Benefits of Sales Structure and Preparation: HSBC Example

Sales Management

TABLE OF CONTENT
INTRODUCTION....................................................................................................................3
P1 Explain the important values related to managing the sales and importance of planning of
sales, ways of selling and reporting sales...........................................................................................3
M1 Assess how principles related to sales management will be diverse in response to buying
behaviour of consumer......................................................................................................................6
TASK 2......................................................................................................................................6
P2 Assess the benefits related to structure of sales as well as how make preparation by adopting
particular example in reference of organisation................................................................................6
M2 Assess the execution of various types of sales structure by adopting specific organisational
example.............................................................................................................................................9
P3 Determine the importance, benefits of concepts of “selling through’ others............................10
TASK 3....................................................................................................................................12
P4 Assess the key principle and technique for successful selling and how they make contribution
to maintain relationship with customer in reference of specific organisational example...............12
M3 Assess the application of successful selling principle and technique in relation to the specific
organisational example....................................................................................................................14
TASK 4....................................................................................................................................14
P5 Define the significance of developing strategy related to sales that increase profit and
incorporating account management within sales structure............................................................14
M4 Assess how core finance principle and successful portfolio management cat lead to enhance
profit and competitive advantage....................................................................................................16
CONCLUSION.......................................................................................................................17
REFERENCES.......................................................................................................................19
Books and Journals..........................................................................................................................19

INTRODUCTION
Sales management is a process through which the manager of the company focuses on
adopting different tools as well as technique related to sales and handling the various
operations related to sales. In addition to this it is essential function of the business to provide
high quality product and services to its customer in order to increase level of profit and
accomplishing vision and mission of organisation during the period of time. In addition to
this for managing the sales in an effective manner it is necessary to make effective planning,
hiring of capable sales staff as well as sales reporting in order to perform different function
and activity in an effective manner. This report is carried upon HSBC. It is the British
international investment bank that provides financial services to its customer. This company
was founded by Sir Thomas Sutherland which is located in London, UK. There is a wide
range of product and services provided by the company such as retail banking, investment
banking corporate banking as well as private banking services to its customer in order to
retain them for a longer period of time. There is significance related to managing the sales in
an effective manner are mentioned in this report. Apart from this there are various benefit in
relation to the sales structure as well as the importance benefit of Concept related to selling
through others is mentioned in this report. There is various principle as well as technique for
selling and maintain the good relationship with its customer for increasing high profit and
sales in future period of time. They also implement the effective strategy related to sales in
order to gain high profit during the period of time(Paulson, 2020).
TASK 1
P1 Explain the important values related to managing the sales and importance of planning of
sales, ways of selling and reporting sales.
Managing sales is considered as a process through which the organisation focuses on
providing direction to the salesperson for accomplishing mission as well as mission in short
span of time. In context of HSBC the supervisor of the company focuses on providing
effective training session for its employees in order to boost growth as well as development
of Organisation in upcoming time period. In managing the sales it is necessary for the
company to manage the sales person controlling the various activities in relation to sales and
implementing different kind of technique related to sales for a completion target in given time
period. Sales manager plays an important role within business organisation in order to lead

the sales team. It is the responsibility of supervisor to lead its team in order to accomplishing
goal of boosting productivity as well as revenue. The main focus of HSBC is to provide
different kind of product and services to its customers such as financial services, retail
banking, private banking, credit card as well as Wealth Management and many more for
gaining more and more revenue. In addition to this it is necessary to generate the culture
related to sales person that help in creating passion as well as increasing moral between the
individual people. HSBC focuses on directing as well is controlling the different function and
activity which is performed by the employees of the company for achieving sales target
during the period of time. There is different kind of services related to finance for providing
better services to customer (Ishihara and Zolkiewski, 2017). In addition to this it is vital to
create the culture in relation to other staff that aids assistance in generating passion and
boosting the moral among the different subordinate of the business organisation during the
period of time. Therefore there is different kind of elements or factor related to sales
management that is given beneath:
Sales planning: It is necessary for managing the sales in an effective manner to set
effective objective towards the sales person in order to perform their work in an effective
manner. There are various individual focuses on whole target related to sales as well as
strategy related to demand and supply. In reference of HSBC the supervisor focuses on
building proper target related to sales for achieving it in given time period. It aids assistance
in increasing the level of sales as well as profit in upcoming time period.
Hiring of sales staff: The sales manager focus on handling those sales persons that
perform their work under them. This enlarges from the process of hiring of salesperson in
order to perform different work in an effective manner. They also focuses on providing
effective training session to its employees in order to accomplish vision and mission of
organisation in short span of time. In discourse to this, the top management of HSBC focuses
on hiring capable subordinate for executing various activities and task of organisation in
better way. Therefore this fills with capable candidate on available job with capable person
within business organisation.
Sales reporting: Herein, for managing sales in better manner the manager focuses on
assessing KPI for it staff. By implementing this kind of indicator named as KPI that help
supervisor to track as well as maintaining adjustments for boosting level of performance or
productivity (DiLorenzo, 2016). Through this indicator the top management assess whole

performance of salesperson in an effective manner it help in taking appropriate decisions
which will be beneficial for success as well as development of company during the time
period. The top management of HSBC focuses on implementing the indicator for assessing
the performance level of different sales person in individual manner that helps in boosting
profitability in upcoming time period. Therefore it is necessary to determine the different
kind of factor related to managing the sales in an effective manner for providing better
services to its customers as per their needs. In addition to this there is various type of
Importance of sales management in relation to HSBC that is going to be mentioned
beneath:
Handle the sales force: The importance of managing sales is that it is the duty of
manager to perform all the activity related to hiring, choosing providing effective training
session as well as performance management and providing benefits to the staff in an effective
manner. By adopting this method it help the manager to select the superior employee or staff
for performing different work within organisation (Prewitt and Riggs, 2018).
Influence sales: the significance of sales management is that the supervisor focuses
on influencing the staff so that it generates curiosity in them to marketing of their product in a
better manner. The focus is on generating lead that helps in achieving favourable outcomes
during the period of time.
Provide training session to its staff: It aids assistance in boosting capability, skill as
well as knowledge of specific individual person so that helps in resolving queries of customer
in an effective manner. Therefore it has been stated that training is very important for
generating lead within business organisation. The manager of the company focuses on
providing effective training related to providing different kind of product and services to its
customers such as retail banking, investment banking as well as Mortgage Loan and financial
services and many more
Build effective goodwill and reputation: the top management of HSBC focuses on
providing information to its customer related to the innovative product that help in increasing
brand image and reputation of company in mind set of user at Marketplace.
Handle the sales data: it is necessary for the manager of HSBC to collect the
necessary information in relation to the market trends as well as preferences of user their
income that imposes direct impact on the process of selling.

Assess the performance: it is necessary for supervisor of HSBC to assess the desired
or actual performance in order to find discrepancies that help in taking good decision which
will be beneficial for a firm (Gharib, Duwe and Weber, 2018).
Encourage sales force: for managing the sales in an effective manner it is necessary
to accomplish the target related to sales in order to motivate them.
CONSUMER BUYING BEHAVIOUR MODEL
ENVIROMENTAL iNFLUENCES- The factors related with this includesfirms
marketing commmunication, soci-cultural environment and situational factors.
Individual influences- This involves psycholohgical aspects, lifestyle, demographics,
economic situations.