Sales Management Report: Argos Sales Structure and Selling Strategies

This report provides a comprehensive analysis of the sales structure and management practices of Argos, a major retail company. It explores the organization's sales team roles, including generating sales, analyzing market trends, and understanding customer preferences. The report highlights the benefits of Argos's sales structure, such as increased efficiency and collaborative working conditions. It examines the concept of selling through others, illustrating the importance of various sales channels, like distributors and retailers, with real-world examples. The report also discusses ethical considerations for sales managers and reviews relevant UK and EU legislations like the Sale of Goods Act and the Consumer Sales and Guarantees Directive, which influence Argos's sales operations. Finally, it explores different sales structures such as market, geographic, and product based sales strategies. The report is based on a BTEC Sales Management module and provides valuable insights into effective sales strategies.

Roles and structure of the Argos sales team
Argos' sales team roles and structure are mentioned below that helps in
analyzing the activities which they are doing in their organization.
Roles of Argos sales team: Argos sales team performs many roles in their
organization for achievement of organizational goals and objectives. All roles are
mentioned below:
• They are performing activities in order to generate sales in organization.
They cover a target market.
• They analyses the market conditions in order to identify and analyze the
trends in market that should be run by organization so that they can attract
customers in their organization.
• Sales team of Argos performs best practices to analyze the tastes and
preferences of customers so that they can make their products accordingly.
• They find the ways that assists them to expand their business for long
term period (El Diri, 2017). For that purpose, they make marketing strategies
which assists them to find the solutions of removing customers' problems.
Structure of Argos' sales team: Argos adopts a process structure in which
they grouping their employees for the purpose of increasing sales. They are
grouping people according to the process of their activities. Argos is belongs to
retail industry that's why they always sure that their selling activities should be
performed in a well process so that they can achieve objectives of organization.
Sales structure
Sales structure is the process of segmenting sales team of organization in order to
make their sales effectively and efficiently. They divided their whole team into
specialized groups so that they can make effective practices in order to increase
sales. It is the important process in which Argos decide the number of person that
are included in the sales team. They decide sales size and their targets for achieving
target market.
Benefits of sales structures
Sales structure plays a significant role in the organization as they provide many
benefits to the organization that are mentioned below:
• It provides more effective and efficient selling activities as it divide all
people in a group (Faber and et. al., 2019). Argos' selling activities get more
effective and efficient as they use sales structure which gives clarity between
operations.
• It promotes collaborative working conditions as they provide a common
goal for that every team member is looking to accomplish those objectives with the
help of working together.
• It really helpful for Argos as they can achieve their objectives and expand
their business with more and more sales. Day to day increase in sales helps
organization to expand their business in a global market.
Merits of Sales structure and importance of selling through others

Therefore in such situations which was faced by the Londoners and the tourist while
travelling in the same to tube is to act as a negotiator and try to bill effective relationship
with one another rather than fighting and creating chaos for each other. For a negotiator an
individual needs to show respect for each other’s culture rather than judging them on the
basis of it. Along with that the localities and the travellers have to understand and be aware
of each other prospective on their cultures and should communicate in such a way which
do not enjoy their feelings rather than that will provide them an appropriate and clear
understanding of what exactly the sender is trying to convey to them. This negotiation
practice will help both the parties while travelling in the tube to peacefully reach to their
respective locations without facing any problems and difficulties with one another and also
developing an effective understanding amongst one another.
REFERENCES
Books and Journals
Abugre, J. B., 2018. Cross-cultural communication imperatives. critical perspectives on
international business.
Cardon, P. W., Huang, Y. and Power, G., 2019. Leadership communication on internal
digital platforms, emotional capital, and corporate performance: the case for
leader-centric listening. International Journal of Business Communication,
p.2329488419828808.
Jian, G. and Dalisay, F., 2018. Talk matters at work: the effects of leader-member
conversational quality and communication frequency on work role
stressors. International Journal of Business Communication.55(4).pp.483-500.
Kim, S., 2019. The process model of corporate social responsibility (CSR)
communication: CSR communication and its relationship with consumers’
CSR knowledge, trust, and corporate reputation perception. Journal of
Business Ethics. 154(4).pp.1143-1159.
Setiawan, M. I. and et. al., 2018, April.E-Business, the impact of regional growth on the
improvement of Information and Communication Development. In Journal of
Physics: Conference Series (Vol. 1007, No. 1, p. 012044). IOP Publishing.
Sutter, M. and Kieser, A., 2019. How consultants and their clients collaborate in spite of
massive communication barriers. International Journal of Business
Communication. 56(2).pp.249-277.
Ethical behaviour expected from a sales manager
A sales manager of Argos should be behave ethically while performing
their duty so that they can achieve their goals and objectives. Every organisation
has a main goal that they can increase their sales but it should be in ethics of their
organisation that means they cannot perform activities which are against with the
ethical nature of organisation. So sales manager of Argos conducting their
activities with ethical behaviour that are mentioned below:
• It is very necessary for sales manager of Argos to find a ways which reduce
their complexity of corporate social responsibility. It can be done with the help of
finding solutions that are environment friendly such as uses of renewable
resources.
• They sell goods and services within ethics that means they have to provide
best quality products to their customers for fulfilment of customer social
responsibility.
UK and EU legislations
Every nation has different legislation related to sales of goods and services
in the market. Organisations need to follow some important laws and legislations
that effect on sales of goods (Evangelista and et. al., 2019). It is analyse that Argos
have to follow two important laws of UK and EU that effects on sales of
organisation. Details of two important legislations that are mentioned below:
• The Sale of Goods Act: It is the important Act that deals with selling of
goods in the market. This Act was established in 1979 that further replaced by
Consumer Rights Act in 2015. So that's why it is necessary for organisation that
they have to follow all rules and guidelines that are related to the sales of goods
and services.
• The consumer sales and guarantees directive: This Act gives guarantees to
customers that they get good quality of goods and services. This Act was
established in 1999 in which seller of consumer goods have to provide guarantee to
the consumers that all products are safe and secured.
Concept of selling through others
Selling through others is the concept in which customers purchase goods
and services from different retailers and other distributors. It is analysed that it is
the traditional method to sell goods and services by retailers. Retailers get goods
from different distributors or suppliers but nowadays goods can be sell though
other methods that are online selling or direct delivery that provided by Argos.
Two real examples of sales channels those are important for Argos sales
operations.
There is some important real example that shows the importance of sales
channels in Argos. Sales channels area the important path in which they sell
their goods from different ways. There are two examples that are mentioned
below:
• Distributors: They are the most important person in Argos that takes
goods from manufacture or Argos factories and distribute to various retailers so
that all consumer can purchase goods from retailers. Argos has a separate
company that deals in distribution of goods and services to retailers of UK.
• Retailers: Retailers are very important for Argos as they can sell their
goods through retailers to their end users. Without retailers their business gets
destroyed so that's why retailers play significant roles for sales team of Argos.
Argos has independent retailers that mean they have their own stores in the
street of UK in which all members are performing their duties by Argos.
Critically evaluation of the implementation of different types of sales
structures
It is identified that all sales structure are necessary for organisation as
they can achieve their goals and objectives with the help of different functions
and operations. Every structure has their process to implement. It can be better
understood with the help of example that are mentioned below:
• Market sales structure: In this type of sales structure, sale force is
allocated on the basis of target area in which they perform practices in order to
achieve their target market.
• Geographic sales structure: Sales force is allocated on the basis of
geographical area that means a particular area is assigned to the particular sales
team.
• Product sales structure: In this sales structure, sales team has different
products and services of organisation which they have to sell in the market.