Understanding Principles of Sales Management at Argos

Sales-Management-
Module

Contents
INTRODUCTION...........................................................................................................................3
MAIN BODY...................................................................................................................................3
TASK 1............................................................................................................................................3
Understanding principles of sales management...............................................................................3
Principles and definitions of sales management.....................................................................3
Principles of sales management..............................................................................................3
Key aspects and scope of sales management at Argos...........................................................4
Salesperson task to deal with customers of Argos.................................................................5
Different roles in sales department of Argos..........................................................................5
Stages of consumer buying behaviour process.......................................................................6
Examples and differences in B2C as opposed to B2B sales process.....................................6
Example and benefits of Technology.....................................................................................7
Two real examples of sales incentive on Argos website........................................................7
TASK 4............................................................................................................................................9
Understanding of finance of selling.......................................................................................9
Sales cycle..............................................................................................................................9
Industry specific sales cycle management............................................................................10
Overall performance management.......................................................................................10
Recommendations................................................................................................................11
CONCLUSION..............................................................................................................................11
REFERENCES..............................................................................................................................12
Books and Journals...............................................................................................................12

INTRODUCTION
Increasing in sales is one of the best methods that help to attain aims and objectives of
organisation. This is the reason that why organisation is focusing on to increase sales. It is found
that some of the organisation sets and objective that they have to increase sale and some of them
to earn profits (Ingram, 2020). Both objectives ultimately increase the sales activities. For that
reason, organisation needs to manage sales in order to accomplish objectives and goals. It is
found that organisations have different types of sales structures. In this context, Argos is
undertaken to analyse the concept and importance of sales structure and management. Argos is
the UK based retailer that as required by Sainsbury. It is found company corporate offline as well
as online business that mean they have physical stores as well as online stores. This report covers
the concept and importance of sales structure, sales management, principles of successful selling,
responsibility of sales manager, etc.
MAIN BODY
TASK 1
Understanding principles of sales management
Principles and definitions of sales management
Sales management is the important process of management which always focuses on
activities related to selling of products and services. It is found that Argos knows the importance
of sales management as it assists in team development which helps to co-ordinate all sales
operation with important sales techniques (Wilkinson). The organisation ultimate goal is to earn
profits or revenues van they should have to formulate strategies and manage them. Sales
management is not just related to product selling but also includes functions such as training and
development, hiring, motivation, etc. of their sales personnel. Sales management focuses on
coordination between implementation of sales strategy and operations of sales department which
helps to generate profits and revenues.
Principles of sales management
It is found that there are four main principles of sales management which are as follows:
 Care: It is the principle which states that sales manager need to take care about their
employees or subordinates (Ferreira, 2017). That means they should support and motivate

their subordinates who help to motivate towards organisation goals and objectives. For
that purpose, sales manager need to take care about proper analysis of clients needs and
wants.
 Inspire: This is another principle which helps to inspire sales team in order to motivate
towards achievement of organisational goals and objective. It can be done by Argos’
sales team manager (Johnson and Jaramillo, 2017). Sales team manager of Argos need to
set high standards for team which has to give them confidence.
 Goal orientation: This principle states that organisation need to focus on targets and this
goal should be effectively convert to their sales team. It ensures the success and growth
of organisation as every member is now able to do work according to the targets.
 Understand: This principle of sales management is very important that sales manager
need to understand customer’s behaviour in order to satisfy their needs and wants. In
addition to this, Argos’ sales manager identified and analyse their competitive strategies
which helps to improve their strategy for taking a competitive advantage in the market
(Skiba, Saini and Friend, 2019). Understanding of sales manager should be efficient so
that they can able to translate their product into customer satisfaction.
Key aspects and scope of sales management at Argos
Scope of sales management is refers to a place where company can implement their sales.
Some important scope of Argos’ sales management is as follows:
 With the help of planning sales management of a company is able to forecast future
demand of sales (Reddy, Reddy and VenuGopal, 2019). So that’s why sales forecasting is
very necessary for the organisation as it provides directions of sales.
 Sales budget is another scope in which they make budget for estimating expenses which
is the part of sales management. Day by day sales budget becomes very necessary for a
company as it provides clarity between expenses and income.
 Sales management is helpful as it enables to develop a sales report which provides a clear
idea about present and future needs.
Key aspects of Argos which they play while in conducting operation and functions. Some
key aspects are given below: