Sales Management Report: Evaluating Sales Structures and Strategies

This report provides a comprehensive analysis of sales management for inXile Entertainment, focusing on sales structures, selling principles, and sales strategies. It examines various sales structures, including geographic, product, market, and functional structures, evaluating their benefits and implementation. The report delves into the importance and advantages of "selling through" others, highlighting its impact on reach and customer acquisition. Key principles of successful selling are analyzed, emphasizing relationships, understanding customer needs, and the importance of closing sales. The report critically analyzes the application of these principles and evaluates sales strategies for revenue enhancement and market reach. Furthermore, it assesses core finance principles and provides recommendations for improving financial viability through optimal sales structures and approaches. The report aims to guide inXile Entertainment in effectively managing its sales operations to achieve higher profitability and a competitive edge in the market.

Sales
Management

Contents
TASK 2..........................................................................................................................................................3
P2: Benefits of sales structures................................................................................................................3
P3: Importance and advantage of “selling through” others....................................................................4
M2: Critical evaluation of implementation of sales structures................................................................5
TASK 3..........................................................................................................................................................5
P4: Analysis of key principles of successful selling...................................................................................5
M3: Critical analysis of application of selling principles...........................................................................6
TASK 4..........................................................................................................................................................6
P4: Importance of sales strategies...........................................................................................................6
M4: Evaluation of core finance principles................................................................................................7
D2: Critical evaluation and recommendations for sales structures and approaches for improvement of
financial viability......................................................................................................................................7
CONCLUSION...............................................................................................................................................8
REFERENCES................................................................................................................................................9

TASK 2
P2: Benefits of sales structures
The benefits of various sales structures in the context of inXile Entertainment are
explained as follows-
Geographic organizational structure-
It is also known as territorial sales structure and in it organizations assign their sales
representatives for a particular geographical area (Advantages and Disadvantages of Different
Sales Structures, 2018). inXile Entertainment can choose this structure which will result in
segmentation of sales areas. They can be organized by company by dividing sales areas
according to geographies and allotting them to different sales representatives.
Benefits-
 Low cost- Geographical organizational structure has a low of cost which can be
beneficial for the organization adopting it.
 Proper territory management- Geographical organizational structure facilitates proper
territory management thereby resulting in more sales revenue.
Product sales force structure-
In it, there are no geographical areas determined but sales force’s area of responsibility is
determined by the products or product groups (Agnihotri and et.al., 2016). inXile
Entertainment can organize this structure by dividing areas according to products and
product groups.
Benefits-
 Product expertise- This structure helps in developing product expertise which can help
the company in the long-run.
 Guidance- The management of firm can guide the selling efforts through personal
supervision of representatives and guiding them at every step they take.
Market based structure-
This is mainly a customer-based structure and therefore sales representatives are grouped
by customers or industry. inXile Entertainment can organize this structure if it groups
sales representatives according to customers or industry.

Benefits-
 Understanding of needs of customers- This structure allows the sales representatives to
understand the needs of customers.
 Control of management- This structure allows for greater strategic control over the sales
operations.
Functional structure-
In this structure, responsibilities are defined according to place of people in the sales
process which can be inside sales, account managers, product specialists etc. inXile
Entertainment can organize this structure if it organizes its sales operations according to
various types of functions (Cummins, Peltier and Dixon, 2016).
Benefits-
 Efficiency- This type of structure brings more efficiency in sales activities.
 Clear authority- This structure clearly defines authority across functions which help in
bringing smoothness in organization’s sales operations.
P3: Importance and advantage of “selling through” others
“Selling through” others means selling a product by a retailer after being shipped by a
supplier. inXile Entertainment can make use of this channel which will facilitate it forming
connections with the retailers.
Importance-
It is important because it offers the firm an opportunity to monitor the efficiency of its
supply chain (Deeter-Schmelz, 2016). Also it allows for fast clearing of inventory which means
that there are no leftover stocks left with the organization.
Advantages-
 Wide reach- A wide reach is offered to the organization opting for “selling through”
others which therefore allows it to target more customers. Expanding business becomes
much easier when it already has a wide reach in terms of number of customers.
 Customers- It offers an opportunity to access a large number of customers in different
areas. This leads to an increase in business of the firm. Thus the company has a good
chance of making more profits in the future.
 Selling- The responsibility of selling the goods of company falls on the retailer when
opting for the “selling through” approach which therefore makes the job of the
management of the organization quite easier. This is so because when the responsibility
of increasing sales have been taken by its different retailers then the managers can focus
on other relevant work related to the organization and can concentrate on other important

matters concerning it which will lead to increase in their overall efficiency, effectiveness
and productivity.
 Marketing- Boost can be easily provided to the marketing campaign of the firm when it
is opting for the “selling through” model as it will result in combined efforts of
manufacturer as well as the retailer (Gallino, Moreno and Stamatopoulos, 2017). These
combined efforts by the company and its retailers will surely result in increase in sales
and sales revenue ultimately resulting in achievement of long-term objective of
maximization of profits. Thus this model results in efficiency and effectiveness in
marketing activities which are essential for a product to succeed in the market by
appealing to the customers. Thus long-term success of an organization can be ensured.
M2: Critical evaluation of implementation of sales structures
The sales structures types which are geographic, product, market and functional are
useful in their own ways for the organization. inXile Entertainment can select any one of them
for accomplishing its task which will help it in increasing the sales of its new product which is
role-playing video games. Implementation of a sales structure changes the functioning and
performance of sales department of the enterprise thereby impacting the overall sales and
revenue of the organization. Thus, a sales structure needs to be chosen carefully after a thorough
research.
TASK 3
P4: Analysis of key principles of successful selling
There are various key principles which are quite essential for the purpose of successful
selling (Goyal and et.al., 2016). Their detailed explanation in the context of inXile Entertainment
is as follows-
Selling is all about relationships- In Selling, a relationship has to be formed with the
buyer so that the product can be sold. It helps a lot in building and managing customer
relationships within the organization as long-term relationships lead to repeated sales. Thus
inXile Entertainment’s managers have to focus on this aspect.
Sale is not about product but its problem- In Selling, the reason has to be provided to
buyer so that the product can be sold. inXile Entertainment’s managers have to focus on
identifying the needs and requirements of the customer behind purchasing a product and then
specifically target the customer. This will create an impact in building and managing customer
relationships because with the identification of needs permanent relationships can be formed
with them.
Price and value go hand in hand- In Selling, the product should not only be affordable
to the customer in terms of money paid for purchasing it but should also offer a specific value for

itself. Thus this will help inXile Entertainment in increasing its sales and the revenue ultimately
resulting in maximization of profits.
There is no sale until closure- There can be hardwork put in by a sales representative by
effectively presenting the product in front of a customer by explaining all its features, utility,
value etc. However all this is of no use if the sale has not been closed. Thus inXile Entertainment
needs to make sure that the sales representatives are given good training and their skills are
developed fully so that they can close the sales and bring in more revenue (Guenzi, Sajtos and
Troilo, 2016).
Those who listen, win- A successful sales representative is the one who listens closely to
the customer before making the sale. Needs and requirements of customers are identified through
this process. Thus inXile Entertainment needs to make sure that its sales representatives are good
listeners who listen as well as provide an answer to queries of the customer.
M3: Critical analysis of application of selling principles
The selling principles identified need to be effectively analyzed so that sales
representatives are given proper training on them and their application. Proper application of
these principles will not only result in increase in sales but will also enhance the overall profits
of an organization. Thus they are required for bringing smoothness in the sales operations of the
company. They also act like a guiding force for the sales department of company providing it
with the required directions and guidelines for taking of important decisions.
D1: Critical evaluation on understanding of sales management, structure and selling techniques
Sales management, its structure and selling techniques are absolutely necessary in the
context of an organization. A company likes inXile Entertainment which aims to introduce a new
product in the market i.e. role-playing video games. Thus for introducing this new product
proper sales management is required. Also a suitable sales structure has to be chosen and a
selling technique has to be chosen which will lead to increase in sales facilitating increase in
overall revenue and maximization of profits. Thus all of them have to manage properly by the
sales department of company.
TASK 4
P4: Importance of sales strategies
Sales strategies refer to different types of approaches which can be used by the
companies for the purpose of enhancement of their sales within a specific market or various
other markets (Lancaster and Massingham, 2017). inXile Entertainment needs to use an effective
sales strategy which can result in increase in its revenue through an increase in sales of role-
playing video games.

The importance of these strategies is as follows-
Increase in sales- Proper application of sales strategies results in increase in the overall
sales in the organization (Malininas and et.al., 2017). Thus inXile Entertainment needs to
develop a strategy which is highly effective in increasing the profitability as well as facilitating
for account management within the sales structures. Thus it is important for the company’s sales
department to choose a sales strategy very carefully.
Reaching the target market- Use of proper sales strategies enhances an organization’s
ability to reach its target market (Syam and Sharma, 2018). This leads to increase in sales by
reaching the potential customers in the market. inXile Entertainment needs to find out a sales
strategy which not only leads to increase in profitability but also allows for account management
within the sales structures. Thus, the sales strategies have to be chosen quite carefully by the
management of the organization.
Leaving behind the competition- Proper use of sales strategies helps in using
approaches which are highly useful if an organization has to leave behind the competition. Thus
inXile Entertainment needs to choose a sales strategy which not only leads to higher profitability
but also allows for account management within the sales structure. Therefore, these will increase
the sales revenue of the company ultimately resulting in maximization of the profits of the
organization.
Growth opportunities- Sales strategies are important if a company has to identify the
growth potential in various opportunities available (Razmochaeva, Klionskiy and Chernokulsky,
2018). This helps not only in enhancement of the overall profitability but also allows for account
management within the sales structure of the organization. Thus, its importance can be
underlined by the fact that it helps a lot in identification and perceiving the growth opportunities
available in the market in order to enhance revenue and the overall profits.
M4: Evaluation of core finance principles
The core finance principles and successful portfolio management can lead an
organization towards achievement of higher profitability and a competitive edge. This is so
because they provide the required guidance for the mangers to take the decisions regarding sales
which are for the benefit of the company in the long-run. Thus these principles and portfolio
management are crucial if inXile Entertainment has to achieve success in the long-run. Thus
long-term strategic planning is required on the part of various managers in the company to
successfully implement them and facilitate the success of the enterprise over competitors.
D2: Critical evaluation and recommendations for sales structures and approaches
for improvement of financial viability
The sales structures and approaches are very important for enhancement of sales revenue
within an organization. The recommendations for the managers of inXile Entertainment is to

adopt a sales structure and a sales approach which is viable, helps in effective controlling and
monitoring of sales activities and also leads to increase in overall efficiency, effectiveness and
productivity in the organization. Also it is important if the company’s managers want it to grow
sustainably and maintain an edge over its various competitors in the market.
CONCLUSION
From the above report, it can be concluded that sales management is a process of
development, coordination and implementation of various techniques to increase the level of
sales in an organization. Its key principles are important for an enterprise, its sales structures
offers varied benefits to companies, the concept of “Selling through” others offers advantages.
Also, principles of selling provide the required guidelines for the managers of sales department
of the firm. Sales strategies need to be made in such a manner so that profitability can be
maximized and account management can be incorporated within the sales structures.

REFERENCES
Books and Journals:
Agnihotri, R. and et.al., 2016. Social media: Influencing customer satisfaction in B2B
sales. Industrial Marketing Management. 53. pp.172-180.
Cummins, S., Peltier, J. W. and Dixon, A., 2016. Omni-channel research framework in the
context of personal selling and sales management. Journal of Research in Interactive Marketing.
Deeter-Schmelz, D. R., 2016. Personal selling and sales management abstracts. Journal of
Personal Selling & Sales Management. 36(2). pp.206-220.
Gallino, S., Moreno, A. and Stamatopoulos, I., 2017. Channel integration, sales dispersion, and
inventory management. Management Science. 63(9). pp.2813-2831.
Goyal, S. and et.al., 2016. The effectiveness of RFID in backroom and sales floor inventory
management. The International Journal of Logistics Management.
Guenzi, P., Sajtos, L. and Troilo, G., 2016. The dual mechanism of sales capabilities in
influencing organizational performance. Journal of Business Research. 69(9). pp.3707-3713.
Lancaster, G. and Massingham, L., 2017. Sales management. In Essentials of Marketing
Management. (pp. 233-259). Routledge.
Malininas, S. and et.al., 2017. Sales management in range of supply and storadge of UAB
«ZEELANDIA». Journal of Management. 31(2). pp.97-104.
Razmochaeva, N. V., Klionskiy, D. M. and Chernokulsky, V. V., 2018, September. The
Investigation of Machine Learning Methods in the Problem of Automation of the Sales
Management Business-process. In 2018 IEEE International Conference" Quality Management,
Transport and Information Security, Information Technologies"(IT&QM&IS.) (pp. 376-381).
IEEE.

Syam, N. and Sharma, A., 2018. Waiting for a sales renaissance in the fourth industrial
revolution: Machine learning and artificial intelligence in sales research and practice. Industrial
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Online
Advantages and Disadvantages of Different Sales Structures. 2018. [Online]. Available
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