Sales Management in Tesco: Product Analysis and Effective Strategies

This presentation provides an overview of sales management practices at Tesco, a leading grocery and retailer organization in the UK. It begins with a brief introduction to Tesco, highlighting its history, global presence, and workforce. The presentation justifies the selection of specific products, such as Dyson cleaners, emphasizing their unique features and contribution to Tesco's revenue. It further classifies sales leads into categories like cold, warm, and hot, explaining the importance of this categorization for effective sales management. The role of sales pitching in advertising and product promotion is discussed, along with various negotiation techniques that Tesco can employ to enhance sales. The presentation concludes by emphasizing the significance of sales management for Tesco's success and referencing relevant sources for further study. Desklib offers a variety of similar solved assignments and past papers for students.

Unit 39: Sales Management

Table of content
• Introduction
• Brief overview of company
• Justification on particular products
• Features of products
• Classification of sales leads
• Sales pitching
• Negotiation techniques
• Conclusion
• References

Introduction
• This presentation is based on sales management
which is used by every business organisation.
• It is great concept through which company can focus
on the practical application of sales.
• With the help of sale management concept, Tesco
can improve its operations and functions.

Brief overview of company
• Tesco is largest Grocery and retailer company of UK.
• It was founded in the year 1919 by Jack Cohen.
• There are overall 6,533 stores of Tesco in all over the
world.
• Around 4,76,000employees contribute to generating
high sales and revenue.
• It is basically a retailer company which offers a wide
range of products and services to customers.

Justification on particular products
• Tesco offers a wide range of
products and services such as
grocery item, Dyson cleaners,
Rose and lily cream XL.
• Dyson cleaners are most
effective cleaner.
• It is unique product because
of which it is selected for the
assignment.

Contd.
• Tesco generates high income
and sale by producing this
innovative multi-floor vacuum
cleaner.
• The Dyson cleaners have
various unique features.

Features of products
• There is so many unique features of this product
which makes it different from other products.
• In this several innovation and technology features is
offered by the organisation.
• Dyson cleaners make customer’s works easier.
• It is self-adjust across different types of floor to
capture dust and dirt.

Classification of sales leads
• Sales are categories into a
different section which are
cold, hot and warm.
• Warm selling processes in
which organisation knew the
people like existing customers.
• In hot leads sale, people are
highly interested to purchase
products of the company.

Contd.
• It is important for the
company to categories sales
into a section like hot,
warm and cold.
• It assists to achieve desired
set of outcomes effectively.

Sales pitching
• It is important for Tesco to
consider sale leads in selling
techniques to achieve a
better result.
• Tesco creates sale pitch
which is included in the
advertisement, promotion of
products.

Contd.
• To sale wide range of products and services, it is
highly important for the company to give attention
on sale pitch.
• With the help of sale pitch, Tesco can sale a huge
number of goods effectively.
• It is necessary for the manager to create sale pitch by
considering all the factors that can influence revenue
and sale.

Negotiation techniques
• To achieve set goals and objectives it is necessary for
Tesco to use negotiation techniques.
• There are various negotiation techniques through
which organisation can discuss products and services
with customers.
• It is necessary for the manager to communicate in a
most appropriate way with people for negotiation.

Contd.
• There are different
negotiation techniques such
as leave ego, effective
communication, pay attention
and many more.
• With the help of these
techniques, Tesco can
increase its sale of products
and services.

Conclusion
• By doing this presentation it has been concluded that
Tesco is largest grocery and retailer organisation in
the UK.
• It is necessary for this organisation to give high focus
on sales management to increase sales and revenue.
• With the help of different sales techniques, Tesco can
easily improve its selling process.

References
• Craver, C.B., 2012. Effective legal negotiation and settlement.
LexisNexis.
• Homburg, C., Schäfer, H. and Schneider, J., 2012. Sales excellence:
systematic sales management. Springer Science & Business Media.
• Turnbull, P.W. and Valla, J.P., 2013. Strategies for International
Industrial Marketing (RLE International Business): The
Management of Customer Relationships in European Industrial
Markets. Routledge.
• Weiss, J.W., 2014. Business ethics: A stakeholder and issues
management approach. Berrett-Koehler Publishers.