Sales Management: Principles, Structures, and Strategies for Increased Profitability

Unit 45: Sales Management

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................3
MAIN BODY...................................................................................................................................3
P1: Principles of sales management- ..........................................................................................3
P2: Sales structures-.....................................................................................................................4
P3: Selling through others- .........................................................................................................6
P4: Key principles for successful selling;....................................................................................7
P5: Sales strategies and increased profitability............................................................................8
CONCLUSION................................................................................................................................9
REFERENCE.................................................................................................................................10

INTRODUCTION
Rosewoods is the chosen organization for the evaluation in this report, the company tend
to provide luxury hotel services to its customers all across the globe at high pricing. Evaluation
of the key principles of sales planning is done in this report, with that identification of sales
benefits which are associated with the sales structure is also done in the report. Analysis of key
techniques and principles associated with the successful selling is evaluated in the report. With
that evaluation on importance of sales strategies for achieving high profitability is analysed in
report.
MAIN BODY
P1: Principles of sales management-
Sales management is the process for developing coordinating sales operations, developing sales
forces and also tend to implement several sales techniques and methods through which
organizational sales can be increased.
Planning- Sales planning is the process through which future work related operational working
is being develop on which basis company tend to develop its working strategies so that it is able
to achieve its desired target. Sales planning is important for organizations like Rosewoods
because company has to ensure that it is able to integrate all the factors within the working
process like which are able to affect the organizational working strategies (Peterson, Albaum and
Crittenden, 2020). This include factors like demand management and sales forecasting, through
which it can analyse the product's availability in the market and set pricing accordingly so the
high profit margin can be achieved. This is important for Rosewoods that it develop sales
planning for long terms and by integrating all the other factors through which it can make sure
that company is able to achieve an efficient economic growth.
Selling- Selling is the process in which products and services are being exchanged with the
customers in such a way that company is able to achieve a appropriate return in context to the
capital investments which it has done for achieving a desired revenue collection.
Up-selling- This is type of selling in which the organizational employee tend to showcase the
higher version of the products which they want to achieve and because of which is being able to
increase the revenue collection for the company (Anderson and et.al., 2020). This will be
effective for Rosewoods because company tend to provide luxury services to their customers

because of which through up-selling employees can improve customer services and manages to
achieve high profit margin while achieving customer satisfaction.
Cross-selling- In this selling methods employees often tend to showcase additional products and
services to the customers with creative discount options through which it can increase the
purchasing of the customers and manages to increase the organizational sales of other products
as well. This can be integrated in Rosewoods by showcasing additional organizational services to
the customers so that organizational sales and profit margin can be increased.
Down-selling- This is an exact opposite of up-selling in which lower level of products and
services are being showcased to the customers through which company tend to influence
customers that it is being able to fulfil their requirements. This can be implemented by
Rosewoods for motivating customers that they can achieve organizational services at low pricing
as well which will increase their loyalty towards the company.
B2B and B2C- Business to Business is the different type of selling in which the process of
buying and selling is often limited within organization and similarly Business to customers is the
traditional method in which organizations tend to sell their products directly to the customers.
This can be seen in case of Rosewoods in which company tend to provide its services directly to
the customers.
Sales Reporting- Sales report is the process of recording organizational sales for a particular
period of time through which it can identify the factors which are contributing in increasing the
organizational revenue collection (Gammoh and et.al., 2018). Thus for identifying the prime
factors for achieving high sales organizations like Rosewoods have to monitor its performance
and then develop strategies on that basis so that profit margin can be increased. Customer
Relationship Management is the organizational approach in which it tend to improvise its
communication bridge with the customers so that their loyalty and organizational sales can be
increased simultaneously.
P2: Sales structures-
It is the type of segmentation which is being utilized by organizations to segregate the
organizational sales team into smaller specialized groups for achieving different sales related
objective through which company can achieve high level of work productivity. This is often used
by organization to reach a wide range of customers and achieve a high organizational sales.