Sales Management Strategies for Bridgestone Corporation

Desklib provides solved assignments and past papers to help students succeed.

Sales Management
Task 1

Table of Contents
• Slide 3- Introduction
• Slide 4- Definition(s) of sales management
• Slide 5- Explanation of the key principles of sales
management
• Slide 6- Define and explain sales structures
• Slide 7- assess the benefits of sales structures and how
they are organised
• Slide 8- Describe the concept of ‘selling through others’
• Slide 9- Conclusions / recommendations
• Slide 10- Reference List

An introduction to the organisation as well
as trends in the sales figures
• Bridgestone is a Japan based public limited company that serves
worldwide including the United Kingdom.
• The yearly revenue of the firm has been 3.337 trillion yen as per the report
of 2016 (bridgestone.com, 2019).

Definition(s) of sales management
contextualised to the product range
• The process of sales
management is to
develop a sales force
and coordinate the
operations of sales
including various
techniques of sales to
make sales of the
products as expected in
the business.

Explanation of the key principles of sales
management, focusing on planning, selling and
reporting
• Planning- The sales planning incorporates strategies as per the target,
quotas, forecasting sales, managing demand, and execution of plan
• Selling- The company should persuade the other businesses so that they
would buy the products. The important part of selling products is listening
to the demands of the buyers that is dependent on the customers demand.
• Reporting- Reports are used by sales mangers to record the data and other
important information concerning the sales.

Define and explain sales structures relevant to the
product range.
• In the context of Bridgestone, the product
range that has been chosen for the present
study is tyre.
• The sales structure of an organisation helps
in understanding the management of the
sales department that helps in accelerating
the sales rate.

Using examples from your own organisation, as well
as competitor organisations, to assess the benefits of
sales structures and how they are organised.
• One of the competitors of the Bridgestone is Apollo Tyres, an Indian
company that serves nationwide companies by selling products through
B2B process.
• The sales structure of the Bridgestone is organised properly through
several divisions as per the hierarchy
• On the other hand, the sales structure of the Apollo Tyres is flat to improve
the cross-functional communication of the members

Describe the concept of ‘selling through others’ and
explain the importance and advantages of using this
sales technique.
• Selling through others is a concept of
making sales through other businesses or
dealers. The method of B2B process is
used by the Bridgestone to increase the
profit. This process of sales would
facilitate the business as the
management of supply chain would be
improved through dealers and other
organisations’ connections

Conclusions / recommendations
• It can be deduced from the given study
that sales management is necessary for
the Bridgestone to enhance the profit.
• The organisation should follow the
principles of sales management by
proper planning, implementing, and
making reports of sales.

Reference List
• Apollotyres.com. (2019). Find Car Tyres, SUV Tyres & Van Tyres | Apollo. [online]
Available at: https://www.apollotyres.com/en-gb/car-suv-van/tyre-finder/ [Accessed
18 Jun. 2019].
• Bridgestone Corporation. (2019). Sales and Income | Investor Relations |
Bridgestone Corporation. [online] Available at:
https://www.bridgestone.com/ir/financialdata/sales/index.html [Accessed 18 Jun.
2019].
• Bridgestone Global Website. (2019). Bridgestone Global Website. [online] Available
at: https://www.bridgestone.com/regional/asia_pacific/india.html [Accessed 18 Jun.
2019].
• Bridgestone Global Website. (2019). Executives | Bridgestone . [online] Available at:
https://www.bridgestone.com/corporate/profile/executives/ [Accessed 18 Jun. 2019].
• Hohenschwert, L. and Geiger, S., 2015. Interpersonal influence strategies in
complex B2B sales and the socio-cognitive construction of relationship
value. Industrial Marketing Management, 49, pp.139-150.