Sales Management Report: Principles, Strategies, and Benefits

This report provides a comprehensive overview of sales management, emphasizing key principles, sales structure benefits, and strategies for successful selling. It delves into essential aspects such as managing sales teams, setting goals, and developing sales skills. The report also highlights the advantages of a well-organized sales structure, including territory management and improved customer interaction. Furthermore, it explores the benefits of 'selling through' others, such as retail distributors, and its impact on customer base expansion and brand reach. The report also details the key principles for successful selling and customer relationship management, including effective communication and feedback utilization. Finally, it underscores the importance of developing sales strategies for profitability, offering valuable insights for sales professionals and business development enthusiasts.

Sales Management

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
P1 Key principles of sales management.................................................................................1
P2 Benefits of sales structure and their organisation..............................................................2
P3. Benefits of the idea “selling through” others...................................................................3
P4 Key principles for successful selling and their role in managing customer relationships 4
P5 Importance of developing sales strategies for profitability...............................................5
CONCLUSION................................................................................................................................5
REFERENCES................................................................................................................................6

INTRODUCTION
Sales management is considered as an essential discipline of the business in which the actual
focus is maintained on the applications that act practical enough. Also, it involves the managing
and handling of all the operations that are associated with the sales (Madhavaram, Bolton and
Badrinarayanan, 2017). A sales management system is also classified as an efficient tool that
helps in making the operations and function ability efficient such as organising the individuals
for sales, help them in making various contacts and every that factor that can actually help them
in maximizing the overall rate of their overall sales. The report is about discussing different
principles of it along with its benefits. Also, it includes some techniques that can help in an
efficient selling rate. The importance of sales strategies have also been included.
TASK 1
P1 Key principles of sales management
There are some key aspects of sales management and these are essential in various factors
such as in sales planning, ways of selling, sales reporting etc. So, the role of principles on these
factors are discussed as following :
Managing the team
For a sales manager, it should ensure that the person is responsible enough. Also, some
small factors can also have a huge influence on the marketing they deal with. It is because things
can have positive as well as negative effect on some factors. So, it is essential to be aware of
what is going on.
Setting goals
Setting the targets and goals can actually help a sales person to achieve all the targets and
goals (Malek, Sarin and Jaworski, 2018). One thing that the sales person should ensure is that
they can go through various ups and downs, so they should stay motivated enough because it can
help in improving the situation to a huge extent. Ups and downs aree a part of life and every
person in different professions has to face it. So rather than thinking on the same, the sales
person should stay active and motivated enough that whatever comes in their path, they keep
moving as well.
Train skills
Sharing of knowledge can actually help in expanding one’s own knowledge. So, a sales
person should ensure to help every other person who is having some issue with their role. Also,
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an important way is to identify the weakness and make it resolve in a way that it can be termed
as your strength (Möller and Parvinen, 2015). Also, a complete management team is also there to
help people out of issues because initially, it is common enough to have complex and
complicated situations but dealing with patience is the only key that can help in staying positive
and active enough.
Reporting information to the management
No matter what was special or bad about the day, it has to be reported to an upper
management if it is related to the work. It is somewhere dependent on the way a sales person use
different ways to provide the information and data. Also, sometimes, the day spent can be good
but sometimes, it can be bad as well. Therefore, it is quite common and reporting everything
related to the work and day schedule is an important characteristic of a sales person. Also, the
procedure of reporting is for every single employee, whether they are new joiners or are
experienced. So, the reporting is to be done in front of a senior authority. It is important as well
because it helps in maintaining a balance and a sort of record of people that what they have
achieved, how hard working they are and how much time they can efficiently contribute in their
role.
P2 Benefits of sales structure and their organisation
Sales structure is considered as a systematic and properly maintained structure which
compiles of all the duties and responsibilities that a sales person has to perform during the work
timing etc. The benefits of the same are discussed as under :
 A properly organised sales structure can actually help in maintaining a completely
territory managed which helps in further low geographical copying of the efforts f the
person. Also, there is a whole management that can help the sales person in getting
support and any other sort of guidance they need. It is because it is obvious enough that
in the initial stages, one does not knows how to manage things. So, there is a complete
management that is there to provide proper support.
 The structure of sales is being structured in a way that it is systematic enough for a sales
person to follow. It has some specified set of roles that the sales person has to follow the
whole day. Sometimes it seems easy enough and sometimes it is hard enough (Pelham,
2015). So, it has been made in a way that it can seem suitable and relevant enough for a
sales person to follow and ensure positive outcomes as well. If at some time, the
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authorities seems that the employees are not compatible enough with the structure and its
design, they make sure to involve changes as soon as possible because along with gaining
satisfied customers, they also have a keen focus on keeping their employees happy.
 It also involves various ways that the sales representatives can make use of for making
efficient and appropriate interaction rate with them. It is because the needs and
requirements of the customers are easily understood if being analysed properly. So, on
the basis of that only, various ways to make them influenced etc. have been included and
that can actually help in making better conversations with the customers (Johnston,
2017).
 The strategies for different markets are different because there are different ways to deal
with different situations that happen with different sectors. So, for coping with it, there
are strategies that have been prepared on the basis of its complexity. So, it can be
resolved. Therefore, it can also be considered as a better option.
P3. Benefits of the idea “selling through” others
The factor selling through others means through the means of a retail distributor.
Although, it is not a simple process. Even in case of a newly settled retailer, one have to provide
them an efficient amount of training so that they can get through the skills of marketing and sales
and thus, can have a better performance at the market place. Some very common examples of its
advantages are discussed as under :
Extended reach
When the products of a company are being sold by a retailer chain, it however increases
the popularity of the firm. Along with the popularity, it can also help in expanding the overall
reach of the company. Establishing self outlets can actually prove to be hectic enough because it
must be involving various factors such as setting new team, making contacts etc. but with the
help of a retail chain, it can be considered easy enough for expanding the overall reach of the
business. So, rather than opening own store’s etc., the firm can plan to implement the distribution
process by the means of a retailer or distributor so that they can focus on their own operations.
Thus, retailer by selling the products will automatically make the people aware of the specific
brand by selling their products etc.
Increased customer base
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When the products and services of a firm will be done through a retailer, it means
expansion in the customer base as well because in such cases, the firm already must be having
some customers of its own. Along with them, there are enormous number of customers that are
connected by their retailers. So, these retailers help in providing an extended customer base.
Also, there came some situations when the customer’s gives priority to some those fixed
products as compared to the others. So, in such cases, the firm can make further negotiations
with the retailer as well.
Necessary guidelines
When a new party becomes a retailer and joins association with some firm, it is the
responsibility of the firm to provide them an efficient and appropriate set of training so that they
can get aware of the ways to deal with different products and other people in the market. Also it
involves dealing with the customers because that is the only important factor which needs to be
addressed and is considered as the most important. Setting the distribution of products through a
retailer can act as an efficient option because it somewhere eases the process of selling itself to
the customers and deal with all the related factors such as bargaining etc. so, selling through the
means of a retailer acts as an efficient option.
Better marketing
The firm can make contact with various retailers that can help them in the distribution
process. Also, dealing and marketing of the products through the means of different distributors
can actually help in increasing the popularity as well as productivity of the specific firm. They
can also set various marketing campaigns that can help in increasing and making their
promotions because it can actually help in making people aware about the firm and all of its
products so that more and more people can make purchase from the same, thus help in
increasing the productivity as well. Increased number of contacts can actually prove beneficial
enough for the brand as if in case the brand endorses some new product or service, it must be
already having some genuine and trusted customers that can give the new products a try as well.
So, this can help in maintaining a proper balance between the operations of the brand to satisfy
and gain customers.
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P4 Key principles for successful selling and their role in managing customer relationships
There are some ways and aspects that a sales representative should stay aware of in order
to maintain a successful interaction with the customers and also for making better rate of the
overall sales. Some of these principles are discussed as under :
 The sales representatives should ensure the fact that they have to communicate in a
proper and respectful way that it cannot act hurtful or can hurt the sentiments of people.
Also, the person should be able to have effective communication skills that along with
speaking their own stuff, they listen to the customer as well because they have their own
queries, so listening them and then replying the same one by one makes an efficient
interaction between the two (Schrock and Amin, 2018).
 If the initial stage doesn’t seems right enough, then, it may spoil the rest of the
conversation as well. So, the sales person should ensure that they speak only things that
are required in front of them and are professional because no customer will like any sales
representative who is more interested in their personal life or living being.
 Also, if the customer do not like some product etc., the sales person can ask for their
feedback because the feedback of customers is valuable for every company. Thus, the
sales person can take the specific feedback that what changes they people want in that
specific product. So, on the basis of that, some changes can be made accordingly so that
the customers can get satisfied.
 Whether the deal has been made or not, genuine and basic manners that a sales person
should have is to finish the deal by a thank you or a nice compliment so that it can have a
lasting impression on the customer as well that no matter the deal has not been made, the
person is still positive towards people.
P5 Importance of developing sales strategies for profitability
The development and then implementation of the sales strategies is important in order to
maintain the processing and operations of the company efficient enough (Möller and Parvinen,
2015). Although different sales persons have sought different strategies they can make use of
while dealing with different types of people because it is important as well. Many times, the
situation comes when people are very less interested in purchasing or selling of these products.
So, that time can be quite tough for the sales persons, so they have to implement ways and
techniques by which they can be able to influence the customer about purchasing some product.
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There are various types of strategies that are being included in the process of sales and marketing
and some very well known examples of it involves consultative selling, script based, strategic
partnering etc. so, it depends on the type of situation that what strategy seems suitable enough
according to the situation (Cummins, Peltier and Dixon, 2016). So, the same is being
implemented by the sales person and it further helps in gaining a huge amount of profitability as
well. Involvement of these strategies can actually help one in gaining a huge rate of interest of
people along with better productivity as well.
CONCLUSION
It can be concluded from the report that there are some principles that are essential
enough in the whole process of sales and marketing. Also, the aspects have been followed by the
sales persons in order to make the operations and other function ability smooth enough. There
are various strategies that a sales person can involve in order to gain a huge amount f
profitability and popularity as well. Selling through the means of retailers can be considered as
an efficient option for the firm as it can help in gaining a huge amount of customers and
productivity as well.
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REFERENCES
Books and Journals
Cummins, S., Peltier, J. W. and Dixon, A., 2016. Omni-channel research framework in the
context of personal selling and sales management: A review and research
extensions. Journal of Research in Interactive Marketing. 10(1). pp.2-16.
Johnston, M. W., 2017. The Routledge Companion to Selling and Sales Management. Routledge.
Madhavaram, S., Bolton, D. and Badrinarayanan, V., 2017, May. Metaphors and Sales
Management: A Review and Research Agenda: An Abstract. In Academy of Marketing
Science Annual Conference (pp. 481-481). Springer, Cham.
Malek, S. L., Sarin, S. and Jaworski, B. J., 2018. Sales management control systems: review,
synthesis, and directions for future exploration. Journal of Personal Selling & Sales
Management. pp.1-26.
Möller, K. and Parvinen, P., 2015. An impact-oriented implementation approach in business
marketing research: Introduction to the Special Issue on “Implementing Strategies and
Theories of B2B Marketing and Sales Management”. Industrial Marketing
Management. 45. pp.3-11.
Pelham, A. M., 2015. The Influence of Consulting Oriented Sales Management Programs on
Customer Retention and Long-Term Profit Growth. In Creating and Delivering Value in
Marketing (pp. 66-66). Springer, Cham.
Schrock, W. A. and Amin, M.S., 2018. On the nature of international sales and sales
management research: a social network–analytic perspective. Journal of Personal Selling
& Sales Management. pp.1-22.
Trehan, M. and Trehan, R., 2015. Advertising and sales management. FK Publications.
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