Analysis of Sales Management at Argos: Principles and Practices

This report provides a comprehensive analysis of sales management, focusing on the UK-based retailer Argos. It begins with an introduction to sales management principles and definitions, emphasizing the importance of sales strategies in achieving organizational goals and objectives. The report then delves into the key aspects and scope of sales management at Argos, including sales forecasting, budgeting, and territory management. It explores the roles of salespersons and the different roles within the sales department, such as stock clerks and scanning personnel, alongside the stages of the consumer buying behavior process. The report contrasts B2C and B2B sales processes, providing examples and discussing the role of technology and sales incentives. Furthermore, the report examines the financial aspects of selling, including the sales cycle and industry-specific sales cycle management, offering recommendations for overall performance management. The report concludes by highlighting the significance of effective sales management in driving revenue and achieving organizational success.