Sales Management: Principles and Techniques for Successful Selling

This presentation on sales management covers the analysis and applications of different principles for conducting successful selling at potential market areas. It focuses on Argos, a retail company, and provides insights into selling and pitching techniques, key principles for successful selling, conducting a successful sales pitch, cold calling and warm calling benefits, suggestions for introducing innovative sales techniques, and improving customer relationships.

Sale
Management

Table of Content
• Introduction
• Sell and pitch
• Key principles and techniques
• Sales pitch
• Cold calling and warm calling
• Suggestion
• Customer relationship
• Conclusion
• References

Introduction
Sales management is related to the concept of discipline which an organisation
adopt and there are several types of sales management practices which company can
implement to conduct their sales operations effectively. This presentation is based on
Argos which is part of retail industry. Topics which going to be cover in presentation
are analysis and applications of different principles for conducting successful selling at
potential market area.

Sell and pitch
How to properly sell and pitch Argos products in the Holborn store
For selling as well as pitching products of Argos within Holborn store, management of
company can adopt several ways out of that some are mention below :-
• Maintain Quality enhancement: It is one of the primary as well as main ways by that an
business firm can sell ad also pitch offering of Argos at Holborn store because get
attracted with the assistance of quality goods and services.
• Understanding Market needs: It is important for an organisation to determine demand,
needs, preferences as well as requirement of customers. So that, they will be able to sell
and pitch products in appropriate manner.

Key principles and techniques
Key principles and techniques for successful selling and how they contribute to building
and managing customer relationships.
It is important for Argos Company to follow several principles related to effective
selling because this will assist in developing and developing maintaining relation with
customers in appropriate manner, out of this some principles are as follows ;-
• Selling is about relationships
• Selling is not about company offering, but customer’s problem
• Price and value go hand in hand

Sales pitch
How to conduct a successful sales pitch to customers in Argos store
There are numerous ways that company can adopt for conducting sale effectively in
front of customers. Some of them are mention below which Argos will implement
within their working :-
• When Company will conduct sales pitch it is important for sales man to understand
customer’s requirement as this will assist in convincing the in proper ways.
• While performing sales pitch it is important for company to understand economic
condition of their customers because it will assist sales person in serving product as
per requirement.

Cold calling and warm calling
Discuss the benefits of cold, hot and warm calling
In marketing concept calling is related to pitching procedure to customers. There are numerous
types of calling which conduct through sales person within entire day to convince customers
for buying goods as well as services. There are few calling methods which are performed in
Argos that are mention below with their advantages :-
Cold Calling
• Through adoption of Cold Calling Argos company will able to develop direction relation with
customers without any requirement of opening mail.
• By implementing cold calling business firm will be able to understand customers needs,
requirement, preferences and so on which will assist sales person to sale product in respect
manner.
Warm and hot Calling • Through implementation of both warm and hot calling method Argos company sales person will
get confident in cracking deals. This is because employees of company has been already
contacted with customers and also result in saving time.
• Respective calling is not formal in nature that can assist respective company in developing
effective relationship with customers as well as retaining them for lifetime.

Suggestions
Suggestions to Argos CEO to introduce some innovative and recent sales technique
By understanding all situation, there are few suggestions for the CEO of Argos which help
them in introducing innovation as well as recent sales techniques within company:-
• Create own holiday
• Market more with innovation

Customer relationship
Discuss two new suggestion on how Argos can improve customer relationships.
In today’s scenario it is important for business firm to build proper relation with customers
because it will result in increasing sales and profitability. In respect of Argos they can also
adopt two main methods explanation are as follows :-
• For Argos it is crucial to understand need, demand, expectation and preferences of customers
because it will help them in designing products as per the requirement. Such practices will
help in making customers satisfy by fulfilling their need and wants in effective manner.

Conclusion
After going through entire discussion it has been summarised that, it is important
for every company to develop strategy which help them in serving their customers
in effective manner. Such type of strategies will help business firm in gaining
competitive advantages and also result in increasing sales.

References
• Jaskari, H. and Jaskari, M. M., 2016. Critical success factors in teaching strategic sales
management: Evidence from client-based classroom and web-based formats. Marketing
Education Review. 26(3). pp.171-185.
• Johnson, J. S., 2015. Broadening the application of mixed methods in sales
research. Journal of Personal Selling & Sales Management. 35(4). pp.334-345.
• Cuevas, J. M., 2018. The transformation of professional selling: Implications for leading
the modern sales organization. Industrial Marketing Management. 69. pp.198-208.

Thank You