Sales Management Unit 39: Argos Sales Organization Report

This report provides an in-depth analysis of sales management, using Argos as a case study. It explores various sales structures, including geographic and market-based approaches, examining their benefits and implementation. The report delves into the ethical considerations of sales management, emphasizing the importance of ethical behavior for sales managers and the impact on customer relationships. It also highlights relevant UK and EU legislations that influence sales operations. Furthermore, the report discusses the roles and responsibilities of the Argos sales team, the concept of 'selling through others,' and the use of different sales channels. The report concludes with a review of real-world examples of sales channels and the implementation of various sales structures within the company, providing a comprehensive overview of sales management principles in a practical context.

Sales Management
Selling organisation is embraced through management of company. There are different
variables such as distribution model, commodity type and industrial strategy can be involved in
business.
Some benefits of sales structures and how they are organized
There are various distribution system forms which an organisation uses to carry out the
selling functions in successful manner. There is different distribution system which Argos to take
benefits use given below:
Geographic Structure- This method is among the most common in business, where
management and distribution are separated by geographic region. Geographical structure, which
workers purchased together at different locations, is also known as the territorial sales force system.
Benefits of this structure are:
• It includes the minimum cost.
• There is minimum chance of the duplication with consumers.
Market based structure- This structure is often referred to as a system of the customer
sales force where members are organized primarily as per industry and customers. Within Argos,
their distributors' functions and obligations are to provide customers with goods and services within
order to maximize profitability. Advantages of this structure are mention below:
• Control of management can be allocated at various markets.
• Helpful in developing positive relationship among company and consumers.
Roles and structure of Argos sales team
Role of Argos sales team
• The role of sales team in Argos is for meeting growth objectives in an organization in
context of sales of services, goods etc.
• The sales team of Argos undertakes several practices to enhance competiveness as well
market share to improve revenue.
Structure of Argos sales team:
As Argos is a large size organization and it deals in supermarket industry in different locations. In
this organization, there is a sales team that manages the sales activities. Its main focus on
enhancing the sales and gain the competitive benefits at marketplace.
The ethical behaviour expected from a sales manager
Ethical behavior tends to be better for business and consist demonstrating respect for the
moral principles which consist fairness, equality honesty and dignity. In context to sales, defining
in a clear manner and also communicating code of the ethics will assist business in order to meet
ethical selling obligations. It is better in demonstrating the ethical sales practice in business as this
is helpful in earn trust and loyalty of consumers. There are several position in an organization
performed through selling management whose aim is to attain the set objectives. The ethical
behavior expected from a sales manager in Argos presented below:
• To attain set target, Seles manager of Argos should evaluate legal method of distribution
and also staff meetings practice.
Relative merits of how sales structures are organized, and recognized the importance of ’selling through others’

• There is a need to sales manager conduct the counseling with selling staff in order
to make them identify complexities, expectations and also requests.
Highlights some UK and EU legislations that help organize the Argos sales department
Each and every country has its own legislations for different sectors so that they cannot do any
kind of unlawful activity. There is some UK and EU legislations followed by business and this
help Argos to organize sales department. Different legislations are given below:
The consumer sales and guarantees directive- It was established in year 1999 through
EU policy institutions. Its aim is to harmonies those parts of customer sales contract law which
concern the commercial guarantees and the legal guarantees. Seller of the consumer products have
to guarantee that products are in the conformity with contract for minimum two years after
delivery of products.
The sales of goods Act 1979- It needs that all products which are sold or bought in
United Kingdom to be explained that products should match any sample. This legislation stated
that transfer of the property from seller to purchase is finished by transaction of money. The goods
should decide the price that the customer is ready to pay, as well as the explanation or factors
relevant when they are purchased, for a level of quality acceptable. These considerations may
include the expected level of an object.
Concept of ‘selling through others
Selling through others is based on concept that supplier is selling products in store of retailer. A
sell through others occurs when consumer purchases goods from retailer.
Real examples of sales channels
The sales network is considered as selling method of products and services like that customers can
buy. It is necessary that distribution system can be specific because company sells its goods to
consumers directly and provided through intermediaries. There are two successful sales channels
of Argos given below:
Distributor- It is a person who provides products and services to the merchants according
to business needs. If Argos agrees this, they must sell their products to different distributors, as it
enables companies to expand at multiple locations.
The advantages are that it helps to create a place on the future market, relies on experience,
limited investment and more.
Independent retailers- This relates to a person who is entirely responsible for own business. In
this, company owns or buys a store and produces a business by having certain business needs
such as promotion, recruiting, licenses, advertisement, marketing, etc. Argos has many retail
advantages such as limited obstacles to its will, low economics etc.
Implementation of different types of sales structures
There are different kinds of the sales framework that company can adapt to carried out the sales
and operations in an effective manner. Implementation of various kinds o sales stricture given
below:
Market sales structure- For the operation of the different distribution systems,
businesses should arrange the sales representatives according to their clients or industry. In these
independent sales teams, consumers are best served in different industries. For example- Retail.
Geographic sales structure- This relates to multinational corporations but also to
certain medium-sized companies such as the food chain. Design the organizational structure of
the company according to its particular geographical location.
Product sales structure- It concerns a policy where the organization hires only a
certain component of business's products when a sales person is trained in marketing.
References
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