Sales Management: Argos Sales Structures and Benefits Analysis

This report provides an analysis of Argos sales strategies, focusing on the benefits of various sales structures and organizational methods. It explores the impact of both internal and external factors on salesforce planning, including company finances, personnel, equipment, and economic conditions. The report emphasizes the importance of customer relationship management (CRM) and its role in building customer loyalty and maximizing profits. It also examines the advantages of 'selling through' others, such as transactional functions, burden mutuality, and tapping into existing consumer bases, particularly in the context of Argos. The report further discusses the B2B selling process and the significance of intermediaries in sharing expenses and effectively reaching consumers. References to relevant academic literature are included to support the analysis.

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Building a good relationship with the customer is the key for
any businesses. Customer relationship management talks
about recording all the interaction with the customer. The
whole moto of organisation is to make interaction with
customer easy by using technology, strategy and policy,
whole motive behind this is to improve customer interaction
of the company with their customers. The company start
business for getting more and more profit and it will be
possible if the customer is satisfied with the services,
customer relationship management helps in building
relationship with customers so that they can be retain and
profit can be maximised.
The salesforce planning may be perfect but it can get affected by the internal as well as external environment of the company. Starting
with the internal once these are as follows:
The company finance: The finance company left with can be an obstacles in salesforce planning as the company may not have
sufficient finance to run the operation.
Personnel: If the personnel is not working effectively and with efficiency it may also hamper the sales force planning.
Equipment: Lack of equipment for salesforce research, lack of technology required may also become an obstacles to salesforce
planning
The salesforce planning can be affected due to the external factors also. Some of the external factors are:
Economy: If the economy is bad even a well established company can face issues. If the purchasing power of customers is not that
good it will affect the businesses as they will be left with less customer base (Panagopoulos and et. al., 2018).
Argos Sales through others
INTRODUCTION Evaluate the benefits of sales structures and how they are organised using
specific organisational examples
Explain the importance and the advantages of the concept of ‘selling
through’ others.
The salesforce planning may be perfect but it can get affected by the internal as well as external environment of the company. Starting with the
internal once these are as follows:
The company finance: The finance company left with can be an obstacles in salesforce planning as the company may not have sufficient finance to
run the operation.
Personnel: If the personnel is not working effectively and with efficiency it may also hamper the sales force planning.
Equipment: Lack of equipment for salesforce research, lack of technology required may also become an obstacles to salesforce planning
The salesforce planning can be affected due to the external factors also. Some of the external factors are:
Economy: If the economy is bad even a well established company can face issues. If the purchasing power of customers is not that good it will affect
the businesses as they will be left with less customer base.
Competition: It is obvious that company had to compete with other companies of same industry. At the time of inception it is very difficult for a
company to compete with well established or experienced firms, it may led to huge losses. Once the organisation is established, new companies will
come who will take some of the customers away from the business.
Politics: Changes in policies may have a huge impact of businesses. The company is in danger if the govt. In an economy keeps on changing. A fixed
or stable government leads to a secure political environment.

Advantages of selling through others
Provide transactional functions: In context of Argos,
consumers feel more easy to take access of company
products and services they provide their services in central
location. This will aid company to effectively increase their
sales margin at high level.
Burden mutuality, time and cost saving: All these
intermediaries in Argos effectively share overall expenses
that has been made during advertisements and promotion of
products and services. This will aid company to effectively
perform their services in well defined manner.
Importance of selling through others
Taps into existing consumer base: Argos can effectively from effective and
efficient relationship with their consumers by conducting their business
operations with various retailers, and wholesalers. Thus, with the help of
formation of best strategies company can benefit their consumers. This will
help them to satisfy their customers at their best while increasing their
brand image on simultaneous way.
B2B: Business to business selling process include a formative series of
steps, events, phases that generally occurs when a business unit sell their
products and services to other business unit.
References
DeCarlo, T. E. and Lam, S. K., 2016. Identifying effective hunters and
farmers in the salesforce: A dispositional–situational
framework. Journal of the Academy of Marketing Science,
44(4), pp.415-439.
Epstein, T. S., 2019. Urban food marketing and third world rural
development: The structure of producer-seller markets.
Routledge.
Godwin, R. K., 2018. Money, technology, and political interests: The
direct marketing of politics. In The politics of interests (pp.
308-325). Routledge.
Good, V. and Calantone, R. J., 2019. When to outsource the sales force
for new products. Industrial Marketing Management. 82.
pp.106-116.
Panagopoulos and et. al., 2018. Boosting sales force morale in highly
dynamic, complex markets: The role of job resources.
Industrial Marketing Management. 74. pp.237-253.