Sales Management: Principles, Structures, and Techniques

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:
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 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.
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