Analysis of Tesco Sales Management: A Comprehensive Report

This report provides an overview of Tesco's sales management strategies. It begins with an introduction to Tesco, highlighting its global presence and financial performance. The report then delves into the core functions of sales management, including sales planning, setting objectives, and creating sales strategies. It also explores the importance of sales reporting in understanding customer behavior and product performance. The report further examines the sales structure within an organization, detailing different types of structures such as geographic, product-based, and functional structures, and how these structures impact the efficiency of the sales force. Additionally, it discusses the concept of 'Selling through Others,' explaining how suppliers sell goods to retailers and the benefits associated with this approach, such as wider market penetration and increased sales. The report concludes by summarizing key aspects of Tesco's sales management, emphasizing the importance of systematic processes, effective planning, and efficient utilization of resources to achieve sales targets and maintain customer satisfaction.

Sales Management-
Tesco

Purpose of Study
● Introduction to Tesco and Sales Figures
● Definition and Understanding of Sales Management
● Functions of Sales Management,Sales Planning ,
Selling & Reporting
● Defining & Explaining the sales structure
● Benefits of Sales structure and its composition
● Understanidng the concept “ Selling through others”
& Its advantages
● Conclusions
2

Introduction to Tesco
● A PLC founded in the year 1919 in Hackney, London
by John Cohen.
● Tesco is the third largest retailer in the world.
● The store operates in more than 12 countries and is
known for excellent customer service.
● Tesco presently has more than 6500 stores across the
globe.
● The year 2016-17 saw Tesco achieving a revenue of
49.9 Billion Pound
● The company is operating successfully under the
leadership of Dave Lewis
3

Sales Figures-Tesco
4

Sales Management
● A business discipline focussing on the practical application of
sales techniques and management of the firm’s sales
operations.
● The sales management process monitors and measures the
ability of each staff to either support sales or do actual selling
to the customers. 5

Functions of Sales Management
& Planning
● Sales Management
○ Setting goals for the
sales force
○ Planning, budgeting
and organizing a
program to achieve
the goals.
○ Creating a sales
strategy
○ Implementing the
sales strategy
○ Review and control of
● Sales Planning
○ Identification of Sales
objectives
○ Dealing with
uncertainties
○ Better coordination
○ Ensure customer
satisfaction
○ Identify the SWOT of
organization
○ Planning of Sales
force 6

Functions of Selling & Reporting
● Selling
○ Setting helps in
generating revenue
for the business
○ Helps in building
customer
relationship.
○ Helps in ensuring
customer satisfaction
and delighted
customer experience
○ Selling ensures
● Sales Reporting
○ A sales rep is
assigned to a
particular team and
reports directly to the
concerned person.
○ Helps in giving
information on the
highest and lowest
selling products
○ Helps in identifying
and reporting to the
management on the 7

Sales Structure
It is the arrangement of the Sales force in an organization.
Sales structure can be:
Geographic Sales structure- Assigned sales territory
Product sales structure- Assigned product category
Market based structure-Area defined according to consumer
profiling
Functional Structure-Defined by sales process (Inside sales,
account managers)
Choosing a right structure of sales in an organziation helps in
optimum utilization of the sales force in accordance with their skill
sets.
8

Every organziation has a
different structure of sales, the
structure is designed for better
utilization of the skills and
abilites of a sales person.
● Less duplication of efforts
with customers
● Sales rep have desired
expertise.
● Management help in guidng
the sales efforts
Benefits of Sales Structure
● Sales rep are accustomed to
read the customers and
deivse ad hoc strategies for
selling.
● Efficiency in the selling
acitvities.
● Strong coordination and
communication across the
sales team.
● Increased sharing of ideas to
boost the sales. 9

Selling through Other-Concept
● The term is based on the
concept that the supplier
is selling the goods into
the retailer’s store.
● The term is based on the
notion that supplier is
successfully selling the
product through to the
customers.
● Helps in providing
additional value to the
customers
● Able to forecast the
demand and indent for
the goods in high
demand
● Helps in wide
penetration in the
markets.
● Helps in increasing the 10

Conclusion
● Tesco is one of the largest retailers in the world, in UK the
company has a market share of more than 30%.
● Sales management ensures that a systematic process is
followed during sales.
● Sales planning ensures the optimum utilization of manpower
and allocation of resources to the manpower.
● Sales reporting is essential to understand about the customers
● Sales structure helps in creating a systematic line of control of
the sales force.
● Selling through others helps in wider range of product
distribution and is associated with increase in sales.
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