Sales Management Report: BTEC Unit 39 Sales Strategies

This report provides an overview of sales management, emphasizing the application of sales techniques and the coordination of sales operations. It analyzes the product range of Argos, a retail company, and its sales management strategies. The report highlights key principles of sales management, including the importance of sales managers, organizational efficiency, training, and a positive environment. It also explores the concept of "selling through others," examining its importance and advantages, such as tapping into existing consumer bases, providing transactional functions, and offering cost-saving benefits. The report concludes by summarizing the role of sales management in achieving sales targets and references relevant sources like Johnston & Marshall (2016) and Agnihotri et al. (2016).

Sales Management

Introduction
• Sales management can be defined as a
process, which helps a company in
formulating plans in order to develop
sales force, implementing sales
techniques and it also aid in coordinating
sales operations as well.

Sales Management
• The term “Sales Management” can
be defined as a business discipline
that helps a sales manager in
applying different range of sales
techniques along with the
administration of sales operations.

Product range of Argos
• Argos that is limited company operating their business
operations and functions in retail industry. This firm is
founded in 13th November 1972 by Richard Tompkins
as well as it’s headquarter is established at Milton
Keynes, England, United Kingdom(Chen, Pengand
Hung, 2015). They are nested their business operations
in United Kingdom and Republic of Ireland. Sainsbury
is parent company of respective retail store and they
offer huge range of customers goods based on
customer’s need, required, preferences and
expectation.

Key principles of sales management
• Sales management is important for business because all the sales activities take
place in sales process.
• In organisation, it is essential because it perform various functions such as
distribution of products, delivering the right product, allocating right resources
into right place.

Sales managers creates a difference
• This is particularly being considered as one of the primal most principle of sales
management. Here, it is said that sales managers are important because they are
expertise with skills and knowledge.

Organisation efficiency
• Efficiency is important part of
business because it makes base
of firm strong. In process of
sales management it is crucial to
determine manger and staff
capability.

Training
• In process of sales management,
training is important because it
makes management and employee
confident in their roles and
responsibilities.

Positive environment
• Management as well as marketing are broader and wider concept. In sales
management, it is important for firm to implement a positive environment
because it increases employee morale and stability of staff depends upon culture
and environment of management.

Importance and advantages of concept of
“selling through others”
 Selling through others is a concept which consists a quantity of percentage in
which products and services are sold by any retailer. It is mainly evaluated for
a specific time period mainly just for a month. In relation with Argos, it is
essential to effectively replenished company inventories within a particular
and appropriate period of time span to their customers on a regular basis.
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Importance of selling through
others
 Taps into existing consumer base:
 It is one of the most important factor in which is essential to create a strong
and effective customer 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.
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Importance of selling through others
 Provide transactional functions: Intermediaries take advantages of their contacts through which they
offer their services in entire marketplace
 Burden mutuality, time and cost saving: In this, intermediaries, wholesalers and retailers those who
equally share responsibilities of effectively manufacturing company by considering stock management,
setting up sales, account storage etc (Goebel and Kennedy, 2013).
 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.
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