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Sales and Distribution Management

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Added on  2021-02-17

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In this report's understanding of sales management, we will analyze Sales management as the procedure of formulating a sales force, coordination of sales operation, sales technique implementation which allows a business to hit and surpass its selling targets. purpose and principles of sale management will be discussed. We will discuss if a manager is capable and skilled then there is a possibility that the firm will be able to pursue sales planning appropriately. You can also check "A Case Study of Marks and Spencer" where you will learn "Marketing Management of Marks and Spencer".

Sales and Distribution Management

   Added on 2021-02-17

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SALESMANAGEMENT
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Table of ContentsINTRODUCTION...........................................................................................................................1TASK 1............................................................................................................................................1P1 Key principles of sale management along with importance of sales planning, method ofselling and sale reporting............................................................................................................1M1 Analyse how the principles of sale management will be different in response to consumerand business buying behaviour...................................................................................................4TASK 2............................................................................................................................................4P2 Analyse the benefits associated with sale structures and the manner in which they areorganised.....................................................................................................................................4P3 Importance and advantages of the concept “ selling through” others....................................6M2 Critically analyse the implementation of different sale structure types using organisationalexample.......................................................................................................................................7D1 Produce a coherent and justified evaluation based on understanding of sales management,selling techniques and structure within organisation context.....................................................8CONCLUSION................................................................................................................................8REFERENCES................................................................................................................................9
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INTRODUCTIONSale is defined as a transaction between two entities or parties in which the buyer buyassets, goods or services in return of capital. In general, it is an agreement among sellers andbuyers for a selected service or good. Sales management is the procedure of formulating a sales-force, coordination of sales operation, sales technique implementation which allows a business tohit and surpass its selling targets (Drucker, 2012). Key aspects which are associated with salesmanagement are sales strategy, sales analysis and sales operations. Main purpose of salemanagement is not to manage sales in an appropriate manner but to manage those people whomake sales. This report is written in context with Marks & Spencer which is a UK basedmanufacturer and retailer of cloths, food and home products. Company is headquartered in. Thisassignment includes key principles associated with sales management in relation with method ofselling, sale reporting, sales planning. Benefits of sale structure are described along with themanner in which they are organised. At last, importance and the advantages of concept of sellingthrough is discussed. TASK 1P1 Key principles of sale management along with importance of sales planning, method ofselling and sale reportingSales management is an essential aspect to achieve success in a business as sale appraisesthe performance of an enterprise. To be a top retailer around world, M&S needs to properlymanages its sales. It is the responsibility of sales manager of M&S to manage sales of companyso that high profit margins and revenues can be earned. Sales management provide support tosales team so that they can work effectively and desirably. Sales management programs allowsthe sales team to be in contact with the clients due to which required improvement in productstake place on regular basis. Sales report defines what products are sold and where, this means itoptimizes distribution process also (Evans, Stonehouse and Campbell, 2012). Key principles ofsale management in respect with M&S are mentioned below: Manager makes a difference: Amount of sales a company generate is directlyassociated with the capabilities & abilities of the sales manager of that concernedcompany. A skilled sales manager is able to reduce employee turnover, enhancesproductivity and sustains a strong customer base for a company by providing required
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training to employees. Effective training of sales force results in generating high revenuesfor M&S which will helps the company to gain competitive advantage over rivalcompanies. If a manager is capable and skilled then there is a possibility that firm willable to pursue sales planning in an appropriate manner. Sales planning will benefits thefirm in achieving expected sales and revenue, if manager is capable to work desirably.Sales planning will benefit the firm in acknowledging market demand with the help ofappropriate selling techniques. Manager can use feature selling in which features of aproduct are specified to customers so that a stabilised sales can be maintained. Anefficient sales manager will be able to acknowledge sales report in a desired manner.Sales report will allow the manager to know whether sales of a company are increasing ordecreasing. Leads by example: Manager in sales department needs to incorporate self-discipline inits working behaviour so that they can efficiently leads their team and department. Salesmanager in Marks & Spencer needs to strictly follows all the procedures and policies ofcompany so that a proper standard can be maintained within workplace. A successfulsales manager, must guide their subordinates by teaching them the tactics by which salesof company can be enhanced.Leading by example and experience will benefit thecompany in formulating an effective sales plan. This sales planning will define whatproducts M&S wishes to sell and in what quantity. Sales planning will allow thecompany to know about appropriate selling method or technique which will allow thefirm to gain competitive advantage over rival companies. Different selling methods willguide sales team to achieve desired outcomes. With the help of sales report, manager inM&S can change the policies and procedures which acts as a barrier in achieving desiredsales. Golden rules of sale management: Another way by which a company can enhances itssales is through treating their workforce as a valuable asset. If welfare of employees willbe given consideration, they will deliver their best performance. Thus, a sale managerneeds to treat its employees with respect and care so that they can feel more connectedwith M&S. This will helps them in convincing customers to buy products and service ofcompany which will results in enhanced sales (Goebel, Deeter-Schmelz and Kennedy,2013). If employees in a firm will be treated as an asset then it will become easy for them
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