Comprehensive Sales Management Report for Equa Care (BUS101, Sem 1)

This report delves into the core principles of sales management, focusing on Equa Care, a body care products company. It explores the importance of sales management in relation to sales planning, selling approaches, and sales reporting, highlighting the benefits of launching new products, reducing...Read More

Sales Management

Table of Contents
INTRODUCTION................................................................................................................................3
TASK 1 ................................................................................................................................................3
P1 Analyse importance of sales management in relation with sales planning, approaches, of
selling & sales reporting .................................................................................................................3
TASK 2.................................................................................................................................................4
P2 Evaluate benefits of sales structures & how they are organised using specific organisational
examples..........................................................................................................................................4
TASK 3 ................................................................................................................................................6
P3 Explain the importance and the advantages of the selling concept through others....................6
P4 Analyse the key principles and techniques for successful selling and how they contribute to
building and managing customer relationships in application to specific organisational examples
.........................................................................................................................................................7
TASK 4.................................................................................................................................................9
P5 Significance of developing sales strategies which yield profitability & incorporating
accounting management in structures..............................................................................................9
CONCLUSION...................................................................................................................................11
REFERENCES...................................................................................................................................12
Books & Journal............................................................................................................................12

INTRODUCTION
Market is dynamic in nature and it is becoming important for organisation focus on sales and
profit. Sales management is defined as process of managing, developing sales force, coordinating
and implementation of sales approaches through which organisation is able to achieve their sales
quota. Equa Care, a body care products company headquartered in U.S. The company deals in all
body care products & essentials at wider area (Johnston, 2016). This report comprises of principles
of sales management & importance of methods, benefits of sales structure, advantages of selling
through others concept, principles & techniques selling and importance of developing sales
strategies. It is essential to focus on sales management so that sales target is achieved properly. The
present report gives brief knowledge about sales and concept which is essential for organisation to
adopt & understand properly.
TASK 1
P1 Analyse importance of sales management in relation with sales planning, approaches, of selling
& sales reporting
Sales management is broader & wider concept which is needed to be carried out in most
efficient manner. By properly focusing on the undertaken topic it is possible to achieve goals as
well as objectives effectively. In relevance Equa Care, manager of enterprise is emphasised on
handling sales person in proper way with motive of increasing sales and profit. Sales manager need
to be aware about all the in and outs of area as it will assist them in
Thus, SM is important to be focused which are mentioned below-
Launching of new product is easy- Through use of sales management it is possible to
launch a new product market. This is because the process gives a brief knowledge about how and
when to do the launch. In relation with chosen firm, they will be able to introduce product minimum
wastage of resources as well as time. It is essential for manager to go through this concept so that it
is easier to deal attract customers for their new launch (Cummins, 2016).
Reduces the selling cost- The chosen entity is able to reduce the cost of selling by using of
sales management different techniques with proper considerations. This also shows that help this in
saving cost of enterprise which can be also used in future perspective. This leads to developing and
preparing of cost of selling products in most efficient way.
Increases the revenue- It is important to focus on the topic because it gives a insight of
sales & how it can generate profitability to business. As such, selected entity can use suitable
measures and techniques for selling products which are beneficial for enterprise. Moreover, revenue
get increased by using appropriate methods.

Sales planning- It refers to planning of effective methods or strategy which are used within
the sales management such as sales forecasting, selling targets, pricing strategies etc. It is written
document which comprises of various tactics & resources that are going to be used in sales process.
It is time consuming process & which requires deep market analysis as well as high level of
expertise. Moreover, it is needed to be carried out systematically. Appropriate measures are to used
so that changes are need to have to be done during the process as because it disrupts the business
environment.
Sales reporting- It is record or document in which every sales occurred during the time
period are bing stated. This also depicts the overall performance & targets of sales team which is
helpful for manager as through which they are able to take effective decisions within the
management. This also help in maintaining sales records which could be further used in future
perspective (Malek, 2018).
M1 Evaluate how principles of sales management will be different in response to consumer &
business buying behaviour
Principles are-
 Anticipating Apparatus- Coping up with current emerging trends is crucial for enterprise t
adopt. This need accurate analysis & evaluation of customer trends and attention on right
products.
 The skill to link- The entity need to use information as classified so that both customers &
employees feel safe (Albrecht, 2018).
After analysing the above paragraph, it has been examined that it is easier by going through
the concept, it is easy to take necessary decisions of business. This assist in using of all the factors
& element in appropriate way. Moreover, it assist in reducing of risk & errors up-to some extent.
Sales Script
Salesperson:"Hello,Mr John. My name is Michael Carl and I am the sales associate Of
Equacare which is body care products firm and we have been in market from many years & we
provide high quality of body essentials for both men and women. So, which brand products do you
currently use for your body care?
Prospect:I mostly use Gillete, Phillips for body cares essentials.
Salesperson:" Which biggest issue you have found while using these brands ?”
Prospect:”Their packaging is not so good and I don’t know but my skin is getting rough
from the day I have started using these brands.
Salesperson:"I hear that a lot. I would like to request you to have a look over our brand as
in our body products we use safe chemicals”
Prospect:"Ok, I will try your product “

Sales Script
Sales Pitch
Salesperson: “Hello! Mr. Chris. My name is John and I an calling from Equacare to offer &
introduce you unique product which acre for your body.
Prospect: “Thank you so much for giving such information of your product. Apart from this,
can you tell me how your product is beneficial for me.
Salesperson: “Basically, we offer body care products that free from any kind of chemicals and
is good for skin.
Prospect: “It is quite interesting about your offerings. Will you please tell me the ingredients
that is used in developing of your product.
Salesperson: “We make use of organic and herbal products that is good for health and
nourishing the skin as well.
Prospect: “Okay! This information is relevant and enough for me and I will be purchasing your
product whenever I need the same.
Salesperson: You will will find a large number of portfolio of products in our company &
which are of better quality & effective.
Prospect: But, as I have many options to use same products from other brands & your product
is new so can you pleases tell me more briefly what additional benefits will I get?
Salesperson: Yes sir, as our product is new in market we offer additional discounts to the
purchased product for three months who are new users.
Prospects: Wow, that is great ! But is your product is durable ?
Salesperson: Of-course sir, we care for our customers & assures that high durability products
are provided to them.
Prospects- That is really good thinking of company. So, does your brand gives guarantee of
any defects to human skin if we use your products?
Salesperson: Yes, according to out company policy we are responsible for any defective
products or harm to human skin. We too have guarantee period for such situations.
Prospects: I am glad to hear this. So, I will be purchasing products of your brand within
upcoming weekends.
Salesperson: “Thank you so much for giving me your time, Have a good day Sir.”

TASK 2
P2 Evaluate benefits of sales structures & how they are organised using specific organisational
examples
Every organisation need to have a appropriate structure so that work and decisions are being
carried out properly. The chosen corporation have a horizontal sales structure as this leads to
proper control over the management. With use of this structure, work is done in most effective way
& with suitable decision making is being also done. The structure depicts how everything will going
to be handled and managed. Furthermore, correct & proper analysis is to be used so that error or
problem do not occur in near future.
Sales structure of Equa Care
The above picture displayed the sales structure of firm which depicts that we have six sales
representatives in our company and with three team leaders. The sales department is headed by
Norma Perry. We have targets for our sales team which we divide on monthly basis and according
to different locations. We hire sales representative who are enthusiastic nature with purpose of
selling. The company targets customers through social media tools, e-commerce web sites and
personal connections. Then, sales department always push themselves to achieve their targets on
time.

The HR manager of company also carry out various process for enhancing progress level of
personnel which are discussed below-
Recruitment- The sales supervisor focuses on hiring of experienced sales man and
employees who have the ability to deal with customers appropriately. It is necessary as it increases
the profitability & sales ratio of firm. The main aim of corporation is to deliver quality of services
& products to their end users. Thus, it is essential to hire the employee who is deserving & carries
skills. Also, when doing recruitment job are roles and responsibilities are to be clearly defined so
that it is easy for employees to understand the work related with their post (Nilsson, 2017).
Training & development- The sales manager conducts training to sales personnel as it is
crucial so that their skills & knowledge gets developed. In context with Equa Care, while preparing
for sale structure they carry out training development methods so that sales subordinates are able to
manage themselves in market in proper way. It is duty of sales manager to assures that both are
being carried out with specific time period (Deeter-Schmelz, 2016).
Advantages of sales structure
 Easy to assign roles- With use of this structure it is easy for manager to assign duties, roles
& responsibilities the employees. As, in sales also there are different types of functions are
present which require suitable person who can fulfil the role. It is critical task to assign
duties & which is needed to be done in correct way without creating any mistake or
problem.
 Performance analysis- Preparing of structure also assist in examining of personnel
progress as well a performance. As, with use of this structure different tasks are given to
employees which the have to complete within a given period of time. This also results in
analysing areas or employees which need improvement in organisation. Enhances skills & knowledge- When the sales structure is prepared, it provide a
extensible knowledge to employees as well as supervisors & also develop their skills at
higher level. For example- when selling of body products is needed to be done, manager of
Equa Care provides detailed information of product & market to sales person which
increases their knowledge (Gallino, 2017).
M2 Critically evaluate implementation of various types of sales structures using examples.
 Geographical- In this, the structure is divided on the basis of region, state or country.
 Market based- In this, it is divided on basis of market, competition, customers, etc.
 Product based- This divides the structure on basis of product line.
Thus, the stated matter shows that when developing structure accurate understanding is to be
used so that it is prepared in most effective manner. Furthermore, it is examined that manager
should use processes when implementing structure as it will help in making decisions.

TASK 3
P3 Explain the importance and the advantages of the selling concept through others.
Selling via others is defined as most effective technique which is adopt in order to promote
as well as sell particular types of goods and services by using sales channel in an appropriate
manner. Along with this, it is determine that most of the retailers purchase stock from distributors
and suppliers which is helpful in gaining their rights inward in order to back return unsold products
to the suppliers. In context to Equa care, it make use of personal selling concept as it offer body
care products and is consider as an effective technique in order to increase sales in a best manner.
(Gotoh, 2018).
In addition to this, selling though others assist company to spread positive word of mouth in
market which in turn aid in developing market reputation and share as well. In relation to this,
selling through others concept allow the respective company to reach on the maximum areas and
capture the large market due to which their customer base level as well as profitability is getting
increased. Furthermore, it is important for company to develop a proper understanding of product as
well as service to sellers so that they did not get confuse while interacting with the customers. It
also assist company to develop a positive impression in mind of customers towards brand and raise
the number of loyal customers in an effective manner. Selling through others plays vital role for
Equa care as it deal in body care products in which distributors, sellers, suppliers is required in
order to sell product and to reach maximum number of people in an effective manner. It help
company to increase their overall sales and generate higher profits effectively and efficiently as
well.
Advantages-
 Easy to reach- With use of selling through others, it is easier for organisation to access
wide range of customers as because of available of intermediaries.
 Recognition of brand- Through use of this approach, it easy to increase the awareness of
brand in market.
Disadvantages-
 Time consuming- As numbers of intermediaries are available, this process becomes
time consuming to achieve goals or objectives.
 Cost expensive- t is cost expensive process because some amount is given tosales
persons, intermediaries, etc.

P4 Analyse the key principles and techniques for successful selling and how they contribute to
building and managing customer relationships in application to specific organisational
examples
It is important for an entity to make use of principles as well as techniques of successful
selling that is given below in relation to company:
Effective and active: one of the key principle is to reaching distributors as it help them in
making good sales. It is determine that distributors find the potential areas as well as threats which
can hinder or impact the business and also give solution in order to make better business.
Knowledge of the market: It is analysed that distributors have the proper understanding
about market that aid making good connection with people and retain them for longer time period.
Transaction plus retailing: Distributors is consider as an experienced retailers and is work
with a motive to promote themselves as a good seller and to sell all products prevailing in the store.
Strategy: Distributors make use of large trucks in order transfer product from one place to
another. It is important for them to hire someone or to be a good driver as it is determine that all
manufacturers are not always provide good transportation of goods (Guesalaga, 2016).
Storehouse: It is important for an organisation to store goods in a systematic and strategic
manner as well. In addition to this, it is essential that gods is keep preserved till it is not sell to the
customers.
Direction via wholesale: It is analyse that most of the businesses get benefit and earn profit
from their distributors as they have the potential to highlight product at marketplace and in a proper
manner. Along with this, convenience suppliers plays vital role as they purchase products in bulk
and sell it in market. Development of good relationship with them help an entity such as Equa care
to do successful selling and attain success at marketplace (Fam, 2019).
Trading route: It is determine that small as well as convenience stores within the residential
locations make use of effective trading routes so that they can ensure availability of each and every
product to customer which in turn develop positive mind set of customers towards brand.
It is determine that using of all such principles as well a techniques of selling will help Equa
care to gain success and growth in market effectively and efficiently as well. In addition to this,
there are also other principles of successful selling and techniques which is given below in context
to respective company:
Principles of successful selling:
Selling is associated with relationships: It is undertaken as one of the foremost principle
which directly leads to selling of product of Equa care. In order to develop good relationship with
customers, it is essential for company to give a detailed and proper information to customers so that
their mind set is clear towards purchasing the product. IN addition to this, it also develop a positive

impression in front of customers that imposes successful selling.
Both the price & value go consistently: In this competitive world, it is important for an
organisation to provide the same value to customer as the price they paid. If it is not, then there is a
possibility that customer can switch to another brand and that lowers down the overall performance
and profitability level of company. By providing same value, Equa care can develop good
relationship with customers and retain them for longer time period as well. Moreover, it also assist
company to attain competitive advantage and gain success at marketplace
(Johnston, 2016).
Various techniques of successful selling
Do not over personalize promotions and advertisement: It is significant for an organisation
to ensure that their promotional message is not personalize and did not negatively impact on mind
set of people. Acquisition of such technique by Equa care assist company to enhance their level of
sales and develop a positive brand image at marketplace (Stros, 2019).
Sales Aikido: This technique states that a salesperson helps an entity to sell its product in
more attractive manner and convince customers to make purchase of goods and services. In context
to Equa care, it can hire a salesperson who has the ability to perform all sales activity which will
help company to sale its product effectively and earn higher profits as well.
M3: Critically analyse the application of successful selling principles and techniques in application
to specific organisational examples.
The principle used by chosen firm is converting first-time customers into regular customers
is being considered as selling principle used by Equa Care. They have successfully positioned their
product in end users mind. This has helped them in achieving the potential market as well as
customers. Also, another principle which is that the chosen company focuses on building
relationship with customers & this is done by them through use of promotional methods (Katsikea,
2019).
TASK 4
P5 Significance of developing sales strategies which yield profitability & incorporating accounting
management in structures
To develop a good sales structure and to gain higher profits is an objective of every
organisation. In addition to this, raising sales is consider as one of the most effective technique that
is adopt for this purpose. Another strategy that is consider here is to attract customers for repeat
purchase and to cop with the current trends in an effective manner. It is determine that there are
various strategies that is adopt by companies in order to attain maximum benefits and to attain
competitive advantage. One of the sales strategy is seasonal pricing which is very popular

nowadays. In relation to Equa care, it can make use of this strategy as it help them to gain higher
profits. Furthermore, Equal care can also adopt digital platforms for maximising level of profits.
Using of social media application such as Facebook, Instagram, YouTube assist company to reach
maximum number of people and develop a large customer base which in turn has positive impact on
the overall profits of Equacare. Monitoring and measuring the performance of sales department is
also consider as an another strategy that assist company to make improvements within the process
and offer quality to customers. This develop the segment of loyal customers that directly leads to
increase in sales as well as profitability of chosen organisation (Cummins, 2016),
M4 Evaluation of how core finance principles & successful portfolio management leads to raise in
profitability & attainment of competitive advantage
It is determine that finance principles emphasis on investors, managers & government
agencies as well in order to increase the level of returns. The various principles is discussed below:
Averaging plan: It is analysed that consistent savings need to be spent continuously spent in
market as it is determine that investing within the average manner assist company to make sense of
spending instead of market fluctuations.
Diversify: It is defined as a way of declining the level of risk that is involved within the
business. It is analysed that spending funds in one sector instead of more sector is beneficial for
company (Malek, 2018).
Focus on what is in control: Another principle which states that focusing on keeping the
portfolio in control as per the strategies aid an organisation to maximize its profitability level in a
proper manner.
Maintain liquidity: It is essential to maintain liquidity at the time when an organisation is at
bad patch. Converting the fixed assets into a form cash at rapid manner allows an entity to decline
level of daily business deals in an effective manner.
From the above discussion, it is stated that above finance principles and successful portfolio
management help an entity to gain higher profits. In addition to this, it also assist in attaining
competitive advantage at marketplace and gain success in an effective manner.

CONCLUSION
After a brief analysis of above report it has been examined that it sales management is
integral part of business which is crucial to understood in most effective way. Sales planning,
structure, strategies have been discussed during the report. It is responsibility of supervisor to
assures that goals and objectives are achieved in appropriate manner. So, by properly using of sales
management, it is easier to increase the progress as well as performance level of employees.
Therefore, analysis is to be carried out so that decision making is done in most proper manner.

REFERENCES
Books & Journal
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management.Journal of Research in Interactive Marketing.
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exploration.Journal of Personal Selling & Sales Management,38(1), pp.30-55.
Albrecht, 2018. Coordinating continuous-time distribution and sales planning of perishable goods
with quality grades International Journal of Production Research,56(7), pp.2646-2665.

Nilsson, 2017. The use of forest information in timber sales planning–a case study in a Swedish
forest-owning company.Scandinavian Journal of Forest Research,32(4), pp.320-326.
Deeter-Schmelz, 2016. Personal selling and sales management abstracts.Journal of Personal
Selling & Sales Management.36(2). pp.206-220.
Gallino, 2017. Channel integration, sales dispersion, and inventory management.Management
Science.63(9). pp.2813-2831.
Gotoh, 2018.Sales management device, sales management system, and sales management method.
U.S. Patent Application 15/554,102.
Guesalaga, 2016. The use of social media in sales: Individual and organizational antecedents, and
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Fam, 2019. Consumer attitude towards sales promotion techniques: a multi-country study.Asia
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performance in foreign markets.European Journal of Marketing.
Hong, 2020. Research on Sales Strategy Based on Supermarket Pipeline Data. Journal of Data
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Biswas, 2019. Sounds like a healthy retail atmospheric strategy: effects of ambient music and
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