Key Principles of Sales Management for High Profitability - Desklib

Business

TABLE OF CONTENT
INTRODUCTION ..........................................................................................................................3
MAIN BODY...................................................................................................................................3
Examining the key principles of sales management in relation to the importance of sales
planning, methods of selling and sale reporting..........................................................................3
Evaluating the benefits of sales structure and how they are organized using examples..............4
Importance and advantages of selling through others..................................................................5
Analysing the key principles and techniques for successful selling and its contribution to
manage customer relationship......................................................................................................6
Explaining the importance of developing sales strategies to have high profitability..................7
CONCLUSION................................................................................................................................9
REFERENCES..............................................................................................................................10

INTRODUCTION
The Business refers to the term which used to define the enterprise what is engaged in
some commercial, industrial and professional work or activities. The business can be made for
the profits or for the non- profits. The assignment is based on the KFC which is the fast food
restaurant dealing in the veg and non- veg food items. The report will outline the key principles
of the sales management which are relating to the importance of the sales planning, methods of
selling and sales reporting. Further this report has evaluated about the benefits of the sales
structure and how they organized by using organizational examples. It will also describe the
importance and the advantages of selling through others. Furthermore, this report will also
analyse the key principles and techniques in order to have successful selling that have
contributed in the customers relationships with examples. At last, this report has outlined the
importance of sales strategies that increases the profitability and incorporating accounting
management with sales structure.
MAIN BODY
Examining the key principles of sales management in relation to the importance of sales
planning, methods of selling and sale reporting
The key principles of sales management are as follows:
1. Manage the people Individually: In order to be the successful sales manager, the
person must manage the individuals in groups which makes the work easier. By
having the group work it helps the sales manager to have proper sales planning in
order to sell the products in the market (Grigorova, 2019). They can provide
training to their groups to have the goof sales planning and helps the organization
to sell more products.
2. Maintaining discipline in the organization: It will be impossible for the company
to survive without having discipline. The discipline includes the way of behaviour
of the employees and other staff in the complacent. The manager of the company

must focus on the different methods of selling by having the discipline in the
organization.
3. Treat the people nicely: As everyone in the organization wants to be treated with
the full respect. The managers of the organization must treat their staff nicely and
with manners (Favia and Welliver, 2019). In order to lead in the company the
managers and the larders must being nice with the employees which helps in
retaining the employees.
4. Be goal oriented: As the sales manager they must have the predefined goals and
they must make sure that the company is achieving the goals or not. By focusing
on the goals helps the company to create the good culture which help in
increasing the productivity and also helps the company in having the good sales
reporting. The sales reports are basically the summary of the selling done by the
company in order to manage the things.
Consumer buying process: The consumer buying process are the steps that the customer
tales in order to make the purchasing decisions (Groza, Zmich and Rajabi, 2021). It has some
steps which includes recognition of the needs and wants , searching of information, evaluating
the choices, purchases and evaluation of post- purchase.
Business buying process: The business buying process consist of the various steps which
includes recognizing the problem of business, developing specs to solve problem, selecting the
best supplier and ordering the product and at last evaluating the supplier performance and the
quality of product.
Evaluating the benefits of sales structure and how they are organized using examples
Sales structure is defined as the segmentation of the sales team in the specialized groups
in the company. By having the good sales structure it will help the organizational employees to
perform the best every day (Billups and Poddar, 2018). Improving the performance of the
employees helps the company to increase the morale and confidence. The sales structure of the
organization should be specified in order to manage the sales by having good product in the
market.
The cited organization is having the geographical organizational structure which helps
the company in maintaining and monitoring the sales across the various region of the country.
The organization has adopted the franchise model in order to sale its products in the different