Sales Management Report: Analysis of Argos' Sales Strategies

This report provides a comprehensive analysis of sales management principles and their application within the context of Argos, a British retail organization. It examines key concepts such as sales planning, recruitment of sales staff, and sales reporting, highlighting their importance in achieving organizational targets. The report delves into the scope and key aspects of sales management, including sales compensation structures and the roles of sales personnel. It further explores the customer buying behavior process, outlining the steps Argos utilizes to understand customer decision-making. The report also emphasizes the importance of developing effective sales strategies to maximize profitability, incorporating account management within sales structures, and the benefits of such approaches for organizations like Argos. The conclusion summarizes the critical role of sales management and its impact on organizational success, supported by relevant references.

Sales Management

Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
P1 Key principle of sale management and its relation with importance of sales planning,
methods and sale reporting.....................................................................................................3
TASK 2............................................................................................................................................6
Covered in Brochure...............................................................................................................6
TASK 3............................................................................................................................................6
Covered in Power-point..........................................................................................................6
P5 Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures...................................................6
CONCLUSION................................................................................................................................7
REFERENCES................................................................................................................................9
.

INTRODUCTION
Sales management refers to the process of planning, controlling and directing the process for
selecting actions and activities that are performed by sales force or employees. In simple terms
the process of sales of management refers to directing and managing the sales force to
accomplish quarterly or yearly targets within decided time period. This also refers in accomplish
of organisational goals and objectives in minimum time period. The main aim of sales
management is to increase organisational revenue through increasing number of product and
service sold (Agnihotri and et. al., 2016). This report is written from perspective of Argos which
is a British retail organisation and offering their products or services. in UK and Republic of
Ireland. Consumers products is major source of revenue for Argos which leads management to
earn more amount of profits. Moreover, the report highlights on key principles of sales
management planning and methods of sale reporting. Benefits of sales structure with
organisational example and importance of items to sell products will also be focus in the report.
TASK 1
P1 Key principle of sale management and its relation with importance of sales planning, methods
and sale reporting
Sales management is the process for building or developing a sale force which easily
coordinate with each other and implement those aspects which allow an organisation to match
with their targets by adopting and applying steps of sales strategy. Therefore, some principle
which is followed by sales management of Argos are mention as follow:
 Sales Planning- The term sales planning refers to formulate an effective plan for sale
of overall products as per decided target, quota and market demand. This process
relates with research and analysing demand of product that are present in sales
forecasting and strategy (Albers, Raman and Lee, 2015). With principle of sale
planning Argos increases sale of its product in market.
 Recruitment of sale staff- This refers to an integral portion of sales management,
sales manager manage various aspects such as forecasting of demand, sale reporting, to
motivate workforce etc. So to manage them all it is mandatory to implement principle
of sale staff in order to recruit right individuals for right job position.

 Sales reporting- This is duty of sales management to understand and analyse all work
as per decided methods such as KPI and quality control chart. Argos utilise both of this
method for understanding deviations that is impacting on goals and objectives that
generates productivity for making sales report as per making passes. This results
management also permit to work with decided strategy and operations.
Scope and key aspects of sales management
The sales compensation for organisation is too wide and it is included for completing
work that provides company goals and objectives. This refers to sales compensation as per mix
and commission structure. Moreover, the organisation also provide for completing work to
manage on On-target earnings is an important part that offer ratio to manage work as per sales
roles. Similarly, sales commission structure provides common variable for incentive pay model
as per organisation to declare an amount that defines revenue for a deal (Bolander, Dugan and
Jones, 2017). So scope of organisation is wide and broad that refers to enhance sale in minimum
to strategic as per sales capacity and work performance for managing areas as per specialist.
Different tasks of any sales person at Argos to accommodate all types of customers
Sale analysis- Sales force are connected with management information system (MIS) as
it is an effective method that provides customer relationship management (CRM). Sales force is
an important element in which sale person acquire dynamic sales force and their roles are defines
as follow:
 Personal sales- It is defined with personal selling is face to face selling that sales person
provides tries in explain for benefit with benefits as per products. With inter-personal
skill salesperson customers buy products that promote technique for adopting sales
management that products more market which is performing personal sale.
 Sales environment- Resources and factors influence to complete work as per
environment that defines sales person or customers. Roles performed by sales person that
Argos defines in completing work that defines product and manufacture to products
customers for buy product in order to define adopt personal sale.
Different roles involved members of the sales department at Argos
In present scenario, sales department of organisation which is decided as per management
goals and decided also perform through understanding work roles and responsibilities (Cuevas,
Donaldson and Lemmens, 2015). This is defining Team Leader, information security officer,

internal project coordination manager and senior project manager. Along with this management
decide roles and responsibilities in managing happy clients to work with decided goals. Sales
department included Argos retail employer that might expect you for manage finance that place
important customer-related with work experience. Moreover, customer service and
communication skills to offer care importance in managing retail stores business.
Consumer buying behaviour process
Customer buying process describe journey that they buy products and understanding
important to make sales people that align sales strategy as per customer needs. Steps which are
included by Argos to understand customer buying decision making process are as follow:
 Problem/ need recognition- This is often identify as an important step that are taken
for making effective decision as per customer process. In the present scenario, it is
mandatory for organisation to recognise need of customers for manufacturing
products as per customer requirements.
 Information search- With the recognise of individual need or problem and market
trend it is easy for customers to formulate right and better solution (Deeter-Schmelz,
2014). This defines better goals and make better search for information through
making decisions as per customers internal and external requirements of organisation.
 Evaluation of alternatives- Argos offer large variety of products which are used to
complete all work as per analysing needs and wants of customers. In context of
buying decision making process organisation implement information technology
aspects to evaluate and understand all alternatives to develop a brand successful.
 Purchase decision- With stage organisation implement again implement right results
such as Argos demonstrate their products through unique design for managing a final
purchase influencing factor for customers.
 Post purchase behaviour- This is one of the most important aspect from perspective
of consumers that leads to complete work as per deciding customers (Fu, 2015). In
this aspect organisation determines in retaining customers for implementing decisions
that generates brand loyalty by satisfying needs of consumers properly.

TASK 2
Covered in Brochure
TASK 3
Covered in Power-point
P5 Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures.
In present scenario, it is necessary to understand that sales are quite important for any of
the organisation for the purpose of increasing the overall profit of the company. There is
different benefit whenever any of the organisation tries to improve their sales percentage because
it directly allows the organisation to connect more number of customers through which higher
percentage of revenue can be generated. In context of Argos Ltd, they are one of the retail sector
industry where it is necessary to understand that increasing the sales is very important for them
to survive within the market (Guesalaga, 2016). If they will be able to work for increasing the
overall sales of a company, then there are higher possibilities for them to accomplish their target
within the specific time period. It is also beneficial because it will allow them to give tough
competition to their rivalry firms which is one of the way through which they can easily sustain
within the market for longer time period. Sales Strategy of an organisation is life blood of an
organisation because it directly or indirectly allows the organisation to sustain and if any of the
company is not able to increase their sales then it becomes difficult for them to give competition
to the rivalry firms. While developing the sales strategy it is necessary to understand for the
company like agora that they must be able to work effectively so that unnecessary expenses can
be reduced and that can simply allow to uplift the overall performance of the company. There
some of the strategy through which overall sales of the company can be improved and those
ways are
 Planning the sales process where company must be able to determine that accurate way
through which they can sale any of the product within the market in best possible manner.
 Focusing towards reducing unnecessary expenses which will allow the company to sale
their product at a cheaper price which will directly allow them to improve overall
percentage of sales.

 In order to have a better sales strategy, it is necessary to understand company must be
able to hire qualitative employees who are able to work as per the plans and policies
through which goals related to sales strategy can be improved.
 For effectives sales strategy, it is necessary for any of the entity to ensure that they must
be able to forecast the sales result because that will allow them to analyse the overall
revenue of the company which they can earn by selling the products (Hinterhuber and
Liozu, 2015).
These are some of the ways through which company like Argos can allow themselves to perform
better in any of the situation. If company like Argos can work effectively with the help of sales
strategy, then it will simply allow them to take effective decision where account management has
the huge role. Effective sales strategy will allow the accounting management to prepare better
budget which is very important for any of the company for increasing the overall sales. Even it
will also allow them to work on the ground where they can motive other department of the
company to do well. All of this factor can play the vital role which is very essential for any of the
organisation. In short, any of the organisation can perform effectively if they have well managed
accounting management and sales team. Co-ordination of the both team will only allow the
organisation to deal with any of the organisation. Also, it will allow them to attract more number
of customers in a very short time duration which is very essential in present situation. In context
of Argos ltd, currently their sales strategy has been working effectively which is simply allowing
them to attract more number of customers towards the organisation (Johnson, 2015). If they will
be able to work in the same manner, then there is huge possibility that company can easily
enhance their overall profit percentage. In addition, higher percentage of revenue can allow them
to expand their business to different countries through which they can easily generate more
percentage of profit. Overall, sales strategy is the form of planning which is required to be done
by the business organisation for the purpose of expanding their overall percentage of profit for
attaining their goals in a short time period.
CONCLUSION
From the above report it is concluded that principle plays an important role in sales that
directly enhance sale of organisational products. Sales management and department plays an
essential role for buying, selling, managing and reporting of products which are sold by

organisation. In order to make long term sales it is identified that sales structure support sale
management for increasing its sales as compare to competitors. Further, selling through concept
is also included in report that provides advantages for developing better techniques that enhances
sales of organisational products in market.

REFERENCES
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conditions: understanding and applying longitudinal growth modeling in sales
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Cuevas, J.M., Donaldson, B. and Lemmens, R., 2015. Sales management: strategy, process and
practice. Macmillan International Higher Education.
Deeter-Schmelz, D.R., 2014. Personal selling and sales management abstracts. Journal of
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