Sales Management Report: Virgin Mobile Sales Analysis and Strategies

This report examines sales management principles, focusing on their application within the context of Virgin Mobile. It explores key principles like consistency and delegation, emphasizing the importance of sales planning, different selling methods, and sales reporting. The report evaluates how these principles differ in consumer and business buying behavior and analyzes the benefits of sales structure. It delves into the significance of selling through others, successful selling techniques, and developing sales strategies for increased profitability. Furthermore, it evaluates core finance principles and portfolio management, offering recommendations on sales structure and approaches to improve financial viability. The report provides a comprehensive overview of sales management, offering insights into its practical application and strategic importance.

SALES MANAGEMENT

TABLE OF CONTENTS
INTRODUCTION...........................................................................................................................3
MAIN BODY...................................................................................................................................3
P 1 Key principles of sales management, importance of sales planning, different methods of
selling and sale reporting........................................................................................................3
M1 Evaluation that principles of sales management are different in respect of buying
behaviour of both consumer and business..............................................................................6
P 2 Benefits of sales structure and how they are organized...................................................7
P 3 Importance and advantages of ‘selling through’ others...................................................8
M 2 Evaluation of implementation of different types of sales structure................................9
P4 Analyse the key principles and techniques for successful selling and how it aids to build
and manage customer relationship.......................................................................................10
M 3 Critical analysis of application of selling techniques and principles............................13
D 1 Critical evaluation on basis understanding of sales management, sales structure and
selling techniques.................................................................................................................13
P5 Description on significance of developing sales strategies.............................................14
M 4 Evaluation of finance principles and portfolio management leads to increased
profitability and competitive edge........................................................................................15
D 2 Evaluation and recommendation on sales structure and different approaches to improve
financial viability..................................................................................................................15
CONCLUSION..............................................................................................................................16
REFERENCES..............................................................................................................................17

INTRODUCTION
Sales management is major concept within the business which is mainly focussed on the
application of different tools, techniques and strategies to manage the sales of the company.
Without sales management the company cannot work effectively and efficiently. For conducting
the present study company Virgin Mobiles has been selected (Malek, Sarin and Jaworski, 2018).
This is a company founded in 1970 and is a wireless communication brand and mobile phone
service provider. The present study will deal with the key principles relating to sales
management and the importance of sales planning along with different methods of selling and
sales reporting. Further the report will discuss the evaluation of the principles of sales
management in relation with consumer and business buying behaviour.
Next the assignment will focus on the benefits sales structure followed within the
company. After that it will demonstrate the importance of concept of selling through others.
Further the report will highlight the different principles and techniques which help in selling
successfully. Furthermore, the report will outline the importance of developing different sales
strategies for yielding higher profitability. Next the assignment will focus on evaluation of core
finance principles and portfolio management which can lead to increase in competitive
advantage and increased profitability. At last the report will suggest some recommendations on
sales structure and different approaches to improve financial viability.
MAIN BODY
P 1 Key principles of sales management, importance of sales planning, different methods of
selling and sale reporting
Sales management is a concept which focuses on the sales and all the related aspects and to
maintain a coordination between the employees and all the resources required for producing the
goods and services by the company. There needs to be proper link and coordination between all
the activates involved in the selling process. This is majorly because of the reason that of there
will not be proper management among the different activities of sales then the production of
goods will not be on time and if this will not be in time then there will be decrease in sales.
Therefore, it is very necessary to have a proper sales management within the company (Johnston
and Marshall, 2016).
Key principles of sales management

The sales management of Virgin mobile needs to be very good and intact. It is because of
the reason that the whole business is dependent on the sales management of the company only.
Therefore, there are some principles relating to sales management which needs to be followed by
the sales management of Virgin mobiles. These principles are discussed in the adjoining points
below-
Consistency- The manager of sales department needs to be very consistent in approach.
The manager needs to be very specific and consistent in following the rules and regulations made
by the management of virgin company (The four principles of good sales management
leadership, 2019). This is because of the reason that if the manager is not going to follow the
rules and regulations than how the subordinates under him and the other employees will follow
the rules and regulations.
Delegation- It is not at all possible for a single individual to manage all the task by
himself. Therefore, if manager of virgin mobile need to have a good sales management then it
needs to focus on delegation. The underlying reason behind this fact is that if the manager will
distribute the work among different employees that firstly the work will be accomplished on time
and other thing is that the work will be completed with more effectiveness and productivity. This
is because of the reason that with help of delegation the work is forwarded to other employees in
accordance with their capabilities and skills.
Select right person- This is another principle which needs to be followed by the manager
of virgin mobiles. This is because of the reason that if the work is allotted to the employee and he
is not able to perform that work effectively than it is a waste of time and other resources.
Therefore, the manager before allotting any work must ensure that the employee is competent to
perform that work.
Sales planning refers to as a business activity which deals in forecasting the sales for a
product or a service which can take place in the future. It is a strategic plan which helps in setting
a sales target for the business and to select a suitable sales strategy for capturing the target
market (Katsikea and Skarmeas, 2015). This sales planning is done by studying the past sales
trends and analysing and evaluating the past records and data of sales. It is very important for
company to properly plan the sales. The principles of sales management are also important for
sales planning. It is because of the reason that the sales planning is the basis of sales management
and all the principles of sales management are also applicable for the sales planning. Like the

principles of right people at right place is also applicable in sales planning. This is because of the
reason that if the sales planner is not efficient or is recruited at proper place then the planning
will not be efficient. And it might lead to inefficient planning relating to sales and this may result
in decrease in the sales. sAnother importance of sales management principles in sales planning
for the manager of virgin mobiles is as follows-
 It is very important for the sales manager of virgin mobiles to pay more importance to
sales planning because of the reason that every work of sales is based on the plan made
for carrying on with the sales (Rodriguez, Peterson and Ajjan, 2015). Therefore, the
application of sales management principle of consistency is applied over here. This is
because of the reason that the plan of sales needs to be enough consistent so that it is a
good plan.
 Another importance of sales management principle in sales planning is that it helps in
analysing the needs and requirement of the consumers and to find out who are the target
consumers of the company. This will help the manager of virgin mobile to know in
advance what are the needs of the consumers and then make the offers in accordance with
the needs of those consumers.
 This sale management principles also helps in identifying the sales cycle for continuing
with sales planning. Sales cycle refers to the time taken from the initial contact with the
potential consumer till they become the actual customers of the company.
Different methods of selling and sales reporting
Selling refers to as a method of influencing the consumer to buy a particular thing from
the seller. There are many different ways in which selling can take place. These methods are
discussed in the following points-
Product selling- it refers to a method wherein a bundle of features that is a product is
sold to the consumers which satisfies the needs of the consumers.
Solution selling- it is more than just simply selling the goods or the service. In this type
of selling the company more focuses on customers pain points and try to solve these problems in
form of some solution to their problems.
Insight selling- with this type of selling the company is helping the consumer in
identifying the problem which they also do not exist.

Importance of sales management principles for different methods of selling and sales
reporting
Selling refers to as a method of influencing the consumer to buy a particular thing from
the seller. There are many different ways in which selling can take place. All these methods of
sales reporting are guided by the principles of sales management. The different types of sales
report are as follows which are based on the principles of sales management that is consistency,
delegation and right people at right place.
Sales reporting- It refers to as a process of recording all the sales activity over a particular period
of time (Deeter-Schmelz, 2018). It includes all the details relating to the sales and the related
aspects with the sales. There are many different types of sales reporting which helps in recording
the sales data within it. There are many different types of sales reporting methods like company-
wide sales benchmark, pipeline, marketing collateral usage, churned customers and many other
related types. The making of sales reporting is also based on the principles of sales management
that are consistency, delegation and recruitment of right person at right place. All these principles
are applicable in sales reporting because of the reason that the reports also needs to be consistent
and also if the right person is not hired for making the report then the data can be mismanaged.
M1 Evaluation that principles of sales management are different in respect of buying behaviour
of both consumer and business
With the evaluation of above discussed sales management principles it is evaluated that it
is very necessary for the manager of virgin mobile to use the principles of sales management.
This is done because of the reason that these principles enhance the level of sales as it attracts
more of the consumers. But it is the fact that these sales principles are applicable differently in
respect of both the consumers and the business (Gustafson, Pomirleanu and John-Mariadoss,
2018).
This is majorly because of the reason that the requirements of both the consumer and the
business are different in respect of sales. It is because of the reason that for consumers the sales
mean the way a company market its product and services within the market. But in respect of
business sales means the number of units sold by the business. Therefore, the principles for both
the business and the consumer will be different. The underlying reason behind this difference is
the difference in the buying behaviour of both the consumer and the business.

P 2 Benefits of sales structure and how they are organized
Sales is the most important aspect of any business and because of this it is very important for
the company to maintain a good level of sales. Therefore, for maintaining the sales it is very
necessary for the manager of virgin mobile to clearly make all the structure for the sales so that
every employees of virgin mobile are clear as what they have to do. Sales structure refers to as
the whole design or the layout of the sales team within the company. There are many benefits
which the company has if it goes for sales structure. The sales structure of virgin mobile defines
all the task and what work will be performed by whom. Some of the benefits enjoyed by virgin
mobiles because of use of sales structure are as follows-
 The major benefit of sales structure within virgin mobile is that it provides for a clear
division of work that is which work will be performed by which employees is clearly
defined in the structure. Therefore, this helps in having clarity of work.
 Another major benefit of these sales structure is that this structure unifies the work of
every department and thus the overall working of the company. This is because of the
reason that every department of virgin mobile is based in the sales department only.
Therefore, if the sales department is clear that what work they have to do then it will be
clear to other departments as well that what work they have to perform. Another benefit for virgin mobile is that this clarity of work helps the employees in
boosting up their morale and developing interest in work. This is majorly because of the
reason that every employee knows in advance that what work they have to perform so
this increases the level of motivation among the employees. This is due to the reason that
employees are satisfied that company is taking care of them and this helps in boosting up
of their morale.
Organizing of sales structure
There are many different ways of organizing these sales structures. This is done in order
to simplify the work of the sales and other department of virgin mobile (The 4 most common
sales org structure, 2019). This structure can be made using different approaches which are
discussed in the connected points below-
Geography based sales- this is a structure wherein the sales team of virgin mobile is
more focused on the certain specific areas pertaining to a geographical area. This geographic
based sales structure helps the sales manager in understanding the requirements of that particular

market segment. This division on basis of geographic area helps virgin mobile in focusing on a
particular area only. This will help the sales manager in performing well as now they just have to
focus on sales of particular area only and not the whole company’s sales. This type of structure
helps in selling through others. This is because of the reason that in that particular geographic
area there must be some person dealing in that business. Thus, Virgin mobile can use this
structure and with that combine selling through others.
Product based sales- This is yet another way of making sales structure on which the
division is done on the basis of different products provided by the virgin mobile. Under this type
of sales structure, the company divides the work on basis of knowledge that the workers should
have complete knowledge relating to the product the company deals in. This type of structure
helps virgin mobile in differentiating and position the products and services in accordance with
the use of the products for the consumers. Here the company differentiates its sales with help of
the products on the basis of likings of the consumers. This type of structure helps the sales
people in focusing and paying attention to the products and services and not the place where it
has to be supplied.
Under this type of structure Virgin mobiles can use the method of direct selling. This is
because of the reason that this structure helps the company in selling on the basis of products
required by the individual consumers.
Customer based structure- this type of structure is totally based on the requirements of
the customers. Here the sales department is divided on the basis of the type of client or the
consumer with which virgin mobile deals. This type of structure helps the company in
developing customer specific knowledge and the requirements of the customer.
P 3 Importance and advantages of ‘selling through’ others
As the name suggests selling through other means selling the goods and services with
help of someone else. The personal selling refers to as a concept wherein the business sells the
products and services after meeting with the consumers with face- to- face interactions. Under
the method of selling through, the seller promotes the goods and services by directly selling the
goods and services to the consumers.
Importance of selling through others

It is helpful for Virgin mobiles because of the reason that it involves selling goods through third
parties like wholesaler, retailers and other intermediaries. this selling through helps Virgin
mobile in reaching to a large market coverage. It is because of the reason that these
intermediaries help in covering a large market area for Virgin mobiles.
Another importance is improved communication. This can be possible only because of selling
through other. It is because of the reason that these intermediaries have more contacts and knows
how to market the products in that particular group of customers. Therefore, these intermediaries
provide required information to customers and resolve the issues in understanding the functions
of their mobiles. on the spot they clear the confusion of customers related to price, warranty and
accessories.
Another importance is that these intermediaries knows that in which type of market which kind
of marketing strategy will be applicable in that particular market. Therefore, the company will
not have to spend much time and resources in finding which marketing strategy to apply.
Advantages of selling through other
The major advantage which the company has because of selling through others is that it gets the
help of established distributors the company can easily distribute its product in a new place.
Another advantage is that with these intermediaries the company can use have a group of
consumers which are already attached with the intermediaries. Also, this helps the company in
getting a pre- established market.
The intermediaries have already established contacts and this helps Virgin mobiles to get in
touch with these contacts and increase the business.
M 2 Evaluation of implementation of different types of sales structure
With the critical analysis and evaluation of the above different types of sales structure some
advantages and disadvantages of these different structure can be drawn-
Geographic structure
Advantages

 The major advantage is that with this type of sales structure the company can cover a
large market segment. This type of structure also reduces the cost of travelling for the company as now only
some people are responsible for that particular area. Therefore, every employee of virgin
mobile does not have to take steps for the development. Rather only the responsible
person who has the responsibility of that area will work on the problem.
Disadvantage
 This may pose problem if the company operates in multiple territories because then it has
to hire some experts for every particular territory. There is less product innovation because the manager focuses on a particular need of the
specific area.
Product structure
Advantages This type of structure helps in frequent development in the product and the services. This
is because of the reason that in this type of structure the main focus is on the product
development.
Disadvantages This type of structure mainly focuses in the product quality only and ignores all the other
things like marketing and other things related to the products.
Customer based structure
Advantages It is a good structure because of the reason that main focus is laid on the needs of the
consumers. This increases the goodwill of the company.
Disadvantages
 This involves a huge amount of cost because of the reason that the company tries to
research for the needs and preferences of the consumer and this increases the cost for the
company.
P4 Analyse the key principles and techniques for successful selling and how it aids to build and
manage customer relationship.
Effective selling defined as ability of a company sales professional to win at each phase
of customer buying process. This is defined as concept that put major focus on sale of goods and

services, not on the needs and wants of the customers. Herein, some of key principles and
techniques for successful selling to gain competitive advantage defined in below:Know how to
retain customer- Retention of customer is defined as crucial principle of successful selling in
today's modern business landscape. The manager of Virgin mobile group put their major focus
on satisfaction of existing customers than to find new brand customers (Allen, 2019). However,
by offering reward and bonuses to existing customer with suitable discounts aids to show
appreciation and supports to retain customer for a longer period. Thus, customer can retain if the
complaints about commodities registers and resolves within minimal time. It is one of effective
way that can aids to attract customer and leads to get high customer retention rate.
 Know about social media outlets- Social media is wave for the future. In the present
era, there are various enterprise that is on one platform and this makes sense to utilize
social media to promote business activities efficiently (Rybak and Manowska, 2018).
Therefore, social media is powerful source to use as key principles of successful selling.
Hence, the ultimate goals is to engage the reader, promote the brand and possible leads to
customers to buy commodities with help of website. So, manager of Virgin group must
use social media to gain competitive advantage and can also assist to streamline the sales
and prospecting process (10 Techniques to Sell a Product, 2019.). By use of social media
techniques, the number of the customers can be attracted and this leads to attend high
amount of profitability.
 Making sense of data- Information is one of the core elements to business. Thus, sales
person to entity must have right information and knowledge about the commodity.
However, incompetences of sales professionals can lose the credibility. Thus, sales
person must learn about how to interpret sales figures, invoices and other crucial data to
gain insights of customer and build better competitive advancement to entity.
Furthermore, sales person must have idea about the pros and cons of commodities so that
they can advise the customers about products and services.
 Understanding and utilizing techniques- The another key principle of successful
selling is to understand when and how to supercharge the sales method with technology.
To get access to customer data is one of the crucial aspect of successful selling. However,
manager of Virgin mobile group must assure that employees know the use of tool as
CRM solution, electronic signing apps, product information and meeting software etc.

Henceforth, it can be stated that the most effective sales professionals are experts in
transforming dense data into tangible and visually appealing representation of customer's
issues (Lacoste, 2018). By use of well advanced techniques, the most of the business
function can be done in ease manner.
 Building positive sales culture- Developing attractive sales cultures can aids to motivate
customers and also a key principle of successful selling. Henceforth, effective sales
leadership is one of the essential aspect to sales operation as sales professional to
management to clear the path for success (5 KEY PRINCIPLES OF SUCCESSFUL
SELLING, 2019). During the season, the entity must build positive sales culture and this
will be helpful to gain competitive advantage within market, Effective workforce aids to
gain large amount of profitability and productivity.
There are some techniques to successful selling as are-
Sales professionals uses number of methods to introduce commodities to customers and
this also aids to encourage them to purchase products to customers. Therefore, some techniques
to sell a product defined in below contexted manner are as follows-
Telephone and person to person- Telephone sales also defined as telemarketing and this
one of the common selling technique. Under it, sales professionals calls previous and prospective
customers over the phone to tell about the commodity they have purchased in the past.
Therefore, person to person sales involves sales professionals meeting face to face with their
customer's. By calling customers and to aware them about the services of product and services
helps to save time and additional cost. This aids to conduct promotion with just a call to
customers (Woods and Tan, 2018).
Online and radio- There are two ways that aids to sell the products are through internet
and media sales. Therefore, another way seller can sale their commodities is with help of paid
advertising on radio and television. In the present era, online method is one of crucial that aids to
learn about the commodities and make a purchase. It is one of the effective technique to aware
the customer about the commodities (Rosińska-Bukowska, 2019). In the present era, the number
of customers relay over online market and this will helps to gain competitive advancement.
Direct mail and Email- Seller can also use direct or email techniques. There is list of
current and potential buyers that sends letter, postcards, catalogues and other marketing material