This report provides a comprehensive analysis of sales management principles and practices, using Argos as a case study. It begins with an introduction to sales management, defining its principles, scope, and key aspects within the context of Argos, a UK-based retail company. The report delves into the roles of sales personnel, the stages of consumer buying behavior, and the distinctions between B2C and B2B sales processes, providing relevant examples. It then explores the merits of sales structures, the importance of selling through others, and the roles and structure of the Argos sales team, along with ethical considerations. The report further examines the finance of selling, including the sales cycle and performance management, and concludes with recommendations for Argos' sales strategies. The report includes real-world examples from Argos' website to illustrate sales incentives and promotions, and it provides a PowerPoint presentation outline for successful selling, offering a holistic view of sales management.
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