Sales Management: Principles, Techniques, and Strategies

Sales Management

Executive Summary
Main purpose of this report is to identify the importance of sales in promoting of product
at marketplace. There are different principles of marketing used that helps All Hail The Biscuit
in successfully development of product in marketplace.

Table of Contents
Executive Summary.........................................................................................................................2
INTRODUCTION...........................................................................................................................4
Principles and Techniques...............................................................................................................5
A Key principles and Techniques of successful selling for All Hail The Biscuit..................5
B Analyse how these principles and techniques contribute to build and manage customer
relationships. ..........................................................................................................................6
Selling through others......................................................................................................................7
Explain the concept of 'selling through others' and also examine the importance and
advantages of using this sales techniques. .............................................................................7
Sales Structure .............................................................................................................................8
A Evaluate the sales structure relevant to the product range..................................................8
B Assess the implementation of different sales structure, illustrate with specific organisation
example...................................................................................................................................9
C Explain sales strategies maximising profitability as a critical element of corporate account
management within a defined sales structure.......................................................................10
D Evaluate and recommend how an efficient sales structure can improve financial viability
and assist a strategic advantage over competitors................................................................10
CONCLUSION..............................................................................................................................11
REFERENCES..............................................................................................................................12

INTRODUCTION
Sales management is a activity of developing a sales force, organising sales operation and
implementing the techniques of sales that helps the organisation to attain the sales target
(Coetzee, 2019). Sales management helps to contribute in achieving goals and objectives of the
organisation. The sales manager sets their objectives, policies and strategies of personal selling.
In company sales is the only function which helps to generate income. The objective sales
management is to Increase sales volume and improve the profit of the Firm. This could be done
by proper planning, coordinating and controlling. Sales management become a market leader
when they work for increasing sales and profits. The function of sales management is to prepare
a sales plan and identify the candidate who can execute the plan. There are three key aspects of
managing the sales process they are Sales operation, sales strategy, Sales analysis. It makes
product or services available to the customers and also support the business to run for long term.
The importance of sales management is to meet competition and improve the methods of in
reducing cost and increasing profit. Sales people have to build a strong relationship with people
to sell them a product or services. The jobs in Sales position are of Sales head, sales person, sales
manager, sales executive and sales service personnel. The role and nature of selling is to make
money. Companies spend large amount to provide training to their sales employees so that they
can effectively sale (Geoffery Lancaster & David Jobber, 2015).
The chosen organisation for this report is All Hail The Biscuit. All Hail The Biscuit was
launched in 2019, it is a restaurant which shares a love of biscuits and offers breakfast to their
customers. There main aim is to open a restaurant and serve breakfast and lunch through which
they can grab an opportunity to start implementing their concept. Recently All Hail The Biscuit
has announced that they are growing their business by opening a restaurant for lunch and
Breakfast in Miami Township. The customers can grab the cup of coffee, salads, Brisket Biscuit
by enjoying their dining service. They are offering a simple cooked food with various ingredients
through which they can attract more customers. They are also rewarding the people who hep
them in establishing their business as they need help from the people it could be in terms of
monetary or non monetary. They are rewarding coffee mugs, cooking classes and private dinners
to people who will help them. They will also wrote the names of the people on hall of fame
inside the restaurant. This is their way to say thank you to people who support them in growing
their business.