Sales Management: Argos Selling Methods, Planning & Reporting

This report provides an in-depth analysis of sales management principles within Argos, a British catalogue retailer. It covers key aspects such as establishing a sales management model, selecting the right agency and employees, deciding the sales territory, and determining the size of the sales force. The report also delves into sales budgeting, human resource planning, and the importance of branding, labelling, and packaging. Furthermore, it examines the various roles of sales personnel at Argos, including prospecting, communicating, selling, servicing, and collecting information. The report distinguishes between consumer and business buying behaviors, highlighting the importance of understanding customer needs and preferences. Finally, it evaluates the merits of different sales structures, such as geographic and market-based organizations, and recognizes the significance of 'selling through others' to enhance overall sales effectiveness. This document is available on Desklib, a platform providing study tools for students.