Sales Management: Principles, Structures, and Techniques

Sales Management

Table of Contents
INTRODUCTION...........................................................................................................................1
MAIN BODY...................................................................................................................................1
TASK 1............................................................................................................................................1
P1 Key principles of sales management in relation to the importance of sales planning,
methods of selling and sale reporting..........................................................................................1
Importance of Sales Planning.....................................................................................................1
M1 Evaluation Of Sales Strategies.............................................................................................3
TASK 2............................................................................................................................................4
P2) Evaluate the benefits of sales structures and how they are organised using specific
organisational examples..............................................................................................................4
P3. Describe advantage and importance of concept of 'selling through' others..........................6
D1) Produce a coherent, fully justified critical evaluation based upon the a comprehensive
understanding of sales management, structure and selling techniques within an organisational
context.........................................................................................................................................8
TASK3.............................................................................................................................................8
P4.Evaluate key principles and techniques for successful selling and in how they contribute to
maintaining and building customer relationships.......................................................................8
M3. Critically evaluate application of successful selling techniques and principles in
utilisation to particular examples related to organisation.........................................................10
P5. Describe importance of developing strategies which are related to sales that yield highest
profitability and in addition describe incorporating account management in structures of sales.
...................................................................................................................................................11
M4. Analyse how core finance principles and successful management portfolio that can lead
to increase in competitive edge and profitability......................................................................13
D2. Critically examine and put out recommendation on how sales approaches and structures
that can improve financial viability...........................................................................................13

CONCLUSION..............................................................................................................................13
REFERENCES..............................................................................................................................14

INTRODUCTION
Sales management is the coordination of people and resources focusing on the practical
implication of the sales techniques and the management of the sales operation of the
organisation. It is an important function of the business as it increases sales volume, contribution
to the profit and continuous growth to business (Corboş, Popescu and Bunea, 2019). This
includes sales and demand forecast, establishing objectives, budgeting, training, compensation
and sales performance evaluation. Main objective of the sales management is to sale of the
product and services to the right customers and at a right time and results in a profit driven
activity of the business. This following report is based on the company ARGOS headquartered in
UK which is acquired by the SAINSBURY supermarket chain. This company trades in both
physical shops and online for the consumer goods. Report below consist of a principles of sales
management, merits of sales structures and selling through others. Furthermore it also includes
principles of successful selling and understanding of finance selling.
MAIN BODY
TASK 1
P1 Key principles of sales management in relation to the importance of sales planning, methods
of selling and sale reporting.
Sales management refers to the applied techniques of sales methods and managing
company's sales functioning. In addition to this, it is a process of coordinating with sales
operations, developing and managing sales force, implementing sales methods and techniques to
carry out the business effectively for long-run in order to achieve sales targets. Organisation
must implement sales strategies by analysing and examining them to increase sales performance
of business.
Importance of Sales Planning
Effective Product Development – Argos has implemented sales force administration
plan which involves company's sales workforce to be in contact with consumers and viewing
competition to calculate whether organization's product line is functioning or not. It has added a
new product line, thus modified, altered the existing products and added certain features to them
from the line of products to increase profits.
1