Sales Management Report: Principles, Techniques, and CRM for Argos Ltd

This report focuses on sales management principles and techniques used by Argos Ltd, a retailing company specializing in household and personal products. The report begins by discussing the importance of sales management and its impact on customer relationships. It then delves into key principles such as the relationship between price and value, the focus on solving customer problems, and the importance of building strong customer relationships. The report also explores various sales techniques, including SPIN selling and SNAP selling, and the use of CRM software, specifically Zoho CRM, to manage customer data and improve sales processes. The report concludes with recommendations for Argos Ltd, including staff training and talent recruitment. The report references relevant literature to support its findings.

Sales Management
Task 3

Table of content
 Introduction
 Key Principles and techniques related to successful selling
 Conclusion
 References

Introduction
 Selling refers to transaction where goods or services are
provided in exchange of money. This presentation is about
Argos Ltd which is a retailing company who serves household
and personal use products.

Key principles and techniques for successful
selling
 Principles of selling and techniques help in increasing sales of
company and maintaining good customer relations. Managers at
Argos, uses various principles of selling because company have
different-different types of customers and different types of
processes.

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 Some principles of selling that are used in Argos are explained
underneath:
 Relation of price and value
 Selling is not about product, but their problem
 Selling and relationship

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 Techniques of selling: Companies use various sales techniques or
methods to close deal faster and efficiently. Sales managers at Argos
also use following techniques to increase sales and profit-margin of
company
 SPIN selling
 SNAP selling

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 CRM software
 CRM Stands for customer relationship management. This software helps
in managing data of customers of a company. Earlier it started with
recording customer data in registers or handwritten notebooks.
 In Argos, managers uses Zoho CRM that enables sales force to perform
practices more effectively in addition close more deals.

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 Recommendations
 Argos Ltd is a retailing company which deals in household and personal
products. Company has offline and online stores on both platforms firm
have hire efficient salespersons who know how to deal with customers. Key
recommendations to managers of Argos includes the following:
 Training to staff
 Recruiting talents

Conclusion
 This presentation concludes principles of selling such as Relation of
price and value, Selling is not about product, but their problem, selling
and relationship as well as techniques of selling which are SPIN
selling and SNAP selling.

References
 Hinson, R.E., Adeola, O. and Amartey, A.F.O., 2018. Sales
Management: A Primer for Frontier Markets. IAP.
 Popp, N., Simmons, J. and McEvoy, C.D., 2017. Sport ticket sales
training: Perceived effectiveness and impact on ticket sales
results. Sport Marketing Quarterly. 26(2). p.99.