Sales Management: Principles, Structure, and Selling Through Others

Sales Managment

Contents
INTRODUCTION...........................................................................................................................4
MAIN BODY...................................................................................................................................4
TASK 1............................................................................................................................................4
P1. Sales Management: Important principles..............................................................................4
M1. In reaction to consumer and company buying behaviour, sales management principles
will differ.....................................................................................................................................6
TASK 2............................................................................................................................................6
P2. Advantages of Structure of sales...........................................................................................6
Benefits of sales structures..........................................................................................................7
P3. Describe the benefits of the notion of 'selling through others.'.............................................8
M2. Evaluate the execution of various kinds of sales structures critically.................................9
TASK 3............................................................................................................................................9
P4 Examine the key selling ideas and practises, as well as how they contribute to the
development and management of client relationships................................................................9
M3 Evaluate the implementation of effective selling principles and strategies to particular
organisational instances in a critical manner............................................................................11
D1 Create a well-thought-out, thoroughly substantiated critical assessment based on a
thorough knowledge of sales management, structure, and selling tactics in the context of an
organisation...............................................................................................................................11
TASK 4..........................................................................................................................................12
P5 Describe the significance of establishing high-profit sales tactics and implementing
account management into sales structures................................................................................12
The sales cycle .........................................................................................................................12
M4 Examine how sound financial concepts and effective portfolio management may result in
higher profits and a competitive advantage..............................................................................13
D2 Analyse and give solutions on how to enhance financial sustainability through sales
structures and techniques..........................................................................................................13

CONCLUSION..............................................................................................................................14
REFERENCES..............................................................................................................................16
Books and Journals ..................................................................................................................16

INTRODUCTION
In today's business world, every company strives to boost sales in order to meet its goals
and objectives. Some businesses want to expand their sales, while others need to make money.
However, it can only be done in the long run if the organization's sales efforts are increased. In
order to understand the concept Skoda is taken into consideration (Borowski, 2021). It is an
automobile manufacturer that was established in 1895. The organisation has its headquarters in
Mladá Boleslav, Czech Republic. In order to complete this report there is discussion related to
the principles of sales that help the company in proper planning as well as reporting. It is seen
that there is direct impact of these principles on the consumer and business buying behaviour so
it is also evaluated in this report. There are a number of benefits associated with the structure of
sales so there explain with the help of example. As well as there is explanation related to the
advantages of selling through others in this report. It is important to study about the techniques
that make the selling successful and help to manage customer relation this is explain with the
help of example. In the end of the report there is discussion related to the importance of sales
strategies that enhance the profitability position of the company and help them to gain
competitive edge.
MAIN BODY
TASK 1
P1. Sales Management: Important principles
Sales management is the activity of management that ensures that everything in the
organisation connected to selling products and services is in order. For Skoda, sales management
is the process of a sales team creating and directing all sales activities with the application of
sales strategies (Hedonists, 2020). If a business wants to make money, it must manage its sales
strategy. It encompasses not just the sale of a product, but also services such as hiring, training
and development, and encouraging salespeople. It also focuses on the coordination of sales
department activities with the implementation of sales strategies that produce income for the
company.
Principles of sales management
It is vital to have knowledge and understanding about the principle of sales as it helps to
achieve the goals and objectives effectively. It is seen that the company who follows these