NSAB579B39JO: Sales Management Report for Ford Motors

This report provides an in-depth analysis of sales management principles and techniques, focusing on their application within Ford Motors. It explores the significance of customer relationship management (CRM), examining techniques such as outsourced solutions and customer-oriented software, along with key principles like mastering the art of the possible and excelling at delivery. The report further investigates the importance of developing effective sales strategies to enhance profitability, addressing customer needs, improving return on investment for sales teams, and facilitating the hiring of the right personnel. Additionally, it evaluates how core financial principles and portfolio management contribute to increased profitability and competitive advantage, concluding with recommendations on how sales structures and approaches can improve financial viability. The report draws upon academic sources to support its arguments and provides a comprehensive overview of sales management practices within the context of a real-world business.

Sales Management

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 4............................................................................................................................................1
P4. Key principles and techniques that help in managing customer relationships.................1
M3 Critically analyse the application of successful selling principles and techniques in
application to specific organisational examples.....................................................................2
TASK 5............................................................................................................................................2
P5. Importance of developing sales strategies that help in yielding high profits...................2
M4 Evaluate how core finance principles and successful portfolio management can lead to
increased profitability and a competitive edge.......................................................................3
D2 Critically evaluate and make recommendations on how sales structures and approaches
can improve financial viability...............................................................................................3
CONCLUSION................................................................................................................................4
REFERENCES................................................................................................................................5

INTRODUCTION
Sales management is a quite vast discipline in business which helps in enhancing sales of
a company thereby leading to enhanced growth and profits as well. Sales management is an
essential tool whose main focus is to practically apply sales tools and techniques which will
further help in maximising sales and profits in a business (Chapman, Schetzsle and Wahlers,
2016). This report has been framed on Ford Motors which is a multinational business concern. It
deals in auto mobile sector and is headquartered in Dearborn, Michigan. This report discusses
about a number of elements such as importance of developing sales strategies and key techniques
that help in management of customers in a business.
TASK 4
P4. Key principles and techniques that help in managing customer relationships.
For enhancing sales and profits of a business it is necessary that every business concern
focusses on adopting customer relationship management. Customer relationship management is a
process which managers of a business undertake to improve customer's satisfaction and develop
stronger and effective relationships with them. Various techniques of CRM include outsourced
solutions, off the shelf solutions, customer software and managed solutions as well.
Outsourced solutions: Outsourced solutions are important as application service
providers provide effective web based solutions to business concern which further help in
improving customer and their relationships. In context of Ford Motors it has been evaluated that
this approach is used by managers whenever their employees and company lacks in house skills
needed for performing jobs with effectiveness.
Customer oriented software: For enhancing customer's satisfaction and sales
performance managers of Ford Motors adopt customised software for their organisation which
gets further integrated with existing software. This process is although quite expensive and time
consuming yet delivers excellent growth results.
While adopting these techniques managers of Ford Motors will also have to follow
certain rules and principles so that authenticity and effectiveness of business practices is ensured
(Cummins, Peltier and Dixon, 2016). These principles have been mentioned as under:
Master the art of possible: It is quite essential that every business undertake business
practices that they are effective in or can excel in their work. This is helpful as technological
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breakthroughs and technical complexities are a quite common factor in every business concern
today. Many a times customers are also not sure as to what are their actual needs and
requirements. By mastering or excelling at their services businesses can earn huge profits. For
example concept of pool rides was not present in the market before brought it in their business
and today it seems like it has been existing since ages. Many other businesses such as Side car,
Bla bla etc. also started this after Uber.
Excel at delivery: Physical delivery of goods and services is a quite important tool which
helps in raising satisfaction and trust of customers (Havaldar and Cavale, 2017). For example,
even if a company is not directly in competition with Amazon yet its delivery process is such
that its innovative practices in delivering goods and services affects all other business concerns.
M3 Critically analyse the application of successful selling principles and techniques in
application to specific organisational examples.
By applying the above stated principles and techniques Ford Motors will be able to
enhance their overall customer base and satisfy needs and wants of customers. These tools will
also support in raising standards of employees in terms of their skills and expertise. For example,
Uber has initiated pooling facility for enhancing their sales and Amazon has innovated its
delivery process.
TASK 5
P5. Importance of developing sales strategies that help in yielding high profits.
Sales strategy refers to a process or a plan which is constructed by business concerns so
as to improve their overall sales and profits at a quicker paced. This also helps in delivering
longer sustainable positions to business concerns. These strategies or policies are generally
developed or framed by top level management in a company. Ford Motors is a retail sector
business concern and hence its sales strategies and policies are framed after evaluating policies
of its rival firms. Also managers adopt financial projections in their working (Johnson, 2015).
By adopting such policies Ford Motors has greatly enhance its profits and also improved its
overall growth rate as well. Importance of adopting effective sales strategies in Ford Motors has
been stated as under:
It helps in addressing needs of customers: Every time a new customers joins a brand,
assisting them will be a complex process as managers will haver to adopt new tools and
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techniques as compared to current customer requirement. Newly joined customers will also have
to be provided knowledge regarding products and their features whereas existing customers are
already aware about this (Hohenberg and Homburg, 2016). Hence managers of Ford Motors will
have to adopt new tools and techniques for for their customers which will help in addressing
their needs in an effective manner.
It enhances return on investment of sales team: Formulating strategies and policies is a
lengthy process which expects managers of a business concern to be well aware about what their
future prospects are or what they are aiming at. This will help managers of Ford Motors to have a
more foresighted and developed vision. Also they will further be able to maximise sales results
by keeping their focus intact.
It helps in hiring the right people: Hiring or employing staff is every important for every
business concern as without an effective workforce no business can perform with effectiveness.
Any business that has a well developed strategy build for their sakes team will have more
focussed and well defined objectives (Ingram and et. al., 2015). Also by adopting such strategies
management of Ford Motors will be able to achieve their goals within a specified time frame.
When managers are clear what they want to achieve they also get a clear idea as to what skill has
to be looked in people before hiring.
M4 Evaluate how core finance principles and successful portfolio management can lead to
increased profitability and a competitive edge.
By adopting effective financial principles managers of Ford Motors are able to develop
effective and stable relationships between reallocation of assets as well as creating value for
inputs. By financial statements they get an exact idea about how much has sales risen or dropped
which further shows them their exact position in market.
D2 Critically evaluate and make recommendations on how sales structures and approaches can
improve financial viability.
By infusing an effectively planned and organised sales structure it is examined that sales
ratio and profits of a business will get a stable rise. Also it is recommended that managers should
keep an exact record as to how much sales has been done in how much time. Also managers will
be able to hire skilled and developed employees which will further provide a competitive edge to
Ford Motors against its rival firms.
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CONCLUSION
From the above mentioned report it has been concluded that adopting an effective and
focussed sales management is quite important as it will help in enhancing growth rate,
productivity and profitability of business. This report also encompasses importance of sales
strategy that helps in earning higher profits and stable market position. Also this report
comprises of various key principles and techniques of sales management.
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REFERENCES
Books and Journals
Chapman, J., Schetzsle, S. and Wahlers, R., 2016. An innovative, experiential-learning project
for sales management and professional selling students. Marketing Education
Review. 26(1). pp.45-50.
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.
Havaldar, K. K. and Cavale, V. M., 2017. Sales and Distribution Management, 3/e: Text &
Cases. McGraw-Hill Education.
Hohenberg, S. and Homburg, C., 2016. Motivating sales reps for innovation selling in different
cultures. Journal of Marketing. 80(2). pp.101-120.
Ingram, T. N., and et. al., 2015. Sales management: Analysis and decision making. Routledge.
Johnson, J. S., 2015. Qualitative sales research: An exposition of grounded theory. Journal of
Personal Selling & Sales Management. 35(3). pp.262-273.
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