Sales Management Report: Ford Motor Company Sales Strategies Analysis

This report provides a comprehensive analysis of sales management principles and practices, using Ford Motor Company as a case study. It begins with an introduction to sales management, emphasizing its importance in achieving organizational goals, and then delves into key concepts such as sales planning, including analyzing market conditions, setting goals, developing and executing plans, and evaluating results. The report explores various selling methods like traditional and consultative selling, comparing their strengths and weaknesses. It examines the application of B2B and B2C strategies within Ford Motor, considering target markets, purchasing processes, and sales cycles. Furthermore, the report defines sales reporting and illustrates its implementation within Ford, highlighting its role in identifying sales trends. The analysis includes the significance of 'selling through,' sales structures, customer relationship management, and financial property, offering recommendations for improvement and concluding with an overview of the key findings.

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Sales Management
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Table of Contents
INTRODUCTION 3
Key generalisation of sales administration in relation to value of sales planning, methods of
selling and sale reporting 4
Measure how principles of sales administration will be various in effect to user and business
purchasing behaviour 6
Critical evaluation supported upon a encompassing understanding of sales management,
construction and merchandising method within an organisation 6
Measure the welfare of sales construction and how they are organized using specific
organisational examples 7
Significance and the benefit of the concept of ‘selling through’ other...................................9
Critically measure the execution of various kind of sales structures using specific
organisational examples 10
Key generalisation and method for successful selling and how they bring to developing and
managing customer relationships 11
Critically examine the utilization of prosperous selling generalisation and method in
application to particular organisational examples 12
Explain the value of processing sales scheme that yield advanced profitability and
incorporated account administration within sales structures 13
Measure how core finance principles and prospering portfolio administration can lead to
accumulated profitability and a competitor bound15
Critically assess and form recommendations on how sales construction and formulation can
better financial property 15
CONCLUSION 16
REFERENCES 17
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INTRODUCTION
Sales management is undertaken as the effective procedure for developing and making from
in sales unit that co-ordinate will the sales executive and dealings by third which is useful for
company to accomplish their target goals and objectives. The significant long-term goals have
the wide range that leads to enhance the sales volume and contribute towards the growth and
profitability. For accomplishing desired objectives sales manager has significant responsibilities
in terms of organising sales prediction developing prominent objectives training and
development sales performance evaluation and many more (Johnston and Marshall, 2016). The
report is based on Ford Motor company which is an American multinational automaker and
headquarters in Dearborn as it is founded by Henry Ford in 1903. Company deals in commercial
vehicles under its own brand and offer luxury cars. The report tends to include the key principles
of sales management that are valuable for sales reporting and designing. It is also analysed that
the benefits of sales structure are organised and managed by the accurate example of company.
The report also understands the importance and benefit of conception of commodities by others
in an effective manner. Furthermore, company also need to evaluate the key principles and
prominent method of merchandising and also include the prominent changes which develop and
manage customer relationship respectively.
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Key generalisation of sales administration in relation to value of sales planning, methods of
selling and sale reporting
Sales management is a procedure which is prominently concentrates towards the applicable
technology and use of sales method in terms of managing the sales dealing of company. It is
important for the business and functioning as it is useful to increase the net sales with the help of
effective products and services that helps in gaining profitability and income (Cummins, Peltier
and Dixon, 2016). Sales management is important for Ford Motor company to reach and improve
the competition with the help of various techniques and methods of distribution to eliminate cost
and increase income. The sales management plays an important role for the business and
commercial sector and for this the prominent principles of sales management considering the
sales planning are mentioned as underneath
Sales planning
Sales planning is the process of organising suitable activities which is important to
accomplish business goals and objectives. In regard of this, sales plan undertake prominent
strategic documents by figuring out the prominent strategies and targets of business through
various sources. Hence, it can be used for some activities by which an individual can perform to
reach their desired goals.
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Process of sales planning:
 Analyze: It depict the concept in which the sales person effectively analyzes the market
condition with the help of market research and also organize proper survey. The sales
person of Ford Motor effectively examines the overall market conditions by analyzing
their place and position against their competitors. They also tend to develop suitable
strategies in terms of exploiting market opportunities for their products and services that
helps in improve sales and growth of company. Hence, with the help of sales planning
process Ford Motor effectively analyze their actual position in market area and take
initiatives to improve it.
 Set goals: Sales planning start when an organization have defined and relevant objective
for their sales team or new product and services. In regard of this, the overall objective of
Ford Motor is to improve their market share and for this, they lead to target prime
customers and market area in terms of improving their sales and revenues. Furthermore,
the sales person of Ford Motor need to set goals that induces them to go beyond their
limits and also out of their comfort zone that should be smart.
 Develop plan: When the goals are set effectively then it is important for the head of sales
to effectively develop plan and take actions for it. Once the plan has been developed and
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actions are planned and organize then the sales individuals need to implement plan
effectively. For this, the sales person of Ford Motor effectively monitors and critically
analyze plan properly before putting it into the action. In regard of this, effective strategic
choices are prominently involved which undertake suitable opportunity cost and Ford
Motor also tends to put more funds into creating an intuitive user experience. In regard of
this, they also need to prepare effective use of suitable values, mission and vision
statement in order to improve their long term strategic position.
 Execute: When the plan is developed effectively then it becomes the duty of sales person
and head to effectively execute and manage plan by having proper communication with
their subordinates and also share relevant documents with them. In regard of this, they
need to develop effective borders for them and effectively develop suitable strategy with
concrete plan by properly mapping their process. In relation with this, Ford Motor tends
to use KPI to effectively communicate with their team members and understanding their
responsibilities while implementing the plan.
 Evaluate: It is the final stage in which the executed plan is being evaluated and revise as
it effectively gives the prominent opportunity to re-analyze the priorities and correct
course which is based on the past success and failures. For this, past records and
experiences plays an important which is being kept by the sales head of Ford Motor.
Hence, to achieve growth and success it is important for Ford Motor to effectively
measure their results with the help of suitable documents and records.
Methods of selling and sales reporting:
There are several methods of selling that are useful for company in terms of promoting their
services within the market. Some of them are mentioned as underneath:
Traditional selling: It is one of the most common methods of sales in which the sales
representative tends to develop healthy relations and tries to close the sale. Considering this
company identify the prominent preferences and requirements of customers that can be fulfilled
in an effective way (Chapman, Schetzsle and Wahlers, 2016). It is permanently concerned with
selling and advertising of product that focus on the requirements of customers and needs. In
terms of Ford Motor, they can use this method in order to promote their services considering the
telecommunication among their potential customers.
Consultative selling: This method and prominent technique is all about the effective
communication among the customer and sales person. This concept is prominently used
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regarding the strategic questioning abilities and skills in order to involve customers and also try
to solve their queries. In relation with Ford motors, we can use this method in terms of getting
accurate feedback and response from their customers regarding their services and facilities.
Discuss the selling methods in detailed with their strengths and limitations
Methods of selling and sales reporting:
There are several methods of selling that are useful for company in terms of promoting
their services within the market. Some of them are mentioned as underneath:
Transactional selling: It is one of the most common method of sales in which the sales
representative tends to develop healthy relations and tries to close the sale (Flaherty and et. al.,
2018). Considering this Ford Motor tends to identify the prominent preferences and requirements
of customers that can be fulfilled in an effective way (Chapman, Schetzsle and Wahlers, 2016). It
is permanently concerned with selling and Advertising of product that focus on the requirements
of customers and needs. In terms of Ford Motor, they can use this method in order to promote
their services considering the telecommunication among their potential customers.
 Strengths: This method of selling is beneficial in order to motivate team members to
enhance their productivity and also eliminate confusion with the help of chain of
command. This method also tends to improve overall level of productivity which is the
simple process to execute. Weaknesses: Transactional selling does not allow personal contact with customers and
also focus on developing their brand loyalty and suitable revenues from their repeat sales.
Consultative selling: This method and prominent technique is all about the effective
communication among the customer and sales person (Cummins, Peltier and Dixon, 2016). This
concept is prominently used regarding the strategic questioning abilities and skills in order to
involve customers and also try to solve their queries. In relation with Ford Motor we can use this
method in terms of getting accurate feedback and response from their customers regarding their
services and facilities (Bolander and et. al., 2017).
 Strengths: This method is useful collecting data in terms of having advance research
before meeting with their customers. This method leads to provide suitable solution
through qualified prospect in order to provide suitable solution.
 Weaknesses: This method of selling need more skills as it is time consuming at least in
beginning.
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Explain how your chosen organization can apply the concepts of B2B and B2C within its
sales management operations using the criteria in the diagram below
Basis B2C B2B
Target market In terms of Ford Motor, the
target market of company for
its customers are quite large in
order to enhance their sales
and revenues.
Here, the target market of
company is limited or small as
they target few business areas
in order to keep their
strategies confidential.
Purchaser Here, the buyer of product is
single individual as they
purchase one product at a
time.
Here, the buyer of product is
multiple or various people as
they purchase products in
bulk.
Buying process Customers of Ford Motor
purchase product in single step
as they pay and get their
product.
Here, other business
organization purchase
products in various steps
include need of recognition,
quantity, development,
number of suppliers,
evaluation, selection and
feedback.
Sales cycle Because of short buying Due to the complex
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process the sales cycle is
short.
purchasing process the sales
cycle is long.
Define and explain the concept of sales reporting
Sales reporting: This method with the prominent that arise within the sales volume of company
considering the stipulated period of time. It is considered as the common form that represent the
prominent trends for the sales volume of company (Sharma, 2016). For this the sales reporting
represent the increment and decrement Trends of facilities and services of company. Hence in
terms of Ford Motor company its sales manager needs to identify the existing trends in terms of
determining the best possible course of action.
Explain how sales reporting is done in your chosen
In relation with Ford Motor, they effectively undertake suitable trends of sales volume
the depict the increment and decrement of trends by offering suitable facilities and services of an
organization. As Ford Motor claimed ditching the monthly model which is useful in smooth out
variances which is being caused by fleet orders. For this, Ford Motor tends to change the heart
and also leads to move back for effective updates. Hence, while reporting sales the commitment
of Ford Motor is to offer suitable transparency which include purposeful, measurable key
performance indicators and so on to effective track their progress.
Sales structures and how they are organized using specific organisational examples
Sometimes staff members do not perform with their full potential that leads to impact the
profitability and productivity of company. In regard of this various policies and strategies can be
adopted by company in terms of making their structure more flexible and better. For this there
are various types of cell structure that can be opt by company and also classified on the grounds
of size and division of industry. For these various types of sales structure are described in the
context of forth motor that is mentioned as underneath:
Geography based structure: Many of the organizations use this kind of structure as it leads to
prominently and hence the profitability and income of company. For example, if sales of the
company are depending on the grounds of Geography then it will allow the salesperson to
examine the market with their research team and also assist in terms of preceding adopting
significant approach to influence the customer base of the particular location (Guesalaga, 2016).
Hence it is helpful in terms of eliminating confusion among the sales members considering the
segment. Besides this it is beneficial for company in terms of clarifying the significant
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obligations and policies regarding their products and also performs major roles with the help of
the sales team.
In regard of this, Ford Motor tends to undertake suitable benefits for it like low cost, proper
territory management that leads towards the low geographic duplication of effort and low
duplication of the efforts with their customers. Meanwhile, in context of Ford Motor, it also
includes limitations like territory sizing that can be challenging for the uneven revenue and
opportunity across geographies.
Product based structure: in this company having prominent information and knowledge
considered in the production services which is quite easy for the company to develop its effective
reputation and image in the market area. This kind of structure is useful by company in terms of
promoting their potential products that are related with automobile and manufacturing. In the
context of Ford Motor company, they sell luxury car and manufacture related products and for
this they can use this kind of structure. It is useful for company as it helps in effective product
line considering each section and concentrate on the specific company. It will allow an
organization to have significant focus on the specific product regarding their business operations.
In relation with Ford, it undertakes suitable benefits like management tends to guide selling
efforts and sales reps develop suitable expertise of product. It includes suitable limitations like
coordination which is required when the sales reps have the same geography.
Market based structure: It is depending on the customer base that exists within the market area
and also known as customer base structure. By this customer have several requirements and
company need to consider all of them in terms of making their image and reputation within the
market. Along with this if sales individual is quite expert in order to deal with several types of
dealers regarding the effective development of various sales units (Pyanikova, Kovaleva and
Zaikina, 2018). It is considered as the important structure because it leads to impact the
prominent result of market on the grounds of decisions motivation and opportunity which is
useful in participating in the market.
In context of Ford motors, it undertakes suitable benefits like, management control can be
strategically allocated to the various markets and sales reps understand the requirement of their
customers and also develop healthy and strong relationships.
Critical Evaluation: Hence, the sales rep are the sales leaders who tends to get succeed
regarding the ability in terms of driving for the sales strategy implementation. For this, the large
portion tends to get succeed undertaking the attribute for the account management abilities. For
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this, successful sales leaders tend to develop their image and overall reputation in order to meet
their suitable revenues and goals by focusing on the overall sales strategy. In regard of this, sales
strategy is the effective plan that leads to meet annual business objectives and also make sure the
long term viability that leads to drive value of future shareholder and represent prominent
strategies that leads to undertake growing market share and launch of new product.
Significance and the benefit of the concept of ‘selling through’ others
There are various types of concept that are used by company in terms of promoting and
selling their effective services in the market area. For this Ford Motor company require several
people that helped company for developing their products and approaching towards the
customers to get desired outcome (Hase and Busch, 2018). Moreover, selling through is the term
which depicts the specific part of commodity which is sold by the seller after shipped by
supplier; It depicts those sales made directly from the side of company and refers to the sales that
made by the channel.
By considering the concept of selling through others, in which consumers tends to
purchase product from another company that leads to make their consumers to deal with their
retailers. It leads to undertake e-commerce websites, shopping malls and so on by which retailers
tends to purchase directly from the producer which is Ford Motor. Moreover, E-commerce
websites which are not owned by company tends to make their product effective in order to sell
things to their consumers. For this, organisations such as Amazon lead to make their own
product and sell it directly to their customers to their products which are made by Ford Motor.
Discuss further means by which the chosen organisation can sell through others
Selling through others is the beneficial method which is being used by organisations in
order to promote their products and services. As in terms of Ford Motor, they undertake
manufacturers, wholesalers, retailers and customer itself.
Significance of selling through:
It is considered as the important factor which is for the small business in terms of offering
high value products to their customers. In relation with Ford Motor company they can manage
their customised products by recruiting effective sales representatives. It is quite difficult for the
company to deal with single product in terms of selling face to face. Selling through you include
that sale which is done with the help of distributors wholesalers and retailers (Horak and
Nihalani, 2016). Ford Motor is the large automobile company that offer well on production
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services and also can offer its products directly to their potential customers. Some factors of
selling through are mentioned as under:
Persuading prospects: For this personal selling skill is very essential in terms of becoming an
effective sales representative that heat to use the affective competence to achieve the chance of
enhancing sales for the business. For this company use effective selling skills in terms of
understanding the effective demand that leads to offer prominent solution which is the important
form of product and services that offer benefit to the company.
Selling complex products: Most of the organisations tend to sell complicate products as they
are capable to reveal products according to the potential of customers and deal with the
prominent approaches and issues. In relation with forth motor the sales representative skill
should be present among the candidates in terms of focusing on the product and its benefit which
is related with the affective judgement and special skills of the manager.
Developing customer relationship: It is considered as the significant aspect of company in
terms of developing the prominent income for the future purpose and becoming the
representative who can use the prominent selling skill to conquer the strong relationship with the
customers (Schrock and et. al., 2018). For this the representative of company need to contact
with their customers in terms of maintaining healthy relationships with their potential customers.
Benefits of selling through:
Selling through is considered as the most beneficial aspect of company considering their
customers and effective commodity. Moreover, if Ford Motor is willing to target their customers
then they can offer the Deluxe on the priority basis with their suppliers and also sell them
immediately. It is useful in terms of developing prominent services which is quite easy to reach
to the potential customers by extending the geographical area of company. For this company
distributes its several products considering the different channels and also undertake prominent
obligations for selling products it is depend on the sales team and for this company need to
provide them effective training (Bolander and et. al., 2017). Furthermore, the sales manager of
company needs to deal with their potential clients undertaking their requirements and also
observe the behaviour and personality of their customers after that they need to negotiate with
them considering the best possible way.
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