Sales Management

Running Head: SALES MANAGEMENT 0
Sales Management
Journal over sales management
(Student details :)
3/10/2019

Sales Management 1
Executive Summary
Sales management is highly significant unit for Mercedes-Benz organization as it includes far
more than tracking the business by providing support for company’s sales team. Sales
management functions starts from helping develop the correct products, distributing in the
right places, tagging the correct prices and dealing with marketing messaging, customer
service as well as other selling efforts. This is important for the Mercedes-Benz organization
as above mentioned efforts must be coordinated for any organization to be successful. Thus,
setting plans, observing the plans as well as tracking results lets an organization continuously
adapt, remove weaknesses and acquire benefits of opportunities.
From the perspective of portraying background of the chosen firm, Mercedes-Benz being
headquartered in Stuttgart, Germany first established in the year 1926 under Daimler-Benz.
Mercedes-Benz being a multinational firm of the German manufacturer Daimler AG, is more
often used for luxury automobiles like cars, coaches, buses and trucks (Mercedes-Benz,
2019). The company is one of the top well-known as well as established automotive brands of
the globe. Moreover, it is the globe's ancient automotive brand yet in existence presently. In
this context, there are some areas where Mercedes-Benz needs to focus on for successfully
restructuring their sales department. Such areas include targeting of new markets like middle
and upper-middle class people. Author wants to suggest that the company should also target
middle class customers by lowering their product price as well as launching new budget
products. Other area to be focused to hike the company sales is environmental sustainability,
the company should be more eco-friendly oriented so that sustainable future can be assured.

Sales Management 2
Contents
Executive Summary...................................................................................................................1
Sales Management.....................................................................................................................3
Introduction................................................................................................................................3
Task 1: P1...................................................................................................................................3
Task 2: P2...................................................................................................................................6
Task 2: P3...................................................................................................................................8
Task 3: P4.................................................................................................................................10
Principle 1: first sales persons need to sell themselves........................................................10
Principle 2: Always try to sell to people..............................................................................11
Principle 3: listening and understanding customer’s needs.................................................11
Principle 4: sales force must ask questions to consumers....................................................11
Principle 5: product features must be inter-linked to customer benefits..............................11
Principle 6: successful selling sells the results through painting an attractive picture........11
Principle 7: sales are a give and give relation......................................................................12
Task 4: P5.................................................................................................................................12
While identifying markets....................................................................................................12
Setting Approaches..............................................................................................................13
To know opposition..............................................................................................................13
For analysing recent trends..................................................................................................13
To stay organized.................................................................................................................13
Conclusion................................................................................................................................13
References................................................................................................................................14

Sales Management 3
Sales Management
Introduction
This report is focusing on the effective Sales Management (herein after referred as SM) for
the 21st era (Bhavani, 2013). In this era, evolving dynamics amid sellers and buyers, driven
by the quick-paced revolution of globalisation as well as e-commerce, is leading
organizations to adapt and review their sales management approaches responsive to the
consumer driven culture. Furthermore, paper will offer a comprehensive outline about sales
management in a way that readers can achieve success in this era’s complex and quick-paced
sales environment with the help of the knowledge gained from this report. In addition, an
understanding about the basic principles of sales management will be drawn in order to
evaluate the merits of how sales structures are managed in this era (Deloitte Insights, 2016).
The document will also identify the significance of ‘selling through others’ (Cron et al.,
2010). Additionally, an analysis of applied principles of successful selling through
demonstrating an understanding about the finance of sales will be done in this report. Finally,
a summary will be provided while covering main extraction of the learning throughout the
paper.
Task 1: P1
As per the basic definition, SM being a core business discipline is focused upon the practical
application of sales techniques as well as the management of an organization's sales
operations (Bevacqua, 2018). The SM is so important business function as net sales from the
sale of products and services along with the subsequent profits drive most of the commercial
businesses. There are key principles of sales management while relating it with the sales
planning, selling methods as well as sales reporting (Baldauf & Lee, 2011).