Sales Structures and 'Selling Through Others'

This document evaluates the relative merits of how sales structures are organized and recognizes the importance of 'selling through others'. It discusses the structure of Argos sales team, benefits of sales structures, role of Argos sales team, UK and EU legislations that help organize the Argos sales department, and implementation of different types of sales structures.

Sale Management
Evaluate the relative merits of how sales structures are organized, and recognized the
importance of 'selling through others’.
The selling organization is known as a concept embraced by the company management
department. There are several variables, like the distribution model, regional or industrial strategy,
commodity type, among many others, can be involved within business. The company's management
system executes numerous of tasks which involving preparation, supervision, coordination,
promotion as well as delivery.
Evaluate some benefits of sales structures and how they are organized
There are some benefits of sales structure explanation of these are as follows :-
Geographic organization structure: The national distribution system is that which typically
coordinated while the company performs operations at individual level within some metropolitan
areas. The results are:-
 It incurred low cost.
 Less chance of duplication with customers.
Market based structure: That is also the foundation of the consumer support team. It is
coordinated whether the company or consumers align their focus categories. The results are:-
 This business is willing, through knowing their desires & expectations, to establish close
ties with consumers.
 In this management control of a firm can be allocate at different markets.
Roles and structure of the Argos sales team
Role of Argos sales team- The Argos management division performs a several activities so that
they will able to achieve targets in proper manner.
 They offer professional support for the transfer of revenue as well as also for customer
retention.
 They also play important role within long-term acquisition of existing future customers.
Structure of Argos sales team:
Argos works in the supermarket sector and in various locations in the business system, as
a consequence of which his management department manages transactions.
The ethical behaviour expected from a sales manager
There are several positions within business firm, performed by the selling manager who
achieve targets and objectives in appropriate manner. Some of Argos sales manager's big ethical
behaviours are : Marketing managers have to perform one preparation or counseling, along with
selling staff, to make them recognize their expectations, requests and difficulties. Moreover,
achieving their target, Selling Manager of a business firm must evaluate the legal distribution
method and practice at staff meetings.
Highlights some UK and EU legislations that help organize the Argos sales department
Every nation have some laws as well as regulations for each and every sectors which
have direct impact on industry. These rules allow Argos to coordinate its selling team, including
the UK and the European Union. Some of them are as follows :-

 The sales of goods Act- It was created in United Kingdom Parliament in 1979. Through
such an act, each selling department of the company may receive the essential blue print
for execution of function.
 The consumer sales and guarantees directive- Respective act was established in 1999
by the EU policy institutions and aims to concentrate both on legal assurances as well as
economic assurances.
Concept of ‘selling through others
In particular,' sale through others' happens when purchasers purchase items or administrations from
retailers. The relating definition depends on the condition where the makers in the markets offer
their items and administrations. During which producers are giving the offer to sale so as to catch
perpetually purchasers.
Real examples of sales channels
Sales systems respected a strategy for selling administrations and merchandise, with the end goal
that shoppers can buy them. Appropriation channels could be explicit when a business sells its item
straightforwardly to customers and optional where it tends to be offered by different go-betweens,
for example, merchants. Argos' two key effective dispersion channels are:-
Distributors: It compares to an individual who supplies the traders with items and administrations
according to business need. On the off chance that Argos receives this, they should convey their
products to isolate area providers as it will empower to develop business at various locations. The
benefits are that it assists with building position on the future business, it relies upon
understanding, venture is insignificant and substantially more.
Independent retailers: It corresponds to some individual who is fully liable for their own
business operations. In this distributor owns or purchases separate store and builds business by
grounding up all business requirements like advertising, hiring, licensing deals, advertising,
marketing and many more. There are several benefits which respective organisation will gain
through small retailers such as minimal supplier obstacles to their will, low economy in
existence, etc.
Implementation of different types of sales structures
There will be several kind of sales framework which an business firm can adopt to effectively
carry out its sales activities and operations. Three type of sales structure are as follows :-
 Market sales structure: To implement the different circulation structure organizations
need to compose their salesmen according to customers or specific industry. In such
free deals powers are done by different parts to all the more likely assistance clients.
Illustration - Retail store
 Geographic sales structure: This is typically applied at major multinationals but is
also appropriate for certain medium-sized businesses like the grocery chain. Model their
distribution structure according to specific geographic position in business firm. For
instance, Starbucks.
 Product sales structure: It relates to the policy which business firm staff members
when a sales individual is skilled in marketing only certain component of the goods of
the business. Instance, Nestle (they are best known for their food items but also offer
clothes).
References
Johnson, J. S., 2015. Qualitative sales research: An exposition of grounded theory. Journal of
Personal Selling & Sales Management. 35(3). pp.262-273.
Katsikea, E., Theodosiou, M. and Morgan, R. E., 2015. Why people quit: Explaining employee
turnover intentions among export sales managers. International Business Review. 24(3). pp.367-
379.
Krishnan, V., Peterson, R. and Groza, M. D., 2015. The Effect of Sales People, Processes, and
Provisions on Performance: The 4P-Sales Management Model. In Ideas in Marketing: Finding
the New and Polishing the Old (pp. 12-12). Springer, Cham.