Sales Management: Task 4 and Task 5

Sales management is a discipline that focuses on enhancing sales and profits in a business. This presentation covers topics such as managing customer relationships, key principles and techniques of CRM, importance of developing sales strategies, and core finance principles for successful portfolio management. It concludes with recommendations for implementing an effective sales structure.

Sales Management
Task 4 and Task 5

Cover Content

Introduction
 Sales management is a quite vast discipline in business which helps in
enhancing sales of a company thereby leading to enhanced growth and
profits as well.
 Sales management is an essential tool whose main focus is to
practically apply sales tools and techniques which will further help in
maximising sales and profits in a business

Managing Customer Relationships
 For enhancing sales and profits of a business it is necessary that every
business concern focusses on adopting customer relationship
management.
 Customer relationship management is a process which managers of a
business undertake to improve customer's satisfaction and develop
stronger and effective relationships with them.

Key principles and techniques
 Various techniques of CRM include outsourced solutions, off the shelf
solutions, customer software and managed solutions as well.
 Outsourced solutions
 Customer oriented software
 Master the art of possible
 Excel at delivery

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 Outsourced solutions: Outsourced solutions are important as
application service providers provide effective web based solutions to
business concern which further help in improving customer and their
relationships.
 Customer oriented software: For enhancing customer's satisfaction
and sales performance managers of Marks and Spencer adopt
customised software

Principles
 While adopting these techniques managers of Marks and Spencer will
also have to follow certain rules and principles so that authenticity and
effectiveness of business practices is ensured. These principles have
been mentioned as under:
 Master the art of possible
 Excel at delivery

Critical Analyse
 By applying the above stated principles and techniques Marks and
Spencer will be able to enhance their overall customer base and satisfy
needs and wants of customers.

Importance of developing sales strategies
 Sales strategy refers to a process or a plan which is constructed by
business concerns so as to improve their overall sales and profits at a
quicker paced.
 This also helps in delivering longer sustainable positions to business
concerns.

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It helps in addressing needs of customers: Every time a new customers joins a brand, assisting
them will be a complex process as managers will haver to adopt new tools and techniques as
compared to current customer requirement.
It enhances return on investment of sales team: Formulating strategies and policies is a lengthy
process which expects managers of a business concern to be well aware about what their future
prospects are or what they are aiming at.
It helps in hiring the right people: Hiring or employing staff is every important for every
business concern as without an effective workforce no business can perform with effectiveness.

Core Finance Principles And Successful
Portfolio Management
 By adopting effective financial principles managers of Marks and
Spencer are able to develop effective and stable relationships between
reallocation of assets as well as creating value for inputs.

Recommendations
 By infusing an effectively planned and organised sales structure it is
examined that sales ratio and profits of a business will get a stable rise.
 It is recommended that managers should keep an exact record as to how
much sales has been done in how much time.

Conclusion
 From the above mentioned PPT it has been concluded that adopting an
effective and focussed sales management is quite important as it will
help in enhancing growth rate, productivity and profitability of
business.

References
 Chapman, J., Schetzsle, S. and Wahlers, R., 2016. An innovative,
experiential-learning project for sales management and professional
selling students. Marketing Education Review. 26(1). pp.45-50.
 Cummins, S., Peltier, J. W. and Dixon, A., 2016. Omni-channel
research framework in the context of personal selling and sales
management: a review and research extensions. Journal of Research in
Interactive Marketing. 10(1). pp.2-16.