
P6. Importance of developing sales strategies............................................................................8
REFERENCES..............................................................................................................................15

SCENARIO 1
Sales management is the procedure of creating or developing a sales force, implementing
sales methods and coordinating sales operations that permit an organization to consistently
surpass and even hit their sales targets.
The current report is based on Back Roads Touring Company, is located in London, UK.
Principles of sales management will discussed in this study with how these principles may be
different in response to organization and consumer behaviour. Furthermore, this assignment
justified critical evaluation of benefits of sales structure and implementation of various kinds of
sales structure utilizing specific hospitality examples.
It also explains importance of having sales orientated staff & several sales distribution
channels within sector. Moreover, this study clarified key techniques and principles for
successful selling & their support to managing as well as building guest connections.
P1. Key principles of sales management
Manage people individually-
According to this principle, overall effectiveness of consumer or sales services firm is
directly linked to effectiveness of their managers. In order to increase, productivity manager
need to invest in training programs that will reduce turnover and build strong base of repeat &
satisfied consumers that will be leveraged into getting new services. To be successful sales
manager, person cannot manage people in teams (Malininas and et.al., 2017).
Lead by example-
Workers look to management to cater a positive example, in which manager play role as
role model for them. They must follow all processes, standards and policies of organization
effectively. In fact, a successful sales manager has good standards than firm requires, which is
beneficial for them (Sleep and et.al., 2020).
Instill discipline in company-
Manager must make discipline in organization and guide workers how to perform within
effective manner.
Follow golden rules of sales management-

Manager must treat workers equally, without making any differences; everyone needs
and wants to be treated with esteem. When management treats employees like valuable asset,
they will work for organization with full concentration.
Manage on objective information-
When employees despise their manager, it is typically because sales manager does their
job based on choices more than objective information. Everyone is entitled to right opinions, but
they have no place in sales management.
Be goal oriented-
Sales manager, have to establish aims and insist in achieving goals. In several cases, the
only think that manger have in common with their sales people in quest to gain goals. Through
talking about goals and numbers, they will be capable to maintain and instill a goal oriented
operation.
Get on floor-
In order to increase sales and profit margin, manager need to perform in front of people,
they cannot be effective from behind a desk. They need to be included in sales procedure, which
is one of the best ways to become an effective sales manager.
Be direct and to point-
When giving sales people training or coaching, it is important to be straightforward.
Manager must communicate with staff clearly and discuss topic which is essential for business in
term is increasing profit and sales. Employees need to know exactly where they stand and what
they need to do. Through direct, concise and clear conversations, people will get message that
manager can conveying to them.
Above principles of sales management is different in response to customer and firm
behavior. Purchasing behavior of clients is key catalyst for formulation of sales management
procedure and policies. The selling process of company can be distinguished into two modes
such as business to business and business to consumers.
P2. Benefits of sales structure and implementation of several types of sales structure
Sales department of Back Roads Touring Company usually follows a sales structure to
avoid the miscommunication and inappropriate coordination among workers (Sinha and Verma,
2020). Frankly speaking, most firm use some hybrid of sales structure, with sales force size &
market segmentation providing as prime considerations. Sales structure provide benefits to firm