Sales Management Report: Principles, Structures, and Consumer Behavior

This report provides a comprehensive overview of sales management, encompassing various key aspects. It begins by defining sales management and outlining its core principles, emphasizing the importance of sales operations, strategy, and analysis. The report then delves into sales planning, discussing its significance and the challenges involved, followed by an exploration of different selling methods, including one-off selling and relationship selling. It also examines sales reporting, highlighting its role in assessing product performance and identifying areas for improvement. The report further explores the benefits of sales structures, emphasizing their role in aligning sales teams and ensuring product visibility. It also touches on the concept of selling through others and examines consumer buying behavior and business buying processes, providing a holistic view of sales management strategies and their impact on business outcomes. This report is designed to provide students with a thorough understanding of sales management principles and practices.

SALES
MANAGEME
NT

Table of Contents
P1. Sales management ...........................................................................................................4
Principles of Sales Management ...............................................................................................4
Sales Planning.......................................................................................................................4
Methods of Selling.....................................................................................................................5
Sale Reporting.......................................................................................................................6
P2 Benefits of Sales Structures .............................................................................................7
P3 Selling through other ........................................................................................................8
P4 Sales management ...........................................................................................................8
P5 Factors determining the sales structure ............................................................................8

P1. Sales management
It is a procedure which develop the sale forces, operations of the sales coordinating and also
the techniques which has been used in implementing the sales and allows the business for
constantly hit(Comer, 2015).
Principles of Sales Management
Sales management is very much helpful for the business and also for there workers and
employees for the better understanding of the results, predict the performance of the future,
and also develop the sense of controlling. There are three key principles of sales management
such as;
Sales operations:- it is the backbone of the company where the sales team directly connected
between the customer and product. It basically means building the operations of the sales and
Sales strategy:- it defines the process of the sales where it targets the market according to the
set up of the team. Each and every organisation has the cycle of sales where it helps the
company and product for reaching the customers.
Sales analysis:- it means giving the report of the sales to the organisation which has been
analyses by the sales team that the product has been reached to the customers or not and also
it includes all the sales metrics and quantifiable indicators with the aspects of the sales
operations. From successful reporting it tell each and every aspect of the sales operations
whether it is performing and achieving the targets or not(Cummins, Peltier and Dixon,
2016).
Sales Planning
Planning of the selling has been described as the process of preparing and managing
the products & strategies which has been used in the selling process and it has been
encouraged the sales person for working with the tested approaches. Sales often includes the
host of unsure approaches that may not always getting the goods to the desired consumer.
The second concern with the sales is that it is ordinarily not the approach that the vision of
the organization drive on. Sales person's activity is to complete the targets that they have to
meet the deadlines and which may not always be able to meet. It has been depended upon the
management in the sales department for ensuring the good sales planning.
Planning of the Sales is critical because of number of reasons. The first reason is that;
there are so many sales persons that has contracted from various fields of expertise. They are

not inevitably trained on the products of company and market approaches as well(Das,
Mukherjee and Smith, 2018). Sales can also be done by individual who do not have any
specific technical training. The plan of action that has used in sales often link to social skills
of the person (employee) may have, as opposing the technical knowledge which they believe
to have perfect. Sales hence requires that the management develops a good plan for ensuring
the all concern of parties work as a team.
Sales management model
The model which has been used for the sales management in the organisation is SPIN model
and it involves some steps such as;
Situation:- in this step it has been understood the current situation of the buyer and also
starting with all that situation it has been asked the questions for helping the buyer and also
all the information has been provided to them which is needed and also adjust rest of the
questions accordingly.
Problems:- selling the product of the organisation which means offering the solutions. it is
one of the crucial part of the selling where it has been refers to asking the right questions for
anticipating all the obstacles and according to the report it is a biggest challenge for
identifying the urgency of the problems of the questions.
Implications:- when the sales team targeting the customers then this step has been called as
the designing for exploring all the implications of all the problems and also show the possible
outcomes of all the possible causes and also affect the sense of urgency which laid out for the
questions of all the problems(Ingram and et.al., 2015).
Need-payoff:- When all the things has been done correctly then it brings all the previous
questions of the SPIN model and then it has been set all the previous question for finding out
the solutions and make the better relationship between the product and customers.
Methods of Selling
The most ordinary approach of selling is the one-off selling that is often expert by
retail stores. One-off implies that the seller will often stock up on commodities and hope that
there will be a buyer willing to acquire them at a higher price. There are so Many shops such
as retail groceries, auto cars, boutiques and bars work on this module. The second most-
popular approach is the relationship selling. In this approach, the sale is basically based on
how well the purchaser and seller are awake of each other’s capabilities. Relationship selling
is common in business-business selling.

There are so Many companies such as banks and insurance organizations approach
sales from a high probability selling approach. They often seek to realize the market and
recognize the best customers to approach before developing a strategy to get these
customers . It is also common for companies that target is at the high-end consumer for using
the system of selling(Johnston and Marshall, 2016). In this approach, one business uses its
business approach and product presence to attract another organization that would be willing
to accept the system they used to unload their products and get cashed. Selling can also
include buyer facilitation; where the organization using the approaches like hiring the
purchase of selling to attract certain categories of purchaser to scale their products.
Types of selling
Selling is an art of the strategies, techniques, skills and methods of selling something to the
customers. There are different types of selling such as;
Aggressive selling:- in this style of selling the intention of the seller is only to sale. They
believe that they have to completed their work and also job have been done from selling.
Consultative selling:- This type of selling is generally based on the trust has been developed
between customers and seller. This type of selling build the relationship between customers
and seller for making good personality and gives a best experience.
Need-oriented selling:- In this type of selling seller has to enough smart and observe the
actions and words of the customers.
Product-oriented selling:- This style of selling is based on the product where the
salesperson define all the benefits and features of the product(Lancaster and Massingham,
2017).
Sale Reporting
A report of the sales offers critical findings of the product accomplishment within a
particular period. Any of product & services that has been perceived to have many gainful
achievements when there are so many interested occasion willing to acquire and use it. Every
organization seeks to see the well the stock or products within their shelves have performed
in the market. A report of sales that will offer information concerning about the products
which is attracted to most of the clients, as well as the products that need important
remodeling to appeal more to prospective purchaser. Accounts are the individuals in the
organization that are project with the role of presenting reports of sales.
As an accountant it is necessary to prepares the sales report, it is important that
management foster in the needs and skills to predict a trend in consumerism that the company

can use the design for the next line of products and services. Customers often crave for the
new commodities with the greater value and also the similar and lesser price than the
previous commodities(Lancaster and Massingham, 2017). Getting customers back for the
new products which means research. It basically means that the product has to be model led
in the approach that really appreciates the needs and values of the customers. The product
must appeal to the sensual, visual and practical demands of the consumer.
P2 Benefits of Sales Structures
The structure of the Sales is more important for ensuring the team of sales in placing
the organization which is always aware of the needs of sales & targets and also able to using
the resources of the organisation for dispense and get the work done.
There are so Many companies ensure that fresh employees are exposed to the
sales plan as well as the psychological and physical structures which can rely in their
spreading of sale pitches to new and fresh consumers. It is very essential to have all
employees awake about the product descriptions as well as the differentiation between
different scopes of the product.
The necessity of product arrangements guarantees that all products will get
equal treatment in terms of sales approach to make them more potent in the existing market.
A sales structure will get the products that the organization has in store to the market,
regardless of their popularity, and ensure that they receive the same backing and funding as
other products.
There are so many common company sales structures which involve the promotional
sales. Promotional sales affect the sales plan of the entire organization. The management
backs a plan which will see the product that used in raffles, draws and other competitions to
get more customers who are interested in the products and services for a chance to win some
award and amount. Promotional sales are god when the company is not sure about the
product’s market reach. In many cases, the company use so many ways to advertising and
decided to use the road shows and branding experiences to get the product to prospective
consumers(Schrock and et.al., 2018).
It is important to generate interest in the customers is very significant approach, which
requires so many essential in the individuals for creating ideas and driving the creativity,
more than the name of the brand. There are so many companies which has been used the
structure of sales such as; Microsoft, Apple etc.

P3 Selling through other
There are so many upcoming companies which has self-proprietorship and also not
registered business ideas where it has commonly sought to the sales. It basically means the
customers buying the goods from the retailers and other. A distribution of the retailer has
makes the strategy which enables the growth of the business.
it has been identified so many difficulties for reaching the larger level and also widely spread
the customers that increases the size of the sales force. Selling through others is a technique
where it welcomes the customers and also known as the welcome approach and also make a
good environment for the business. It is necessary to have in business because it raises the
new opportunities for the business and also make the new alternatives for the business and
also the approach of the sales is more organized & structured for bringing the consistent
results, using scientific approaches(Skowron, 2017).
P4 Sales management
it is a procedure for developing the coordinating sales, sales force, implementing techniques
if sales which allows the business for the consistently hit and even surpass the sales targets.
Consumer buying behaviour
it is total sum of all the attitudes, nature, intention, decision and preferences of the customers.
Consumer buying behaviour is totally depended on the multidisciplinary of the integral
physiology and also the aspects of the economies has been studied. Consumer buying
behaviour easily encouraged the distributor and influence them and basically it is known as
the broker. This term refers to the purchasing, selection and consumption of the products and
services for satisfying the needs and wants of their own.
Business Buying
It is a process where customers takes in making the purchasing of the decision. it
takes huge time for establishing the business and buying an establish is a better and good
option for the entrepreneur where it is going a concern for shortness of the learning and
reducing the cost of on the job training process and it also helps in avoiding so many conflicts
and errors which might be occur in developing the business and on the other hand buying teh
establish business is already set up and all the things are already clear.
P5 Factors determining the sales structure
There are so many factors which has been determined the sales structure of the organisation
and also impact on that such as;

Geographical
One of the sales structure factor is geographical factor where it has been described as the
several designs of the organisation which has been used and it is a specific structure where it
brings all the work together in so many geographical divisions. All divisions have their own
operational system and also it completes all the personnel for carrying out the various
functions of business like marketing, finance and production etc.
Geographical organisation structure relates to bringing together all the employees from
different functional units and departments and also allows the specialist for the geographical
decisions for responding on that quickly and also effectively for the division which has been
needed by the organisation. it also helps in coordinating with others for meeting up teh
challenges and opportunities for the organisation(Comer, 2015).
Marketing
The term marketing refers to the activity which set the institutions and creating a process,
delivering, communicating and also exchange the information offer values and also value the
customers, partners, society etc. marketing is an approach of identifying, satisfying the
customers and also fulfill the profitability of the organisation. it is a practice which tend and
make a creative industry which involves the distribution, advertising and selling as well. the
main purpose of the marketing is to complete the all organizational goals and objective by
that increasing the sales and productivity. it means bringing the product in the market through
market research, market penetration, market segmentation, market targeting etc.
Finance
Finance in sales is one of the most important part of the organisation without finance it not
possible to bring the outcomes. it basically means that it unlock the values of all the unpaid
voices. it refers to the invoice finance and set all the techniques which allows for borrowing
the values against of the sales ledger, it eliminates the needs for waiting the payment which
has been made by the customers(Cummins, Peltier and Dixon, 2016).
Product sales
It is a type of selling the products and services in the return of compensation, money
and services. Product sales is when the consumer buying the goods and services that has been
fulfilled according to their needs. It takes so many things for selling the products such as it is
necessary to develop the product for increasing the sales and also choosing the methods of
selling, making an marketing plan for the product sales.
Evaluation of the sales management
Structure

The structure of the sales management which has been involved the sales forces such as the
size of the sales, changing the organisation of the sales. Structure of the sales management
has been involved the selling of the organisation, involve sales, territory designs,
compensation and leading assignments and accounts etc.
Techniques
There are so many techniques of selling which has been used in the sales management for
analyzing and observing the sales structure such as;
 Cross selling
 Up selling
 Handling the unexpected objection of prices
 Consultative sales
 Psychological cost(Das, Mukherjee and Smith, 2018)

REFERENCES
Books and journals
Comer, L.B., 2015. Perceptions of the Contribution of Femininity to the Performance of
Traditionally Masculine Selling. In Proceedings of the 1994 Academy of Marketing
Science (AMS) Annual Conference (pp. 14-14). Springer, Cham.
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.
Das, G., Mukherjee, A. and Smith, R.J., 2018. The perfect fit: The moderating role of selling
cues on hedonic and utilitarian product types. Journal of Retailing. 94(2). pp.203-216.
Ingram, T.N. and et.al., 2015. Sales management: Analysis and decision making. Routledge.
Jobber, D., Lancaster, G. and Le Meunier-FitzHugh, K., 2019. Selling and sales management.
Pearson UK.
Johnston, M.W. and Marshall, G.W., 2016. Introduction to Sales Management in the Twenty-
First Century. In Sales Force Management (pp. 29-54). Routledge.
Lancaster, G. and Massingham, L., 2017. Sales management. In Essentials of Marketing
Management (pp. 233-259). Routledge.
Schrock, W.A. and et.al., 2018. On the nature of international sales and sales management
research: a social network–analytic perspective. Journal of Personal Selling & Sales
Management. 38(1). pp.56-77.
Skowron, A.A., 2017. Project of the database system supporting sales management in the
Prima Poland company(Doctoral dissertation, Katedra Systemów Zarządzania).