Comprehensive Analysis of Vodafone's Sales Strategies and Techniques

This report provides a comprehensive analysis of Vodafone's sales strategies, focusing on sales planning, the methods used to generate sales, and the organization of the sales team. It examines the significance of sales planning, the principles of sales management, and the approaches Vodafone employs for both consumer and business markets, including direct and indirect selling methods. The report delves into the organization of Vodafone's sales team hierarchy across geographic areas and the importance of leveraging external partners for sales. It further analyzes key principles and techniques for successful selling, such as personal selling and sales promotion, and how these contribute to building and managing customer relationships. The report also explores the role of sales strategy, providing insights into how Vodafone adapts its approach to different market segments and the significance of effective sales management in achieving business objectives. Overall, the report highlights the strategies and techniques that contribute to Vodafone's sales success.

Introduction…………………………………………………………………………………………….………………………………………3
Significance of sales planning and approach to generate sales and its reporting as well as principles. 3
Organization of sales team hierarchy across geographic area...............................................................5
Significance of work getting done through others.................................................................................7
Analyse the key principles and techniques for successful selling and how they contribute to building
and managing customer relationships...................................................................................................8
Significance of sales strategy...............................................................................................................10
References...........................................................................................................................................13
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Introduction
Sales are the only revenue generating task carried out by the firm in order to
increase profits. This is the lifeline for any company despite the impact of their size
and scope of efforts that are related to achieving their objectives. The sales
management and planning ensures that hick-ups and barriers restricting their output
are eliminated. In a conversely effective standing of sales management the firm
needs to have control over resources and applicable approaches that are linked with
business. Vodafone is among the leading UK mobile communication company
offering packages and voice services at the same time data rates at lower prices. It
is a public limited company with most network coverage occupying strong position in
the UK and international markets. It has earned total revenue of more than £46,571
million with operating profits of £4299 m in 2018.

[Source; Vodafone, Annual Report, Accessed on 20 Oct, 2019]
Significance of sales planning and approach to generate sales and
its reporting as well as principles
Main Principals of Sales Management
Sales Operations is an important process at Vodafone whereby the sales force is
developed and the targets are planned for specific time. The sales operations are
planned and carried out by setting out territorial control and allocating responsibilities
of management for the given task. The second most important characteristics are
setting out a sales strategy whereby process gets determined. The sales pipelines
are created and financial accumulation is done with projection of required stock level
and controlling their development (Agrawal, 2019). In managing the strategy firm

also allocate segmentation of business and consumer market share proposed for a
set time. The third main characteristic is sale reporting which enable record creation
and forming details of associated tasks. Annual, monthly or even weekly reports are
produced and communicated to sales management for taking further steps while
selecting the average size of deal and funnel.
Significance of Sales planning
Allocation of consumer and business markets is important aspect of sales that
devices a relationship of direction. It further aids the integration of planning in line
with the finance and operations of the firm to create a relationship among them
(Sankar. and Chandrasekar, 2020). In the planning process managers in the
Vodafone also note down and eradicate various barriers and obstacles preventing
achievement of sales targets. Sales planning identify contribution by brand and
areas which gives ability to
improve weaker aspects. Moreover, effective management is useful for indicating
successive achievement of sustainable sales for firm over the time. There is huge
importance of the sales planning because it helps managers in determining risks that
can be seen in the future time period in respect to online marketing campaigns on
platforms like Facebook. Sometimes algorithms are changed by the Facebook and it
negatively affect sales. Through sales plan manager ensure that sales units that are
not achieved can be cover from other online platforms. Sales plan acts as
benchmark for the managers as it indicates to the managers about the direction
where managers need to go to generate more and more sales for the firm. Sales
plan also promote managers to think creatively in order to implement marketing
campaigns in proper manner.
Method of Selling
There are two main methods for Vodafone for selling where by its total sales are
accumulated. The direct selling approach gives the firm consolidated impact and
quality control for rolling out products to market. Here application of own logistics and
supply chain facilities are demanded to reach out an effective potential (Kleiousis
and et.al., 2019). In the indirect methods it carries out contract with retailers,
distributers and other intermediaries across the market to perform sales. In addition

online and digital sales process is seen to be increase over the past years, requiring
much large business to set up e-commerce versions. Online method of sales can
also be adopted by the firm and under this advertisement can be run on the
Facebook. On image when user click a portal will be open and their user can submit
its documents. Vodafone employee will fill the form and dispatch sim to door of
customers. In this way through online platform marketing can be done and sales can
also be generated in easy and effective manner. As mentioned above personnel
selling is also one of the effective tool of sale and under this sales representative can
personally meet with client and communicate him various ways in which Vodafone
can fulfil their needs. Vodafone is following this approach to sale its post-paid sims in
Indian and other markets.
Variation of sales strategy in consumer and business markets
The two main selling channels used by Vodafone include consumer and business
markets. The consumer markets is channelled through retailers, distributors etc.
whereas direct distribution is done to business consumers. It fulfils global demand of
business buyers including corporations, banks, small and medium business and
retailers. The consumer demand is based on individual consumption and selling
process whereby the business deal is done with higher volume invoices and large
order delivery for limited buyer networks (Kumar, 2019). In addition, sales term
differs in both markets where consumer pay instant cash and business buyers may
require line of credit to complete invoicing in business.
Organization of sales team hierarchy across geographic area
Vodafone uses a divisional structure at the time of arranging sales roles. Firstly, the
international selling operations are segmented into key regions such as North
America, Europe and Middle East. Additionally, the product based and divisional
control is seen that comprise of matrix structure for undertaking sales performance.
In addition, the national level structure across the UK comprises of two distinctive
administrative units whereby corporate accounts are managed separately from
consumer markets (Vodafone India rejigs organization structure., 2019). In consumer
markets the specific roles are allocated to people such as territorial segmentation,
areas wise control who work with local markets and sell them products of company.

Types of selling
Vodafone mainly looks to sale products using consumer and business markets. The
sales people gets in direct contact with intermediaries in market and offers them
promotion and agree Sims and mobile plans. They report to sales supervisor who
then report to area manager looking to overcome operational and business level
issues faced in distribution (Khan. and Suhaib, 2019). The other selling approach is
lined directly to corporate sales that see professional sales staff dealing with
corporate clients and agreeing the qualitative and terms for the sales applicable to
business.
Selling through others
Selling through others is a viable indirect selling approach where firm organise
existing market resources to carry and sell their products in market. In this approach
against Vodafone meeting market demand via market wholesaler in larger qualities
along with the retailers is comparatively lower volume. There are other market
intermediaries who are given stock and training to achieve the targets of sales. Here
the sales plan requires key input from external vendors who are interested in product
for profitable reasons. Selling through other require joint planning and collective
approach to pave the way for higher sales in market. Moreover, sales team also
work with a number of super markets and e-commerce stores to sell products online.
Digital selling strategy is different from conventional sales which characterise e-
commerce technology and other viable resources.
Reaching product in market
Vodafone is having contacts with the suppliers who manufacture sims. These sims
after production are processed for Vodafone and transported to the company.
Vodafone have contact with the local retailers and wholesalers and firm sell its sim to
them. These retailers and wholesalers further sold sim to the end users. Apart from
this, company also maintain its workforce and through them also sold its sim (Lott
and Sinha, 2019). Vodafone specially focused on its post-paid plans and in this
regard on basis of inputs received from the data they make a call to the people and
meet to them and communicate them about company plans. If client get satisfied it

purchase a company plan. Thus, it can be said that firm is reaching customers
through its sales force and wholesalers as well as retailers.
Significance of work getting done through others
Selling through others require an effective business strategy as part of sales
management process in the firm. It is clear that there are numerous advantages
which are linked both the firm and their selling partners.
Better customer Reach
Vodafone international is able to fulfil market demand and reach out the wide range
of customer base by selling through others. The supplies to phone shops for
example ensure that regular shoppers can be targeted. The distribution network
supported by the external parties can meet the local demand on local shops and
retailers. Similarly, business customers are given large range of products to be sold
across the retail network.
Focus on core activities
With the additional support from the internal and external sales team, Vodafone is
able to focus its attention on more important business issues. It requires them to
carry out marketing and brand building approaches more effectively. In addition,
resources can be much better utilised with inclusion of support services (Bregu. and
Shosha, 2019). The production and financial control can be managed by the frim in a
much better way to achieve their tasks. Additionally, other important tasks required
by the business in this process include new production of products and carry out
related market research in this regards.
Storage and Logistics
Vodafone is able to produce in large quantities due to higher storage space
attainable form its selling partners in market. In addition they can be engaged in
employing their logistics for distribution and additional sales structure of partners can
be utilised by Vodafone in their business approach.
Faster route to the market

These partners can be used in relation to making a faster reach to the market and
attract more customers. It can be comparatively faster approach for meeting their
objectives and looking to achieve their business objectives. Additionally, the products
of Vodafone can gain a global and international reach by looking to achieve market
growth
Additional Market Information
Vodafone gains benefits of effective market information by sharing and gaining new
information and knowledge from their selling and distribution partners. They are
clearly able to link information control and plan out additional effort such as new
products on basis of shared information.
Analyse the key principles and techniques for successful selling
and how they contribute to building and managing customer
relationships
Personal Selling
In this approach professional sales team member directly take on customer by
overcoming their issues and reluctant to sales. The personal selling approach
enables a better relationship and integration through business information (Kumar,
2019). They are able to convince them and make them agree to buy in certain
quantity and use the effective values. In this approach professionals are able to gain
more information from customer and utilize that for customer relationship
management. The example of sales person by Vodafone reaching out retailer in
market and use personal selling process to and gain their information to be added in
CRM system for future purchases and orders.
Sales Promotion
The regular sales promotion by Vodafone increases the volume of sales in the
market. Distributors and retailers are thrilled by the discount so does the end
consumer (Sayed, Shahid and Ahmad, 2020). The sales promotion is a temporary
discount approach which can give higher turnover for the firm and at the same time

customer information can be obtained for further processing in this regards to
manage future business sales.
Modern Sales Technique
In this segment of business, the modern retailer customer is approached by the firm
for greater orders. In the example sales staff agreeing further discounts with
supermarkets such as Tesco and others is able to increase their sales volume and
eventually lift their revenue. The modern sales approach is seen as a growing
opportunity for different business making a clear impact on business. It also requires
Vodafone gain additional information on fundamental control of business and take
further steps to gain customer-based information. As mentioned above as part of the
modern selling approach firm can run aggressive marketing campaign on Facebook
and under this varied ad images with plans can be uploaded on mentioned platform.
Individuals if want can port other company sim in to Vodafone or can purchase new
one through company portal (Kwadade-Cudjoe, Enoch and Bunmi, 2019). On
clicking image on FB user will direct to the portal where it can upload documents that
are required by the Vodafone for sim allotment. After completion of process sim will
be dispatched to the doorsteps of the customer. In this way modern sales technique
can be used by the firm.
Corporate Sales
In this business sales orientation model, Vodafone sales team work according to
greater plan of taking additional information with large business such as Barclays.
The corporate sales planning is different from that of consumer sales with relevance
to have a process that gain their essential information across to business. Vodafone
can continue to develop data base of new restaurants planned by such firms and
gain effective information to update their records for repeated purchase transection
Customer Relationship Management
It is a technological tool that is related to potential customer used to manage their
relationship. It gains essential records through input which comprise main
information in relation to sales transection, profile type, business type and other
related information (Wirtz, 2019). It aids the steaming process and upgrading is done
for making impact on different decisions which are related to the business. It is

essential for having an on-going relationship at personalized level on useful
information processing. Vodafone is using Salesforce CRM system. This solution is
used a better opportunity to manage external interaction in areas of customer
services, recruitment, development and other areas.
Significance of sales strategy
Using Cross-sell & Upsell
Sales manager at Vodafone can use cross-selling that aids satisfaction of their
complementary needs. It is type of selling other similar product to boost their sales
which do not perform well in isolation (Celik, Abdul-Kareem. and Yilmaz, 2019).
Mobile phone packages along with insurance plus additional internet plans can be
sold to same customer
More effective Negotiation
Sales team at Vodafone can engage corporate clients more attractive offers and use
their negotiation skills to increase volume and perhaps for greater margins of
business sales. It is easier to depict that better negotiations can be fruitful in their bid
to increase margins and gain higher achievements of business.
Using more focused approach
Managers can concentrate on the 80/20 rules of selling whereby they are
encouraged to concentrate on only the 20% customers who contribute to their 80%
revenue (What is sales strategy., 2019). In this approach the managers can leave alone
and do not waste their resources and time for customers that fall outside their 20%
customer.
Importance of Developing Sales strategy
A sales strategy is an internal plan which is created to help meet customer needs
and wants for a given time. The sales strategy requires decision and approaches to
deal with issues and make resources readily available to achieve the sales

objectives (Sherman, 2018). It requires planning and setting objectives while creating
forecasting of sales activities on the basis of reports. A strong sales strategy put in
place by Vodafone helps to achieve sustainable sales by company in order to carry
out their unique objectives. The sales strategy concentrated on the brands in
question and to generate the required revenue targets for business in relation to
making a greater balance on achievements. Vodafone useful sales strategy
accumulates for resources and internal efforts required in a specific direction for
holding better records of sales growth.
Key account management is an additional selling process that creates long-term
relationship with the main clients of the company who are valuable. It is a process of
overcoming the main issues and problems which restrict their integration of sales
process in the company. The sales team needs to have this job role within the sales
structure to promote such efforts in business. The sales managers of consumer
accounts can be parallel managed with key account managers, responsible for
growth and development of main clients.
Recommendation for the Management
The sales structure of the company needs to have more account managers who can
take on corporate sales relationship building efforts. The dedicated account
managers and be implied in line with sales managers who are responsible for targets
and overcoming issues. In addition a matrix based structure can be more useful for
the firm where their integration can be coordinated on the basis of job roles and
strategic key unit for having better results. The managers must also ensure that
current structure remains flexible enough with more centralized power distribution to
make faster sales decisions.
Conclusion
This report enlists a number of principles and approaches directed at the sales
improvement process of the Vodafone. It accounts for simple characteristics of the
selling task and looking for more useful approaches to deal with issues in sales area.

It works out main challenges that are related to accessing the viable sales
performance and leading a sales orientation approach at the Vodafone. It assesses
deep rooted structural impact on the business for producing high quality sales to
both consumer and business markets.

References
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