Sales Management: Principles and Techniques for Successful Selling

Sales Management
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Table of Contents
Introduction......................................................................................................................................3
TASK 1............................................................................................................................................3
Key principles of sales management in context to significance of sales planning, sales
reporting and methods of selling............................................................................................3
Relation of sales management................................................................................................4
TASK 2............................................................................................................................................5
An introduction to product or service range supported by company data and industry trends.
................................................................................................................................................5
Principles & Techniques..................................................................................................................5
Describe & explain the key principles and techniques of successful selling relevant to the
company.................................................................................................................................5
Describe the concept of ‘selling through others’ and explain the importance and advantages of
using this sales technique. Use relevant examples to enhance your answer..........................7
Critically Analyse how these principles and techniques contribution to building & managing
customer relationships............................................................................................................8
Evaluate sales structures relevant to the product range..........................................................8
Critically assess the implementation of different sales structures, illustrating with specific
organisational examples.........................................................................................................9
Explain sales strategies maximising profitability as a critical element of corporate account
management within a defined sales structure.........................................................................9
Evaluate and recommend how an efficient sales structure can improve financial viability, and
assist a strategic advantage over competitors.......................................................................10
A set of conclusions and recommendations feeding through to an executive summary......10
CONCLUSION..............................................................................................................................11
REFERENCES..............................................................................................................................12
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Introduction
Sales management is a process in which a organisation is willing to develop their own sales
force and implementation of various techniques of sales in order to enhance present level of sales
of their product. It is an essential requirement in the present scenario to ensure continuous
growth of a company. In this report there is a company named Mokin that is launching its first
Ultra latency wireless display transmitter with a USB-C HUB. In the present situation of
economic slowdown due to COVID-19 it has become very crucial to have a some effective sales
strategies in order to survive (Malek, Sarin,. and Jaworski, 2018). The report consists of
different types of product range and information of sales script so that overall sales of the
organisation can be enhanced. Lastly some recommendations have been provided to enhance the
sales for this organisation.
TASK 1
Key principles of sales management in context to significance of sales planning, sales reporting
and methods of selling.
Sales management define as one of the most important function of an organization which
is included in the sales of product with the motive of increase of profit and revenue.. For this,
revenue manager of the organization is responsible for increasing the sales of the company which
leads towards the enhancement of revenue (Pushkar. and Pandey, 2019). There are some specific
sales management principles which is required to follow by the management team of MOKIN so
that they can get favourable outcomes in an effective manner. Some of the most essential
principle adopted by the company are as follows:-
Manager makes important difference: It has been said that the quantum of sales is
produced by the company which shows the skill of sales manager. by an enterprise clearly
demonstrate the skills, capabilities and potential of Sales Manager of a company. Along with
this, it has been said that with the help of skilled sales manager company will be able to get
positive outcomes, minimise the employees turnover ratio, as well as increases the quality of
goods. In this context, sales manager of MOKIN takes everything in account &maintains
positive behaviour with their workforce so they can attain their goals and objectives.
Lead by creating example: A skilled and capable sales manager within the organization
develop a discipline culture in which they tend their attitude for setting examples in front of the
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staff members. In reference to MOKIN, managers of the company develop various strategies
and policies as well as adopt them so they can maintain the workplace positive at the competitive
marketplace.
Relation of sales management
For every business entity, it has been said that the success of an organization is highly
dependent on the interrelationship among the organization and sales manager of the company.
Interrelationship among sales management principles are going to be discussed as follows:
Effective Sales force: It is required by the management team to hire skilled candidates so
that they can easily assist them in order to achieve their goals and objectives in an effective
manner. In the present context of MOKIN, managers of the company provides adequate training
and development session to their existing staff members so they can act in a positive manner in
complex or adverse situation (Reid. and et. al., 2017). This as a result assist companies in
increasing their sales in a favourable way.
Improvement of effective reporting system :It has been identified that reporting is one of
the most essential internal element of sales management. With the assistance of effective
reporting process an organization can enhance the validity as well as reliability of employees
performance in terms of sales (SEZGİN,. and TELİNGÜN, 2016). In relation to MOKIN,
manager creates an optimal reporting procedure in order to identify the performance of staff
members which as a result aid them in taking any sort of taking decisions. This as a result helps
them in order to increase their sales and profitability at the marketplace.
It has been identified that the buying behaviour of customers plays very essential role in
the enhancement f sales of an organization. It is categorized into two main categories:
(A) B2B
(B)B2C
Consumer purchasing behaviour procedure
In the present changing environment, needs and requirements of customers are modifying
on a regular basis . Consumer become more sensitive and mature towards the quality, price as
well as characteristic of the goods. In the present context of MOKIN company focuses on
satisfying the needs of customers and for this they examine the marketplace on a regular basis.
This will assist them in fulfilling all their requirements in an effective manner.
Business purchasing behaviour procedure
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