Sales Management: Principles, Scope, and Strategies at Argos

SALES
MANAGEMENT
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Table of Contents
INTRODUCTION...........................................................................................................................4
MAIN BODY..................................................................................................................................4
1. Definition of sales management..................................................................................................4
2. Principle of Sales Management...................................................................................................4
3. Scope of sales management at Argos..........................................................................................5
4. Task of sales person.....................................................................................................................6
5. Role of Argos sales department member.....................................................................................6
6. Stages of customer Buying behaviour process............................................................................7
7. Differences in B2C as opposed toB2B sales process.................................................................7
Importance of developing sales strategies that yield highest profitability....................................17
Key sale strategies for yield highest profitability..........................................................................18
Incorporating account management within sales structure............................................................19
1. Profit drivers........................................................................................................................19
2. Profit margin........................................................................................................................19
CONCLUSION..............................................................................................................................20
REFERENCES..............................................................................................................................21
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INTRODUCTION
It can be stated that it is the continuous process that develop organization sales force,
sales technique implement, and coordinating sales operation and helps the organization in
achieving the organization sales target. The sales management is important for the every business
it directly helps the organization in sales organization (Malek, Sarin, and Jaworski, 2018). In
this project detail analysis about the principle of sales management, scope & key aspect of sales
management at Agros, different task of sales person, role of sales department, stages of
consumer buying behaviour process and evaluate consumer buying behaviour process will be
discussed.
MAIN BODY
1. Definition of sales management
It can be abided that sales management is the universal process that recruit, motivate and
provide training to their sales department, coordinate and maintain sales operation so that
generate revenue for the business.
2. Principle of Sales Management
The principle of sales management guides the sales department for the selling activity.
1. Principle of equality
In the sale management the principle of equality play a vital role all the staff of the
organization should treat equally and fair with the every one and if the organization not treat
equality so the sale management think that other department getting preferential treatment and by
that effect on the sale target( Devaganesh, Dilipan, and Abirami, 2020).
2. Sales planning
The sale planning for the organization is done by the sales management is decided in
advance about the company quotas, strategy, forecasting of demand and sales target it
importance is that if the sales department plan sales in advance so it provides helps the company
and the production department that how much quantity they have to produce and also helps in
achieving objective
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3. Method of selling
The principle of sales management focus on the method of selling there are three method
of selling.
 Relationship selling
The relationship selling means that one company sale their product to another company
no involvement of customer where the one company sale their product to another
company like business to business selling it is important because every business need the
help of another business not all the company make all the product.
 One-off selling
The selling of the product with the help of retail shop it is important because organization
can’t directly sale their product to customer.
 Customer –centric selling
Create positive environment at the point of sale and it add value for the organization and
it is important for provide competitive edge.
3. Sale reporting
The sale management team of every organization is analyze key performance indicator
and through that identify the deviation by take corrective action and increase productivity it is
important for boost up sales.
3. Scope of sales management at Argos
1. Development and training of sales person
The new sales manager at Argos and its scope is provide development and training to the
sales person so that organization sales increase
2. Sales promotion
At Argos for the new sales manager scope in the field of sales promotion so by learning
new skill it can promote the sales at Argos products
3. Controlling the Sales force
The new sales manager of Argos can monitor and control the entire sales force team.
4. Distribution channel management
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