Sales Management Assignment 2022
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SALES MANAGEMENT
Sales management in the 21st century
Student Name/ ID Number:
Unit Tutor: Fahim Shahabdeen
Academic Year: 2020/21
Submission Date:
Word Count: 3245
Sales management in the 21st century
Student Name/ ID Number:
Unit Tutor: Fahim Shahabdeen
Academic Year: 2020/21
Submission Date:
Word Count: 3245
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Table of Contents
Introduction:..................................................................................................................................3
Assignment 1..................................................................................................................................3
Task 1: Principles of Sales Management.................................................................................3
1.1 Key principles of sales management concerning the importance of sales planning,
methods of selling, and sale reporting:................................................................................3
1.2 Principles of sales management in consumer and business buying behavior:...........5
Task 2: Benefits of sales structure and how they are organized...........................................6
2.1 Sales structure and their organization:.........................................................................6
2.2 Roles and importance of Hays Travel sales team:........................................................7
2.3 Use of different sales distribution channels:.................................................................7
2.4 Evaluation of the implementation of different sales structures:.................................7
Task 3: Principles of successful selling....................................................................................8
3.1 Key techniques and principles for successful selling and their contribution to
building and managing guest relationships:........................................................................8
3.2 Analysis of the application of successful selling principles:.........................................9
Assignment 2..................................................................................................................................9
Task 4: Finance of selling..........................................................................................................9
4.1 Importance of developing sales strategies that yield the highest profitability and
incorporating account management within sales structures:............................................9
Conclusion:...................................................................................................................................10
Reference:.....................................................................................................................................11
Introduction:..................................................................................................................................3
Assignment 1..................................................................................................................................3
Task 1: Principles of Sales Management.................................................................................3
1.1 Key principles of sales management concerning the importance of sales planning,
methods of selling, and sale reporting:................................................................................3
1.2 Principles of sales management in consumer and business buying behavior:...........5
Task 2: Benefits of sales structure and how they are organized...........................................6
2.1 Sales structure and their organization:.........................................................................6
2.2 Roles and importance of Hays Travel sales team:........................................................7
2.3 Use of different sales distribution channels:.................................................................7
2.4 Evaluation of the implementation of different sales structures:.................................7
Task 3: Principles of successful selling....................................................................................8
3.1 Key techniques and principles for successful selling and their contribution to
building and managing guest relationships:........................................................................8
3.2 Analysis of the application of successful selling principles:.........................................9
Assignment 2..................................................................................................................................9
Task 4: Finance of selling..........................................................................................................9
4.1 Importance of developing sales strategies that yield the highest profitability and
incorporating account management within sales structures:............................................9
Conclusion:...................................................................................................................................10
Reference:.....................................................................................................................................11
Introduction:
Ensuring coordination with the activities of sales, developing an effective sales force along with
the proper implementation of the techniques of sales to attain and enhance organizational
performance is called sales management. It is one of the most important business functions being
directly related to the three major business functions – marketing, operation, and finance. The
manual will consider Hays Travel, an independent travel agent chain headquartered in
Sunderland, England. The sole purpose of this assignment is to develop a small training manual
that is to be used in new staff training and further explore different types of sales like sales
strategies, profitability, and portfolio management. An idea of principles and techniques of
successful selling can be perceived by the reader along with the inclusion of hot, warm, and cold
discussion. Lastly, the manual will seek to address the importance of developing sales strategies
and showcase the role of finance to improve incorporation accounts and profitability among sales
structures.
Assignment 1
Task 1: Principles of Sales Management.
1.1 Key principles of sales management concerning the
importance of sales planning, methods of selling, and sale
reporting:
The process of organizing and optimizing a sales department being focused on the practical
application of sales techniques and the management of a firm's sales operations is known as
Sales Management. Undertaking the activities of firing, hiring, and giving training to team
members through proper planning, managing, and implementation of the programs of sales
includes in it (Digital School of Marketing, 2020). It plays an important role in ensuring that
sales target is achieved which is very important for any business because it indicates that the
business performs well in the market, or vice versa. Five key functions of sales management, i.e.,
planning, analyzing, strategy, decision making, and implementation are discussed below:
Planning: The first and foremost step of sales management is planning, and it is very
important to build strategies for the application of activities that can connect with the sales
associate and make sure that the managers utilize the range of strategies in Hays Travel. They
can maximize their profitability and sales by giving a proper introduction of their new sales and
services along with any modified or improved technologies they are using. They can upload the
Ensuring coordination with the activities of sales, developing an effective sales force along with
the proper implementation of the techniques of sales to attain and enhance organizational
performance is called sales management. It is one of the most important business functions being
directly related to the three major business functions – marketing, operation, and finance. The
manual will consider Hays Travel, an independent travel agent chain headquartered in
Sunderland, England. The sole purpose of this assignment is to develop a small training manual
that is to be used in new staff training and further explore different types of sales like sales
strategies, profitability, and portfolio management. An idea of principles and techniques of
successful selling can be perceived by the reader along with the inclusion of hot, warm, and cold
discussion. Lastly, the manual will seek to address the importance of developing sales strategies
and showcase the role of finance to improve incorporation accounts and profitability among sales
structures.
Assignment 1
Task 1: Principles of Sales Management.
1.1 Key principles of sales management concerning the
importance of sales planning, methods of selling, and sale
reporting:
The process of organizing and optimizing a sales department being focused on the practical
application of sales techniques and the management of a firm's sales operations is known as
Sales Management. Undertaking the activities of firing, hiring, and giving training to team
members through proper planning, managing, and implementation of the programs of sales
includes in it (Digital School of Marketing, 2020). It plays an important role in ensuring that
sales target is achieved which is very important for any business because it indicates that the
business performs well in the market, or vice versa. Five key functions of sales management, i.e.,
planning, analyzing, strategy, decision making, and implementation are discussed below:
Planning: The first and foremost step of sales management is planning, and it is very
important to build strategies for the application of activities that can connect with the sales
associate and make sure that the managers utilize the range of strategies in Hays Travel. They
can maximize their profitability and sales by giving a proper introduction of their new sales and
services along with any modified or improved technologies they are using. They can upload the
performance of their new sales and services, as well as create a better description on the website
or apps, which can be maximized with the assistance of this procedure. Proper planning needs to
be done so that the ideas and services reach the targeted audience.
Analyzing and Reporting: The analysis of specific trends or components impacting a
company's sales operations to gain a unique insight into the strengths and weaknesses of a
company's sales team, sales management, individual sales reps, or overall sales strategy is known
as sales analysis. It is very important to go through all the statistics and data analytics to know of
any situation that the company isn’t aware of and further helps by showing the results and effects
of previous actions that may lead to change in some aspects of the sales strategy.
Selling Strategy: To be precise, performing and creating different strategies at the same
time and diverse channels of sales are referred to as selling strategies. Depending on the
procedure of selling strategy, whether it is online or offline, different types of activities are
needed to be implemented to fulfill the demand of customers either by online or offline method.
The customers are targeted according to their needs and the service that Hays Travel can provide
according to one of their various implemented strategies for selling. The selling strategy
develops efficiency by modifying the selling procedure directing toward the production and
service-providing methods.
Decision Making: Measuring and monitoring the sales efficiency to accomplish the
performance target of sales and making various other enhancements in the organization comes
into action in this step. Hitting and utilizing the share performance to assess the sales and assist
and fulfilling the target objectives is another job of the sales team which needs to be conducted
fluently (Malek, Sarin & Jaworski, 2018). In tourism and hospitality organizations, the decision-
making process is initiated by understanding the consumer first and deciding where to travel,
whether to travel, what to do, when to travel, how long to stay, and so on.
Implementation of Sales Management in Hays Travel: To sell the services to
consumers with their utmost satisfaction and further catch their interest, the roles and
responsibilities of sales staff in Hays Travel are creating persuasive arguments. They engage
with customers face-to-face, via email, on social media, and over the phone - so that the
employees can use the chance to showcase their sales skills on multiple platforms. The
employees all have customer service skills, and a lively personality, and can build a rapport with
or apps, which can be maximized with the assistance of this procedure. Proper planning needs to
be done so that the ideas and services reach the targeted audience.
Analyzing and Reporting: The analysis of specific trends or components impacting a
company's sales operations to gain a unique insight into the strengths and weaknesses of a
company's sales team, sales management, individual sales reps, or overall sales strategy is known
as sales analysis. It is very important to go through all the statistics and data analytics to know of
any situation that the company isn’t aware of and further helps by showing the results and effects
of previous actions that may lead to change in some aspects of the sales strategy.
Selling Strategy: To be precise, performing and creating different strategies at the same
time and diverse channels of sales are referred to as selling strategies. Depending on the
procedure of selling strategy, whether it is online or offline, different types of activities are
needed to be implemented to fulfill the demand of customers either by online or offline method.
The customers are targeted according to their needs and the service that Hays Travel can provide
according to one of their various implemented strategies for selling. The selling strategy
develops efficiency by modifying the selling procedure directing toward the production and
service-providing methods.
Decision Making: Measuring and monitoring the sales efficiency to accomplish the
performance target of sales and making various other enhancements in the organization comes
into action in this step. Hitting and utilizing the share performance to assess the sales and assist
and fulfilling the target objectives is another job of the sales team which needs to be conducted
fluently (Malek, Sarin & Jaworski, 2018). In tourism and hospitality organizations, the decision-
making process is initiated by understanding the consumer first and deciding where to travel,
whether to travel, what to do, when to travel, how long to stay, and so on.
Implementation of Sales Management in Hays Travel: To sell the services to
consumers with their utmost satisfaction and further catch their interest, the roles and
responsibilities of sales staff in Hays Travel are creating persuasive arguments. They engage
with customers face-to-face, via email, on social media, and over the phone - so that the
employees can use the chance to showcase their sales skills on multiple platforms. The
employees all have customer service skills, and a lively personality, and can build a rapport with
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our customers to deliver their perfect holiday. They not only recruit skilled ones and make them
work but also are very sociable and there are always lots of team night-outs and company parties
and further celebrate outstanding performances at our prestigious 'High Flyer' events for staff
(Hays Travel, 2022).
1.2 Principles of sales management in consumer and
business buying behavior:
Business-to-Consumer sales procedure: A digital sales model in which products and services
are sold between a company and a consumer, or two consumers is known as B2C or business-to-
consumer sales. The key state of such a procedure is the decision-making of purchasing a course
or service. It has 4 stages:
Need Classification: Here, the sales team copies the range of needs that are connected
with the goods and services that they face in actual life and assesses the necessity of a product
after being examined by the consumers in this stage.
Services and products search: In this stage, the consumers decide by doing proper
research about the organization whether they should stick with it or not, and also their required
service should be gained online or offline.
Estimate of choices: It includes the execution of their purchase of desired services or
goods. The consumer concludes by identifying its quality, sustainability, and usability.
Purchase: Finally, the consumers purchase the product by their research conducted and
continue to keep good relations if it is up to the mark.
Business-to-Business sales procedure:
A type of digital sales model and transaction between one business and another, such as a
wholesaler and retailer are referred to as a Business-to-Business or B2B sales procedure. Its
stages are:
Recognition and consciousness: The research and sustainability of the market decide the
goods in this sales procedure that is to be supplied and remains conscious of consumer interests
about what features they will be offering to the customers and whether it will fulfill their needs
or not.
work but also are very sociable and there are always lots of team night-outs and company parties
and further celebrate outstanding performances at our prestigious 'High Flyer' events for staff
(Hays Travel, 2022).
1.2 Principles of sales management in consumer and
business buying behavior:
Business-to-Consumer sales procedure: A digital sales model in which products and services
are sold between a company and a consumer, or two consumers is known as B2C or business-to-
consumer sales. The key state of such a procedure is the decision-making of purchasing a course
or service. It has 4 stages:
Need Classification: Here, the sales team copies the range of needs that are connected
with the goods and services that they face in actual life and assesses the necessity of a product
after being examined by the consumers in this stage.
Services and products search: In this stage, the consumers decide by doing proper
research about the organization whether they should stick with it or not, and also their required
service should be gained online or offline.
Estimate of choices: It includes the execution of their purchase of desired services or
goods. The consumer concludes by identifying its quality, sustainability, and usability.
Purchase: Finally, the consumers purchase the product by their research conducted and
continue to keep good relations if it is up to the mark.
Business-to-Business sales procedure:
A type of digital sales model and transaction between one business and another, such as a
wholesaler and retailer are referred to as a Business-to-Business or B2B sales procedure. Its
stages are:
Recognition and consciousness: The research and sustainability of the market decide the
goods in this sales procedure that is to be supplied and remains conscious of consumer interests
about what features they will be offering to the customers and whether it will fulfill their needs
or not.
Research and requirement: The valued services and goods are selected based on the
current market situation and proper research is done to identify a consistent supplier for their
organization.
Suggestion and demand assessment: A proper assessment is made to acknowledge their
satisfaction with the demand and capacity per the number of supplies made (Kaski, Neimi &
Pullins, 2018).
Order review procedure: Finally, the sales team makes the organization purchases
through proper research of goods and further develops strong relationships with consumers
ensuing in selling them their services and products.
Task 2: Benefits of sales structure and how they are
organized.
2.1 Sales structure and their organization:
The structure of proper well-shaped forms that manage and accommodates operations in the
sales team is known as a sales structure. Hays Travel follows a structured framework for
managing their sales as it helps to manage their teams also. A primary cell structure that is
followed by the business, such as:
Geographic structure: It is a structure based on the geographic location of the organization and
arguably the most targeted market of Hays Travels. Ending qualified employees along to
different locations to advertise and market their services and sales along with providing perfect
service to the consumers to gain their interest so that they can attain more success is the prime
objective of this structure (Putri & Rahyuda, 2020). Hays Travel acquired this method to target
different customers in different areas so that they can hold a place in every region to be the
priority for consultancy and tourism services all over the place.
Product-based structure: Ensuring quality service and utmost consumer satisfaction is the main
approach of this structure. Hays Travel manages its service quality through proper analysis of its
durability and strongholds and honing them towards perfection. Hence, showcasing such
qualities in their service ensures the utmost success in their market.
Customer-based structure: The consumer interest and behavior toward the provided service are
taken into account in this sector to attract people to increase the customer base in the
current market situation and proper research is done to identify a consistent supplier for their
organization.
Suggestion and demand assessment: A proper assessment is made to acknowledge their
satisfaction with the demand and capacity per the number of supplies made (Kaski, Neimi &
Pullins, 2018).
Order review procedure: Finally, the sales team makes the organization purchases
through proper research of goods and further develops strong relationships with consumers
ensuing in selling them their services and products.
Task 2: Benefits of sales structure and how they are
organized.
2.1 Sales structure and their organization:
The structure of proper well-shaped forms that manage and accommodates operations in the
sales team is known as a sales structure. Hays Travel follows a structured framework for
managing their sales as it helps to manage their teams also. A primary cell structure that is
followed by the business, such as:
Geographic structure: It is a structure based on the geographic location of the organization and
arguably the most targeted market of Hays Travels. Ending qualified employees along to
different locations to advertise and market their services and sales along with providing perfect
service to the consumers to gain their interest so that they can attain more success is the prime
objective of this structure (Putri & Rahyuda, 2020). Hays Travel acquired this method to target
different customers in different areas so that they can hold a place in every region to be the
priority for consultancy and tourism services all over the place.
Product-based structure: Ensuring quality service and utmost consumer satisfaction is the main
approach of this structure. Hays Travel manages its service quality through proper analysis of its
durability and strongholds and honing them towards perfection. Hence, showcasing such
qualities in their service ensures the utmost success in their market.
Customer-based structure: The consumer interest and behavior toward the provided service are
taken into account in this sector to attract people to increase the customer base in the
organization. Enhancing online trafficking to be convenient and initiating fast-track services so
that it could be notified to customers about the product and quality service that they can achieve
is its sole purpose (Andros, Akimova & Butkevich, 2020).
2.2 Roles and importance of Hays Travel sales team:
Focusing on building, leading, coaching, and motivating the team that is capable of analyzing the
needs of customers and recommending them with traveling suggestions along with showcasing
utmost hospitality towards them that tend to create long-lasting relationships is the primary role
of the organization’s sales team. They hold complete accountability for the customer’s
satisfaction and provide them with the best service and trip that they can achieve. Moreover, to
bring together the people the dashboards are also maintained to record the track and follow all
the cultural activities.
2.3 Use of different sales distribution channels:
The sales management concept also includes the process of selling or providing their service
through other channels or media. Hays Travel has included a such procedure to boost up their
reach all over the area and increase revenue and sales. It further helps in outlining the rate of
their success and creating a positive image in the customer’s mind. It is very effective and easy
as the task is divided among the selling partners to accomplish the sales goal on time. They have
further purchased all stores of Thomas Cook Group to provide exceptional service to the
customers and ensure growth and also increase sales of the company.
This type of strategic partnership among other organizations will also help Hays Travel to
advertise its services and hospitality more and hence attract more consumers. With it being very
beneficial, there is also a catch to it. Selling by other channels comes with various challenges and
implications affecting their business operations and firm image.
The most important thing in the whole world is trust, and it is also the same for business. Earning
the trust of the customers is very crucial in the long run, but if anyone breaks the agreement or
trust, then the organization has to suffer resulting in a loss of customer base from a particular
partner. It can further put a negative impact on the company if the sales qualities are breached by
the third-party members due to which the company's brand value can be affected negatively.
that it could be notified to customers about the product and quality service that they can achieve
is its sole purpose (Andros, Akimova & Butkevich, 2020).
2.2 Roles and importance of Hays Travel sales team:
Focusing on building, leading, coaching, and motivating the team that is capable of analyzing the
needs of customers and recommending them with traveling suggestions along with showcasing
utmost hospitality towards them that tend to create long-lasting relationships is the primary role
of the organization’s sales team. They hold complete accountability for the customer’s
satisfaction and provide them with the best service and trip that they can achieve. Moreover, to
bring together the people the dashboards are also maintained to record the track and follow all
the cultural activities.
2.3 Use of different sales distribution channels:
The sales management concept also includes the process of selling or providing their service
through other channels or media. Hays Travel has included a such procedure to boost up their
reach all over the area and increase revenue and sales. It further helps in outlining the rate of
their success and creating a positive image in the customer’s mind. It is very effective and easy
as the task is divided among the selling partners to accomplish the sales goal on time. They have
further purchased all stores of Thomas Cook Group to provide exceptional service to the
customers and ensure growth and also increase sales of the company.
This type of strategic partnership among other organizations will also help Hays Travel to
advertise its services and hospitality more and hence attract more consumers. With it being very
beneficial, there is also a catch to it. Selling by other channels comes with various challenges and
implications affecting their business operations and firm image.
The most important thing in the whole world is trust, and it is also the same for business. Earning
the trust of the customers is very crucial in the long run, but if anyone breaks the agreement or
trust, then the organization has to suffer resulting in a loss of customer base from a particular
partner. It can further put a negative impact on the company if the sales qualities are breached by
the third-party members due to which the company's brand value can be affected negatively.
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2.4 Evaluation of the implementation of different sales
structures:
Hays Travel can implement and look forward to digitalization and using innovative technologies
like having their mobile app and its deals and customers and online measures in the current
market of the UK (Lee & Lee, 2020). Customers also prefer online websites and apps, rather
than going physically for any queries. B2B and B2C selling procedures can be further
accommodated for success purposes.
Task 3: Principles of successful selling.
3.1 Key techniques and principles for successful selling
and their contribution to building and managing guest
relationships:
Sales Leads:
The data that identifies an entity as a potential buyer of a product or service and inspires them to
be a part of their company and purchase services and products from their firm is referred to as a
sales lead. Types of sales leads are:
Cold Leads: When the target market is very less it is known as cold lead or BANT
elements. The service of the company is affected in this kind as it gives poor purpose.
Hot Leads: It has an excessive file of positivity in a few of the shopping for customers
hence, one of the particularly endorsed methods. This form of sale leads encompasses greater
positivity, and subsequently in the income cycle stage and it draws a better variety of target
markets closer to the company.
Warm Leads: The positivity of customer services for or buying is lacking with the aid of
using one or more criteria hence, far distinct from others and is known as the ultimate lead. It
additionally has positivity in a few of the product varieties and in buying intent as it goals at
client’s and corporation’s needs.
Customer relationship management technique:
Technology for managing all company's relationships and interactions with customers and
potential customers to improve business relationships to grow the business is known as Customer
relationship management (CRM). It is one of the prime and most important strategies for Hays
structures:
Hays Travel can implement and look forward to digitalization and using innovative technologies
like having their mobile app and its deals and customers and online measures in the current
market of the UK (Lee & Lee, 2020). Customers also prefer online websites and apps, rather
than going physically for any queries. B2B and B2C selling procedures can be further
accommodated for success purposes.
Task 3: Principles of successful selling.
3.1 Key techniques and principles for successful selling
and their contribution to building and managing guest
relationships:
Sales Leads:
The data that identifies an entity as a potential buyer of a product or service and inspires them to
be a part of their company and purchase services and products from their firm is referred to as a
sales lead. Types of sales leads are:
Cold Leads: When the target market is very less it is known as cold lead or BANT
elements. The service of the company is affected in this kind as it gives poor purpose.
Hot Leads: It has an excessive file of positivity in a few of the shopping for customers
hence, one of the particularly endorsed methods. This form of sale leads encompasses greater
positivity, and subsequently in the income cycle stage and it draws a better variety of target
markets closer to the company.
Warm Leads: The positivity of customer services for or buying is lacking with the aid of
using one or more criteria hence, far distinct from others and is known as the ultimate lead. It
additionally has positivity in a few of the product varieties and in buying intent as it goals at
client’s and corporation’s needs.
Customer relationship management technique:
Technology for managing all company's relationships and interactions with customers and
potential customers to improve business relationships to grow the business is known as Customer
relationship management (CRM). It is one of the prime and most important strategies for Hays
Travel to ensure good relations and satisfactory outcomes from their clients. Working for the
customer delight technique and with goals to broaden a relationship of consideration and loyalty
with them is its sole purpose. Clients play a prime role in brand promotion and it is far more
crucial to maintain good relations and further elements like wanted and time-body help a lot. The
need is to boom the customer base, and time outline to benefit consider and appreciate the firm
by Hays Travel (UGWU & Udanor, 2021).
3.2 Analysis of the application of successful selling
principles:
Advance technology and software: The usage of superior sources which might be
available in the marketplace for a successful promoting technique should be gathered by Hays
Travel. Further, an increase in this generation’s software programming helps to keep their CRM
tools and appeal to the clients closer to their product.
Building relationships: To grow the income of the firm, which at once enhances the
productiveness and profitability also, relationship building is done for retaining a wholesome
relationship with clients and helps to keep them for a protracted duration. Things like diagnosis
and efficiently selling their merchandise in an aggressive market, figuring out the maximum
searched product can be easily done by CRM gadgets of the company with the aid of using
clients on the net platform, leads and presenting them it at low cost, or discounted charge to
retain the right dating.
Assignment 2
Task 4: Finance of selling.
4.1 Importance of developing sales strategies that yield
the highest profitability and incorporating account
management within sales structures:
Strategies implemented by the sales management team yield a vital role in the development and
success of an organization. These income techniques have a principal and common cause to
define numerous rules which might be useful for the enterprise and help them undertake and
facilitate a degree of income success. As income techniques facilitate them to yield their
maximum earnings, and they can improve their income and revenue, these are considered highly
essential within the organization. Along with further assistance from the customers, the
significance of income techniques may be decided (Ingram & others, 2019). Furthermore,
customer delight technique and with goals to broaden a relationship of consideration and loyalty
with them is its sole purpose. Clients play a prime role in brand promotion and it is far more
crucial to maintain good relations and further elements like wanted and time-body help a lot. The
need is to boom the customer base, and time outline to benefit consider and appreciate the firm
by Hays Travel (UGWU & Udanor, 2021).
3.2 Analysis of the application of successful selling
principles:
Advance technology and software: The usage of superior sources which might be
available in the marketplace for a successful promoting technique should be gathered by Hays
Travel. Further, an increase in this generation’s software programming helps to keep their CRM
tools and appeal to the clients closer to their product.
Building relationships: To grow the income of the firm, which at once enhances the
productiveness and profitability also, relationship building is done for retaining a wholesome
relationship with clients and helps to keep them for a protracted duration. Things like diagnosis
and efficiently selling their merchandise in an aggressive market, figuring out the maximum
searched product can be easily done by CRM gadgets of the company with the aid of using
clients on the net platform, leads and presenting them it at low cost, or discounted charge to
retain the right dating.
Assignment 2
Task 4: Finance of selling.
4.1 Importance of developing sales strategies that yield
the highest profitability and incorporating account
management within sales structures:
Strategies implemented by the sales management team yield a vital role in the development and
success of an organization. These income techniques have a principal and common cause to
define numerous rules which might be useful for the enterprise and help them undertake and
facilitate a degree of income success. As income techniques facilitate them to yield their
maximum earnings, and they can improve their income and revenue, these are considered highly
essential within the organization. Along with further assistance from the customers, the
significance of income techniques may be decided (Ingram & others, 2019). Furthermore,
allocating the organization in such an area that it draws extra human beings toward the brand and
complements its reach is another common prime purpose of income shape and techniques.7
Steps of the sales cycle are:
1. Prospect: Determining the sales head of the business is the prospecting step of it
enabling the sales manager of Hays Travel to analyze the obstacles and grievances and
the needs that lead differently in the organization.
2. Preparation: The obligation of the income crew to make each product to be had is taken
into consideration here and one-of-a-kind services are offered and products that may
convert lead into the ability clients of the organization.
3. Approach: It has become the obligation of the relaxation of the sales team to make the
right interplay and communication with the team of Hays Travel as they already
succeeded in attracting warm and heat lead toward their precise or distinctive
merchandise and services (Still & Edward, 2020).
4. Presentation: Making services and products to be purchased with their benefits and
offering facts to the customers associated with the product and offerings to enhance their
shopping intention should be done by the sales team right after the determination of the
want and the necessities of the leads.
5. Handling objections: Taking care of the grievances and clearing up the objections by
making the buying choice of customers in favor of the organization is another quality of
the skilled and qualified sales team of Hays Travel. Each consumer will have a
distinction of their problems and grievances of their thoughts associated with the services
of Hays Travel and ready to solve them with the assistance of the sales group and other
core members of the corporate.
6. Sales closing: To this degree, the clients have paid cash for a product; the company owns
specific modes of charge in step with the ease of the clients, and all the necessary steps
have been conducted with them ready to receive the service, inclusion of online-offline,
coins, and card strategies should be done so that no one faces any issues regarding it.
7. Follow up: In the current world is to offer the right offerings and comply with clients
after providing service to offer the excessive pleasure of customers with a wonderful
experience, hence following up is a must to maintain good relations and increase their
corporate value in the market.
complements its reach is another common prime purpose of income shape and techniques.7
Steps of the sales cycle are:
1. Prospect: Determining the sales head of the business is the prospecting step of it
enabling the sales manager of Hays Travel to analyze the obstacles and grievances and
the needs that lead differently in the organization.
2. Preparation: The obligation of the income crew to make each product to be had is taken
into consideration here and one-of-a-kind services are offered and products that may
convert lead into the ability clients of the organization.
3. Approach: It has become the obligation of the relaxation of the sales team to make the
right interplay and communication with the team of Hays Travel as they already
succeeded in attracting warm and heat lead toward their precise or distinctive
merchandise and services (Still & Edward, 2020).
4. Presentation: Making services and products to be purchased with their benefits and
offering facts to the customers associated with the product and offerings to enhance their
shopping intention should be done by the sales team right after the determination of the
want and the necessities of the leads.
5. Handling objections: Taking care of the grievances and clearing up the objections by
making the buying choice of customers in favor of the organization is another quality of
the skilled and qualified sales team of Hays Travel. Each consumer will have a
distinction of their problems and grievances of their thoughts associated with the services
of Hays Travel and ready to solve them with the assistance of the sales group and other
core members of the corporate.
6. Sales closing: To this degree, the clients have paid cash for a product; the company owns
specific modes of charge in step with the ease of the clients, and all the necessary steps
have been conducted with them ready to receive the service, inclusion of online-offline,
coins, and card strategies should be done so that no one faces any issues regarding it.
7. Follow up: In the current world is to offer the right offerings and comply with clients
after providing service to offer the excessive pleasure of customers with a wonderful
experience, hence following up is a must to maintain good relations and increase their
corporate value in the market.
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Conclusion:
The above-mentioned assignments and manual is based on the hospitality and travel agency
company named Hays Travel of London, UK. It can easily be justified and concluded from the
above-mentioned reports that the study of sales management is very significant for
accomplishing better success in the marketplace. Identifying out proper sales structure, handling
and implementing them along with its adoption and providing benefits is very crucial. Moreover,
Sales lead such as cold, hot, and warm leads along with their uses and benefits have been
discussed. Lastly, a proper sales cycle has been handed out with a view to having the potential to
attract clients.
Reference:
Digital School of Marketing, (2020), What is the main function of Sales Management, [online]
Available at: https://digitalschoolofmarketing.co.za/sales-blog/what-is-the-main-function-of-
sales-management/, [Accessed on: 2nd September, 2022].
Malek, S.L., Sarin, S. and Jaworski, B.J., 2018. Sales management control systems: review,
synthesis, and directions for future exploration. Journal of Personal Selling & Sales
Management, 38(1), pp.30-55.
Hays Travel, (2022), sales, [online] Available at: https://careers.haystravel.co.uk/sales,
[Accessed on: 2nd September, 2022].
Kaski, T., Niemi, J. and Pullins, E., 2018. Rapport building in authentic B2B sales interaction.
Industrial Marketing Management, 69, pp.235-252.
Putri, I.G.A.P.T. and Rahyuda, H., 2020. Effect of capital structure and sales growth on firm
value with profitability as mediation. International Research Journal of Management, IT and
Social Sciences, 7(1), pp.145-155.
Andros, S., Akimova, L. and Butkevich, O., 2020. Innovations in management of banks deposit
portfolio: structure of customer deposit.
Lee, S.M. and Lee, D., 2020. “Untact”: a new customer service strategy in the digital age.
Service Business, 14(1), pp.1-22.
The above-mentioned assignments and manual is based on the hospitality and travel agency
company named Hays Travel of London, UK. It can easily be justified and concluded from the
above-mentioned reports that the study of sales management is very significant for
accomplishing better success in the marketplace. Identifying out proper sales structure, handling
and implementing them along with its adoption and providing benefits is very crucial. Moreover,
Sales lead such as cold, hot, and warm leads along with their uses and benefits have been
discussed. Lastly, a proper sales cycle has been handed out with a view to having the potential to
attract clients.
Reference:
Digital School of Marketing, (2020), What is the main function of Sales Management, [online]
Available at: https://digitalschoolofmarketing.co.za/sales-blog/what-is-the-main-function-of-
sales-management/, [Accessed on: 2nd September, 2022].
Malek, S.L., Sarin, S. and Jaworski, B.J., 2018. Sales management control systems: review,
synthesis, and directions for future exploration. Journal of Personal Selling & Sales
Management, 38(1), pp.30-55.
Hays Travel, (2022), sales, [online] Available at: https://careers.haystravel.co.uk/sales,
[Accessed on: 2nd September, 2022].
Kaski, T., Niemi, J. and Pullins, E., 2018. Rapport building in authentic B2B sales interaction.
Industrial Marketing Management, 69, pp.235-252.
Putri, I.G.A.P.T. and Rahyuda, H., 2020. Effect of capital structure and sales growth on firm
value with profitability as mediation. International Research Journal of Management, IT and
Social Sciences, 7(1), pp.145-155.
Andros, S., Akimova, L. and Butkevich, O., 2020. Innovations in management of banks deposit
portfolio: structure of customer deposit.
Lee, S.M. and Lee, D., 2020. “Untact”: a new customer service strategy in the digital age.
Service Business, 14(1), pp.1-22.
UGWU, N.V. and Udanor, C.N., 2021. Achieving Effective Customer Relationship using
Frequent Pattern-Growth Algorithm Association Rule Learning Technique. Nigerian Journal of
Technology, 40(2), pp.329-339.
Ingram, T.N., LaForge, R.W., Avila, R.A., Schwepker, C.H. and Williams, M.R., 2019. Sales
management: Analysis and decision making. Routledge.
Still, R.R. and Edward, W., 2020. MBA-604 Sales and Distribution Management Decisions,
Strategies, and Cases.
Frequent Pattern-Growth Algorithm Association Rule Learning Technique. Nigerian Journal of
Technology, 40(2), pp.329-339.
Ingram, T.N., LaForge, R.W., Avila, R.A., Schwepker, C.H. and Williams, M.R., 2019. Sales
management: Analysis and decision making. Routledge.
Still, R.R. and Edward, W., 2020. MBA-604 Sales and Distribution Management Decisions,
Strategies, and Cases.
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