Sales Management: Principles, Structures, and Techniques

Sales Management

EXECUTIVE SUMMARY:
Sales management refers to executing the procedure of sales so that cost of production is
reduced and profits are heightened. The case study covers understanding of the topic sales
management and also states the principles regarding same. With context to organisation
Santander, various advantages is explained detailing about sales structure and its impact on
selling. Also channels of distribution is also discussed which can tell how the principles applied
on this behalf applied on this part is becoming helpful in process of successful sales procedure.
The report on sales management of Santander also gives a brief description regarding the
financial structure of selling procedure as well.

Table of Contents
INTRODUCTION...........................................................................................................................5
MAIN BODY..................................................................................................................................5
TASK...............................................................................................................................................5
Determine key principles of sales management in relation to the importance of sales planning,
methods of selling and sale reporting..........................................................................................5
Evaluate how principles of sales management will be different in response to consumer and
business buying behaviour...........................................................................................................8
Evaluate the benefits of sales structures and how they are organised using specific
organisational examples...............................................................................................................8
Explain the importance and the advantages of the concept of ‘selling through’ others............10
Critically evaluate the implementation of different types of sales structures using specific
organisational examples.............................................................................................................12
Analyse the key principles and techniques of sales management and how they contribute to
building and managing customer relationships in organisation................................................12
Critically analyse the application of successful selling principles and techniques in application
to specific organisational examples...........................................................................................14
Produce a coherent, fully justified critical evaluation based upon a comprehensive
understanding of sales management, structure and selling techniques within an organisational
context........................................................................................................................................15
Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures......................................................15
Evaluate how core finance principles and successful portfolio management can lead to
increased profitability and a competitive edge..........................................................................17
Critically evaluate and make recommendations on how sales structures and approaches can
improve financial viability.........................................................................................................17
CONCLUSION..............................................................................................................................17
REFERENCES..............................................................................................................................18
Books and Journals:...................................................................................................................18

INTRODUCTION
Sale management is the important term that should be understands by organisation so that
they can increase their sales and revenues (Kadir, Ridjal and Sjahruddin, 2020). It is the process
in which organisation develop sales force so that firm can achieve their sales targets. It also
includes coordination between sales operations and implementation of sales techniques so that
organisation can continually raise their sales. Every organisation has a objective that they
increase their sales revenue so that they can profits and survive well in the market place. In this
context, Santander is undertaken for identifying and analysing key principles of sales
management that include planning, methods and reporting of sales. Santander is the national
bank that provides banking services to public. Their headquartered has established in Boston,
Massachusetts and founded in 1902. They extend their operations through extension in North and
South America. This report covers the impact of application of principles in sales management.
Organisation needs to develop proper sales structure that helps to increase sales of products and
services. This report also covers techniques of sales management that helps to achieve
organisational targets. Sales management is very important for organisation because it helps on
achieving of organisational goals and objectives.
MAIN BODY
TASK
Determine key principles of sales management in relation to the importance of sales planning,
methods of selling and sale reporting
Sales management is the discipline that focuses ion implementation of sales techniques so
that organisation can increase their sales revenues(Yavirach, 2020). It is the process that focuses
on developing coordination between people and resources that helps to obtain their desired goals
and objectives. It is essential for organisation as it focuses on increasing sales volume that
directly enhances success and growth of their business. With the help of sales management
organisation can be focuses on long term goals by increasing profitability and productivity. It
deals with many activities that are related to sales of organisation such as formation of strategies,
promotion, pricing of products & services, and other management functions. Santander is the
large organisation that needs to focus on sales management so that they can make pre planned
strategies and implement them with the help of principles. Sales management can be improving