Sales Management: Principles, Structures, and Techniques

This document provides an overview of sales management, including the key principles, benefits of sales structures, and techniques for successful selling. It discusses the importance of sales planning, methods of selling, and sale reporting. The concept of 'selling through' others and its advantages are also explored. The document highlights how these principles and techniques contribute to building and managing customer relationships. The case study focuses on TUI Group, a leading travel and tourism firm.

Sales management

Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
P1 Key principles of sales management in relation to importance of sales planning, methods of
selling and sale reporting.............................................................................................................1
TASK 2............................................................................................................................................3
P2 Evaluate the benefits of sales structures and how they are organised using specific
organisational examples...............................................................................................................3
P3 Importance and the advantages of the concept of ‘selling through’ others............................4
P4 Key principles and techniques for successful selling and how they contribute to building
and managing customer relationships..........................................................................................5
TASK 4............................................................................................................................................7
P5 Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures........................................................7
CONCLUSION................................................................................................................................8
REFERENCES................................................................................................................................9

INTRODUCTION
Sales management is considered as methods of forming force of sales, coordinating the
overall activities of sales as well as implementing their techniques that aids their business in
obtaining targets goals. Moreover, such longer term objectives may be board ranging so it is
maximising their sales volume, contributes towards success and also in profits. So, in order to
attain determined goals, sales manager have to plays several accountabilities like perform sales
anticipations, formulate accurate goals, training & development, compensation and many more
(Anderson and et. al., 2020). Additionally, sales management also incorporates establishing key
intent that have to be attained through firm’s staff. As per the scenario, the undertaken firm for
this report is TUI group, which is known to be the leading Anglo-German multinational travel
and tourism firm having headquarters is in Hanover, Germany. Also, this is also the huge leisure,
travel & tourism firm across the world as well as they basically have their own hotels, travel
agencies, retail ships, airlines and cruise ships. The topics that are going to covered in this report
are sales management key principles sales structure advantages, effectiveness and benefits of
selling through concept. Moreover, importances of developing sales strategies are also described
in this report.
TASK 1
P1 Key principles of sales management in relation to importance of sales planning, methods of
selling and sale reporting.
Within current highly competitive travel as well as tourism marketplace, this is essential for
all firms to adapt various techniques, principles and others. Moreover, travel and tourism
marketing sales incorporates promoting & selling several services related to sales, holiday
packages, attractions and others. Sales management is undertaken as business methods that are
essentially focused upon practical technology as well as usages of sales techniques and also
manage organisation’s sales practices in effectual way. Moreover, this is vital business activities
as well as operations that assist in enhancing new sales with assistance of goods or services sales
in order to gain higher profits (Danyliuk and Dashkevych, 2020). Also, it is crucial for TUI
Group for reaching with maximising competitions as well as needs to developed several
techniques for minimising cost and maximise revenues. In addition to this there are various sales
management principles in context to sales planning which are discussed below:
1

 Manage the individuals independently: This is undertaken as one of the vital sales
management principles that aids to manage individuals as independently. Moreover for
being effectual sales manager, it may not manage its person within group. Also, this is
vital for TUI Group is to facilitate praise into team atmosphere as well as encourages
them to obtain determined objectives. Through managing individuals on independently so
that they may perform their task in order to gain higher revenues through selling several
services to audiences.
 To be goal oriented: This is also known as vital sales management principle that
determines regarding intent which is develop through firm. Within TUI Group, their sales
manager are developing objectives as well as insisting upon reaching them through
utilising telecommunications. Moreover, the employees are always communicates related
to objectives as well as that are become competent for managing goal- oriented practices
and much individuals would determines that hitting targets is key intent of growing
business. In case firm perform sales planning before reaching with specified objectives in
order to obtain huge revenues and profits in effective way.
Methods of selling as well as sales reporting:
There are several kinds of selling method that are helpful for firm into the promotions of
its service within clients. These are discussed below:
 Consultative selling: This is undertaken as the techniques as well as method that is whole
regarding communication among clients as well as sales person. Moreover, respective
concept is essentially utilised for strategic questioning competencies as well as
capabilities for involving into dialogue with clients or targeted consumers. TUI Group
may also utilised respective method in order to obtain exact feedbacks or reactions of its
audiences towards its facilities or services.
 Sales reporting: This defines that trend that incurs within sales volume of entity into
specified time duration. Additionally, this is known to be the common method that
highlights trends which rise into company’s sales volume into determined time durations
(Dugan and et. al., 2020)(HR and Aithal, 2020). Also, this represents the maximising as
well as minimising trends of firm’s services. In addition this, TUI Group sales manager
may determine trend for ascertaining effective possible plan of action.
2

TASK 2
P2 Evaluate the benefits of sales structures and how they are organised using specific
organisational examples.
Within current highly competitive travel as well as tourism marketplace, sometimes
workers do not perform effectively within entity so it would impacts organisation sales and
profits. In this circumstance, several figures are highlighted towards common tactics of entity.
Also, various times, sales structure problems are incurs within business. Also, this is vital for
venture, to opt effectual structure of sales for them as it would become competent in order to
perform high success of firm (Jobber, 2020). So, there are several kinds of sales structures that
may be utilised through entity but this essentially based upon sales force size as well as
distinguish based upon market segmentation of firm. Within it, in case company is opted
effective structure of sales so it would aids to minimise cost, develop efficiency and maintaining
loyalty within clients.
There are several sales structure forms that are utilised in TUI Group are discussed below:
 Geography based structure: Various firm are utilising respective structures so they can
simply obtained much revenue as well as profit. In case firm’s sales is depends upon
geography so this would permit sales individuals for determining its marketplace as well
as this aids to develop effective approaches to areas. Furthermore, this would aid them to
minimise confusion within sales individuals related to particular places in which they are
offerings.
 Market based structure: This depends upon clients that are present within marketplace as
well as this is known as customer based structure. Moreover, the consumer has several
requirements as well as this key role of organisation is for satisfying its desires for being
satisfied. In case sales individuals become expertise to deal with several forms of
purchaser so they are become competent in order to develop several sales techniques in
effectual way (Johnson, 2020).
Along with this, there are several advantages for entity like TUI Group in case they are
utilising exact sales structure into firm. Such advantages of various sales structure are discussed
below:
 Geographical structure: This highlights that clear accountabilities into selling duty which
defined what are the key roles that are conducted through team of sales of entity. Also, this
3

highlights that what kind of product lines as well as marketplace they are exactly dealing
with.
 Market based structure: It is essential as it would impacts marketplace actual results that
affects upon encouragements, opportunities and decision of economies that are involve into
market.
P3 Importance and the advantages of the concept of ‘selling through’ others.
Selling through is the concepts providing understanding about clients, person as well as
firm are not become competent to obtain offering unless it formulate available commodities at
particular areas or availing similar services (Peterson, Albaum and Crittenden, 2020). Also, the
entity influence consumers to avail those services in such are facilitated within larger
marketplace. Moreover, this is calculated at particular time period (generally one year). This
undertakes when sales are develop directly while on other hand this consider to sales develop
with assistance of various channels.
Importance of selling through:
Selling through is regarded as vital concepts for all kind of business within whole
industry including travel and tourism. As this it essentially for those who sell tough or higher
value offerings to other instead of clients. TUI group may manage selling through recruiting
sales representatives who are responsible for contacting with guests over calls; influence them to
visit once and others. in addition to this, it have been much tough for entity for dealing with
guests, unless it sent information about their services through mails, sms and others. Along with
this, “Selling through” others incorporating selling that is performed with assistance of
marketing team, travel agents and others (Rangarajan and et. al., 2020). This is so it plays vital
role that may be cost effectual for entity to reach with expected client instead of selling them
directly. Within TUI Group, this is one of the known travel and Tourist Company as well as
operates into own hotels, travel agencies, retail ships, airlines and cruise ships across the world.
Thereafter, it facilitates services directly to its workforce audiences in effectual way.
Benefits of the concept “Selling Through”.
Selling through is undertaken as much cost effectual manner of reaching with clients
instead of selling directly to them. In case, TUI Group is interested to targets travellers who have
keen interest into travelling. Additionally, it would aid them to develop that services that are
simply reachable to tourist through exploring geographical areas of business. In case entity
4

facilitates several facilities by several channels thereafter whole accountabilities of selling goods
or services comes upon selling team as well s for it the team of sales have to render effective
training. Also, organisation’s marketing or sales manager are dealing with audiences in simpler
way as well as they know effectively that how it may become competent to deal with huge
number of clients within marketplace. it negotiates that is possible into such cases.
P4 Key principles and techniques for successful selling and how they contribute to building and
managing customer relationships.
There are several variation into sales like either they sell various products or service to
different sectors which has many kinds of client as well as methods for all (Ranjan and Friend,
2020). So, there are various principles of selling some of them are discussed below that would be
helpful for TUI Group:
 Selling is whole about relations: Within corporate world, developing relation is much
essential. Also, this do not matters what sale but ultimately the ability is to win that sales
comes into form of developing relation with purchaser which are related through firm
sellers. In addition to this, there is large competition within marketplace so as entity
required to make loyal clients as well as developing effective relation with them.
Moreover, in order to maintain effectual relations, TUI Group has to maintain a relations
that incorporates developing rapport, determining requirements and others. also, it are
facilitating effective service as well as goods to its guests on time so it would helpful in
formulating as well as managing consumer relation in much appropriate way.
 Those who listen, win: It is also undertaken to be one of the essential principle of selling
as this is vital to become successful into selling which firm should understand the
requirements, expectation and problems of its guest for developing stronger as well as
healthy relations. For TUI Group, this is only a n effective manner for feeling as well as
understanding customers issues, this may only occurs through listening which it may
identified purchasing signals as well as then close te deals efficiently by making customer
happy and satisfied.
 Sale is not about products, but its issue: For an entity, this is vital for promoting its firm
reputations, offerings and others into this manner several problems may incurs while
performing sales. In addition to this, it is needed for entity to keep its requirements at
prior basis thereafter it may summarise desires of entity facilities in such manner of
5

convince. In respect of TUI Group have key to success into sales as it is for counting
several kinds of requirements for determining the pain besides purchasing or availing
decisions. along with this, individuals may usually undertakes decision for considering
several services associated travelling. Also, it would be main aspects to sell for judging
issues as well s let it within emotional portion of purchasing decision thereafter justify
this along with values advantages and others. In case firm resolve many problems of ist
audiences related to offerings so it would aids them to formulate as well as manage
effective consumers relations in efficacious way.
 Price and value go hand into hand: The facilities are selling where firm services like
hospitality facilities might be into competition whose characteristics can rarely modify
but costs do not. In addition to this, service’s costs that are facilities through company
may be describe the service’s value that may provide to their potential services. In case
service taker thoughts that firm offering is premium as they developed some values. Such
as, sales man obtain actual hung up whole price as well as came up with outcomes it
could be the reasons of failure into selling but actually it came to understand that cost is
irrelevant in case they may develops offerings values. While on other side, positive
feedbacks is one of the effectual way for developing effective relationship among firm
and audiences (The 5 Principles of Successful Selling, 2020).
Techniques for successful selling:
 Engage with consumer upon social media: It is undertaken to be essential technique as
travellers of all age groups are utilising the networks of social media in which they
provide information regarding travel products, share experiences or share its preferences
(Rapp and et. al., 2020). In respect of TUI Group may utilise this technique with
assistance of videos, images and others as well as encourage customers to follow them.
Also, listening to its comments as well as receiving feedbacks aids them in developing
better tailored trips as well as packages. This enhances their sales and builds relationship
with clients.
 Maximise firm offer by integrating with GDS system: It is also essential technique for
successful selling as this is effective way for staying ahead of its rivals is through
providing effectual prices upon a worldwide ranges of higher quality transfer services,
rental cars, excursions and many more. In respect of TUI Group, with travel software
6

they can able to provide effective services in simple way by XML integrations with
various hotel system. Also, combining several sources within a innovative travel
experiences undertakes its services to next level.
TASK 4
P5 Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures.
TUI group is known to be the leading Anglo-German multinational travel and tourism firm
having headquarters, is in Hanover, Germany. Respective firm have gained distinctive positions
within United Kingdom into travel and tourism industry (Sharma, 2020). Within entity sales
strategy planning plays essential role. Also, there are various effectiveness of sales strategy for
TUI Group that are discussed below:
 Maximising profit and sales: They benefits of sales planning is to maintain as well as
develop profit and sales into determined time duration. Also, the sales plan have been
developed that may drives towards obtaining high profits. There are several factors like
monetary plans; areas as well as obviate expenditures which may attain objectives of
enhancing sales into specified time duration. In case whole element are incorporated into
sales planning for maximising their annual turnover of firm.
 Effective understandings of clients: The key intent of sales strategy is to determine
several marketing trends as well as their consumer’s requirements. in order to formulate
effective sales strategy, entity may simply analyse all kinds, tastes and preferences of its
purchasers as well as based upon its demands facilitated them exact commodities. Along
with this, sales strategy incorporates market research through that firm may simply
determine its expected purchaser requirements so it would aids in examining its client’s
requirements as well as expectations appropriately.
 High consumer’s awareness: The sales strategy is vital as this aid in creating awareness
within consumers related to entity’s goods or services. Moreover, this would aids in
forming as well as developing clients traits towards firm as well as it would become
competent for buying innovative or new goods or services of entity. So, TUI Group may
also maximise their consumer awareness through facilitating them new as well as
innovative offerings (Tallón-Ballestero, 2020).
7

CONCLUSION
Based upon the above report, this has been conclude that this is essential for all industry
including travel and tourism sector to manage sales as this is methods of forming force of sales,
coordinating the overall activities of sales as well as implementing their techniques that aids their
business in obtaining targets goals. Moreover, there are several main principles of sales
management which aids firm to perform their business activities smoothly. In addition to this, the
concept selling through is vital mainly for small ventures, who sell higher value commodities.
Also, selling through is much cost effectual manner in order to reach with larger consumers
instead of selling directly to them.
8

REFERENCES
Books and Journal
Anderson, R.E., and et. al., 2020. Provenance, evolution, and transition of personal selling and
sales management to strategic marketing channel management. Journal of Marketing
Channels, 26(1), pp.28-42.
Danyliuk, V.O. and Dashkevych, D.R., 2020. The Peculiarities of Sales Management in Business
Organizations of Various Industries. Бизнес информ, (9), pp.276-283.
Dugan, R., and et. al., 2020. Sales management, education, and scholarship across cultures: early
findings from a global study and an agenda for future research. Journal of Personal
Selling & Sales Management, 40(3), pp.198-212.
HR, G. and Aithal, P.S., 2020. Input and Output Driven Sales Personnel Performance Measures:
Insights from an Experiment. International Journal of Case Studies in Business, IT, and
Education (IJCSBE), 4(1), pp.23-37.
Jobber, D., 2020. Selling and sales management.
Johnson, J.S., 2020. Developing qualitative propositions in sales research: existing approaches
and a new multiphasic technique. Journal of Personal Selling & Sales
Management, 40(1), pp.19-24.
Peterson, R.A., Albaum, G. and Crittenden, V.L., 2020. Self-efficacy beliefs and direct selling
sales performance. International Journal of Applied Decision Sciences, 13(4), pp.448-
463.
Rangarajan, D., and et. al., 2020. People, process, and performance: Setting an agenda for sales
enablement research. Journal of Personal Selling & Sales Management, 40(3), pp.213-
220.
Ranjan, K.R. and Friend, S.B., 2020. An integrative framework of sales ecosystem well-
being. Journal of Personal Selling & Sales Management, 40(4), pp.234-250.
Rapp, A.A., and et. al., 2020. When time is sales: the impact of sales manager time allocation
decisions on sales team performance. Journal of Personal Selling & Sales
Management, 40(2), pp.132-148.
Sharma, S., Is Sales Management Impact the Organisation?.
Tallón-Ballesteros, A.J., 2020. The Design of ERP Intelligent Sales Management System. Fuzzy
Systems and Data Mining VI: Proceedings of FSDM 2020, 331, p.413.
Online
The 5 Principles of Successful Selling. 2020. [Online]. Available through:<
https://www.linkedin.com/pulse/5-principles-successful-selling-daniel-disney->
9