Sales Management Reflection Paper: MKT2080 Course - University Name

This reflection paper examines the core concepts of sales management, focusing on the 10-step sales process and highlighting the importance of the follow-up stage for customer satisfaction and relationship building. The paper discusses the selection of Britannia 50-50 cookies for a role-play, emphasizing the product's unique selling proposition, which includes its appealing taste, competitive pricing, memorable advertising, and extensive distribution network. It further explores the application of sales skills and knowledge gained from the course, particularly lead generation and customer retention strategies, and how these can be applied in entrepreneurial ventures and personal life. The paper concludes by summarizing the significant concepts and strategies learned, underscoring their relevance in both professional and daily contexts, including building valuable customer relationships.

Running head: REFLECTION ON SALES MANAGEMENT
REFLECTION ON SALES MANAGEMENT
Name of the Student
Name of the University
Author Note

1REFLECTION ON SALES MANAGEMENT
Introduction
The purpose of the paper is to reflect on the learned concepts regarding the sales
process and sales management. The paper will also reflect on the reason behind the selection
of the Britannia 50-50 cookies for the role-play followed by the Unique Selling Proposition.
Sales Process:
The sales process demonstrates a range of steps all interconnected with the intent of
converting prospective buyers through an early stage with creating awareness of closing the
sale. In the ten-step process of facilitating sales that I have learned in the class, the most
interesting step according to me is the last step Follow up. The Follow-up stage reflects the
approach of ensuring satisfaction amongst the customers and building a long-term
relationship. Despite the significance of building a connection with the customers, the follow-
up stage is often ignored, especially after a long sales process. The follow-up stage is very
interesting for me because creating happy customers is the most crucial for any organization.
Follow-up steps can engrave an on-going connection with customers and can also stimulate
referrals for sourcing additional sales. Moreover, this step is interesting because it can also
stimulate repeat sales from the existing customer base. The follow-up stage is interesting to
me because it is facilitated after the sales are closed just for the intention of maintaining a
positive relationship with the clients. This step can also be used to assess the facilitation of
the whole sales process as an approach for the evaluation of efficiency.
Role-play Product:
The product chosen for the role-play in my Sales class was a Britannia 50-50 cookie.
Britannia 50-50 cookies are sold by one of the established businesses Britannia. These
cookies or biscuits are manufactured with the best ingredient of quality milk and wheat.
These cookies offer both sweet and salty flavors, making it perfect for a wide range of
customers. I selected this product because this belongs to a company of rich and reputable

2REFLECTION ON SALES MANAGEMENT
image or background for offering a wide range of snack options to satisfy the taste buds of a
wide range of customers. The product, Britannia 50-50 cookies depict the distinctive taste of
both sweet and salty flavour. After this product was launched in 1993, it quickly engraved its
position by being the household preference, for which the iconic and unforgettable
advertisements play a major role. The rationale behind selecting this product can also be
depicted through its Unique Selling Proposition, which involves, unique and preferable taste,
low price with good quality cookies or biscuits, memorable advertisements, and its strong
distribution network. These features and strengths make the unique and distinctive in the
market and also mark my intent of choosing the product.
Sales Skills and Knowledge:
Being an entrepreneur or helping employers with sales requires a sound knowledge of
the strategies and concepts of sales. The knowledge and skills, which will be appropriate for
an entrepreneurial venture, can be the understanding of the strategies or tactics for the
facilitation of the sales process rather than just remembering the steps. I have learned that
lead generation is a significant step for stimulating prospect for the sales process but through
the progressing details of the course, I have learned about the different sources and methods
of generating leads such as cold calling, chain referrals, social media, trade shows, and direct
responding ads. In the role of an entrepreneur, another crucial learning derived the course is
understanding the reason behind loss of customers, which is common in the initial stages,
which can be lead back to the errors performed in the sales process such as poor service after
sales and missing significant information in pitching for the product. I have also learned
about the process of qualifying a lead, involving, researching about the prospect, gaining
knowledge regarding offerings and pitching along with asking questions to the prospect about
their needs. Converting a prospect can be one of the most crucial functions for selling an
offering.

3REFLECTION ON SALES MANAGEMENT
Sales Reflection:
My learning deduced from the sales class can be applied in various areas of both my
personal and professional life as the process of dealing with another human being with the
intent of benefiting both a business and the customers teaches the skills of customer handling
and building valuable conversations. With the learning about converting a lead, I have
learned about empathizing with the potential customer needs and listening skills, which can
be applied in my life and in maintaining positive relationships. The skill of responding to the
prospects' needs can be implemented in my daily or career action of problem-solving. For my
career, the learning stimulated from the concept of Sales Funnel can be implemented as it
helps in learning about the actual state of finding customers as a person may assume or
expect the conversion of every prospect by the process of closing sales but it is not the reality.
I have developed the understanding that a small percent of prospects are converted into actual
customers, so the efforts must be invested in the cold calling and referral stimulation stage as
it may result in the increased potentiality of customers.
Conclusion
Therefore, it can be concluded that I have learned various significant concepts and
strategies from the sales management class, which cannot only be implemented in
professional but also in daily life.