Sales Training Management and Principles of Sales Management in Costa Coffee

SALES TRAINING

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................3
MAIN BODY...................................................................................................................................3
Key principles of sales management in relation to importance of sales planning, methods of
sales planning and sale reporting ................................................................................................3
Analysing the principles of sales management that are different in response to the customers
and business buying behaviour....................................................................................................4
Benefits of sale structure and how these sale structure are organised in McDonald's................4
Advantages and importance of the concept of “selling through others”.....................................5
Different types of sales structure-................................................................................................5
Principles and techniques of successful selling and they contribution towards building and
managing customer relationships.................................................................................................6
Importance of developing the strategy that yield the highest profitability..................................7
Finance principles and portfolio management leads to profitability-..........................................8
Recommendations over the ways under which the sales structure and approaches improves the
financial viability.........................................................................................................................8
CONCLUSION................................................................................................................................9

INTRODUCTION
Sales management is said to be the process of growing the force of sales, coordinating the
operations of sales and executing the technique of sales that permits a firm to hit consistently and
may even crosses the sale target. Sales training refers to the the process of enhancing the sellers
knowledge, skills and attributes to control the behavioural change of seller and maximization of
sale. This study is going to discuss about sales training management, principles of sales
management etc. in the reference to the company Costa coffee, it is an UK fast food & Coffee
chain that have it's store almost all over the world.
MAIN BODY
Key principles of sales management in relation to importance of sales planning, methods of sales
planning and sale reporting
Effective team members of sales :
sales person play a big role in achieving target, achievement of timely targets needs the
recruitment of best sales person for the firm, the team of sale department must involves the
members who are having a good knowledge about sales, market, consumer preference, products
and they must have different skills that are useful for the firm. For increasing the productivity of
the sales team member, the firm should provide effective training to the sales members so that
they can upgrade their ability, quality and capacity to tackle the consumers.
Creation of an reporting system that is effective :
The main essential part of the sales management is reporting. To increase the percentage
of dependability on performance of sales team there must have to be an effective process of
reporting, it can also be proved helpful in providing the performance of individual so that the
management can take strategic decision regarding that person, effective reporting system helps
the organisation in knowing the growth of sales in regard with past and future development or
predictions.
Accepting the situation of present and future :
To make sure the working of sales management effectively, the managers of the firm
must have to analyse and anticipate the upcoming condition of the merchandisers. Without the

good knowing about external and internal environment of the firm, the management of the firm
can never be able to create sales management rules or policies effectively.
Analysing the principles of sales management that are different in response to the
customers and business buying behaviour
Consumer behaviour refers to the aspects and parameter that provides the impact over the
purchasing power of the customers. The business buying behaviour is linked with the consumer
buying behaviour. As the business performs its operations in order to gain more consumers.
Therefore, the business buying behaviour is shaped by the consumer behaviour. The principles of
the sales management has been considered as different in relation to the consumer buying
behaviour and business buying behaviour. In case of consumer buying behaviour, the
organization focuses on the elements that are affecting the buying behaviour of the consumers
and on the basis of that, the policies has been formulated in order to meet the demand of the
customers. This is how, the principle of sales management has been performed in response of the
consumer buying behaviour. In case of business buying behaviour, the organization has to deal
with the B2B communication in order to ensure the buying and selling procedure of the business
(Guenzi, P.2020).
Benefits of sale structure and how these sale structure are organised in McDonald's
The sale structure of the U.K company, Costa coffee which is the largest food and coffee
chain in the world is having a geographical organizational structure. Costa coffee is operating
and controlling sales in almost each of the region of the country. Costa coffee is the first food
chain that has started it's own franchise model and they gives the franchise to people's based on
the regions , the sales department of Costa coffee head quarter is watching the sales occurring in
each region and investigate the sales shortfall and ensures to take some corrective actions. They
are currently working in 100+countries and every country is treated like the region and sub-
region occurring within the country. The franchise has the management model in which the top
one is president and middle one is vice president and lower one is staff (Islamgaleyev, 2022).
Advantages
Satisfaction of customer needs – Costa coffee is hard-working firm which is smoothly able
to expand their business in many regions by adding the taste of the particular region in the menu.