Sales Management Report: Analyzing Sales Strategies for Argos

This report provides an analysis of sales management principles and techniques, using Argos, a UK-based catalogue retailer, as a case study. The introduction highlights the importance of sales in an organization's success, setting the stage for an examination of successful selling principles, including turning customer information into knowledge, classification of sales leads (hot, warm, and cold), and the significance of successful pitching and positioning. The report delves into key techniques for building and managing customer relationships, emphasizing research, addressing customer problems, and ethical considerations. Recommendations include strengthening online presence and enhancing home delivery options. The conclusion reiterates the importance of sales management and customer relationships for business growth. This report uses concepts from various sources to illustrate effective sales strategies. The report is contributed by a student to be published on the website Desklib. Desklib is a platform which provides all the necessary AI based study tools for students.

Sales-Management
(TASK 3)

Table of Content
 Introduction
 Analyse and apply principles of successful selling
 Key techniques that help in building and managing customer relationships
 Recommendations
 Conclusion
 References

Introduction
 It is important to note that sales are vital activity
of management. The organisation makes all its
efforts to enhance the sales (Gantz and et.al.,
2017).
 The presentation is based on sales management
in Argos which is a catalogue retailer operating
in the United Kingdom.
 The company came into existence in 1972.

Analyse and apply principles of successful
selling
 Each and every organisation wants to enhance its sales. The profitability of an
organisation is based on the sales. The more the sales the better is performance of
business. There is need of proper selling management that helps the organisation
to sell its products and services (Aliyu and Nyadzayo, 2018).
 Turning customer information into knowledge: It is seen that there is always
information that is shared by the customer’s in the form of feedback. Along with
that the review is posted on the website by customers. It is important to value the
information that is published by the customers. It is seen that in relation to Argos
the company finds out all the relevant data related to the customers and then form
report.

Continue…
 Classification of sales leads: It is vital to know about each of the
lead. It is seen that all the leads are treated in different manner.
This is seen that it will help to take further actions. There are three
kinds of leads are as follows:
 Hot Leads: These are the most essential and vital part of lead.
These are the customers that are ready to take the products from
the company. They are the one that are ready to buy the products
and services of the company.
 Warm Leads: These are the people that show periodic interest in
the company. These are the one that take care interest so it is
important to convert them and conduct sales in the organisation, It
is vital to take care of these people either the will go for
competitors (Barac and et.al., 2017).

Continue…
 The cold vs. warm approach: It is an approach that distinguishes the cold and
warm leads. It is an effort of company that helps them to serve the customers in an
effective manner. The needs and wants of customers in both the leads are
different. So the company first identifies who are the warm leads then try to
attract them and then provide them quality services so that they become path of
the organisation and are loyal towards the company (Ngo and Vu, 2021)
 Successful pitching and positioning: It is the statement that helps to attract the
customers and make them aware about the company. It is vital to have a creative
pitch that is influencing the customers. Any respect too Argos company the
statement is creative that helps to attract the customers towards the organisation.

Continue…
 Negotiation techniques and tactics: It is vital for a company to know about the
techniques that help them to attract customers and negotiate with them and set a
deal. It is beneficial for the company and it helps to attract and retain customers in
the organisation.
 Closing sale: In relation to sales closing sales is the activity of customer when it
ends at take the decision of taking purchases (Howard, 2017). It is important to
retain the customers and sell the product and service to them in an effective
manner.

Continue…
 When to say ‘no’: It is seen that it should be the last option to say no to the
customers and say them no. It is seen that it is vital to take care of the objections
of the customers as to decide when to say no and how to say no.
 Ethics of behaviour and overpromising: Ethics is code of conduct, norms,
principles and honesty that must be followed by the organisation while doing
sales. It is important to take care of all the customers are satisfied their needs and
wants in a fair manner.
 Building and managing relationships: It is seen that the company should make
efforts to build and manage relations with the customers. As customers are the one
to whom the goods and services are sold.

Key techniques that help in building and
managing customer relationships.
 To maintain relation with customers it is vital for an organisation to follow all
these points:
 Conduct research and identify the needs and wants of the customers. This helps to
satisfy the needs and wants of customers and retain them in the organisation.
 By providing proper solution to the problems of customers and by
addressing the problems of the customers it is seen that they become loyal for the
company (Ali and Lee, 2018).

RECOMMENDATIONS
 There are some of the recommendations that should be used
Argos Company to innovate the products and enhance the sales
of the company. Some of the suggestions are discussed below:
 As the world is turning digitalised it is important that company
increases the presence on online mode. The company should
make strong presence over social media. Along with that they
should provide the option of timely home delivery to the
customers. As it will help to attract the customers and enhance
the sales of company.

CONCLUSION
 From the above presentation it can be understood that sales is
important for a company. All the organisations make efforts to
enhance the sales of the company as well as establish strong
network with its customers.
 In the presentation there is discussion related to the principles
that helps to increase the sales of Argos Company. It is seen that
it is also important to make efforts to build and maintain good
relation with the customers. In the end there are
recommendations that help to enhance the sales by the
organisation

References
 Gantz, and et.al., 2017. A Trillion-Dollar Boost: The Economic
Impact of AI on Customer Relationship Management. IDC.
Viewed, 10.
 Aliyu, O.A. and Nyadzayo, M.W., 2018. Reducing employee
turnover intention: A customer relationship management
perspective. Journal of Strategic Marketing, 26(3), pp.241-257.