Vodafone Sales Management: Sales Admin, Marketing & Sales Strategies

This report provides a comprehensive analysis of sales management, focusing on the critical role of sales administration in relation to sales planning, marketing methods, and sales coverage, using Vodafone as a case study. It examines the principles of sales administration, including individual development, discipline, and goal orientation, and their relationship with sales preparation, selling methods, and reporting. The report delves into consultative and conventional selling methods, highlighting their strengths and limitations. It also explores sales structures, the concept of 'selling through others,' key selling principles, and techniques for building customer relationships. Furthermore, the report analyzes sales strategies for maximizing profitability and incorporating account management, along with financial principles for portfolio management, ultimately providing recommendations for improving financial viability through enhanced sales structures and approaches. Desklib provides access to similar solved assignments and study resources for students.

Sales Management

Table of Contents
INTRODUCTION ..........................................................................................................................4
TASK 1............................................................................................................................................4
P1 Explicate the key rule of sales administration in relation to the value of sales planning,
methods of marketing and sale coverage................................................................................4
M1 Measure how rule of sales administration will be various in response to user and business
purchasing behaviour..............................................................................................................8
TASK 2............................................................................................................................................9
P2 Advantages of Sales structure and their set up in the organisation...................................9
M2 Critically examine execution of different sale structure kind using organizational example.
..............................................................................................................................................10
D1 Consistent and justified classification of understanding of sales administration, selling
method and structure within structural context....................................................................10
P3 Importance and benefit of concept of “selling through others”......................................10
TASK 3.................................................................................................................................11
P4 Analyse the key principles and techniques for successful selling and how they contribute
to building and managing customer relationships in application to specific organisational
examples...............................................................................................................................11
M3 Critically analyse the application of successful selling principles and techniques in
application to specific organisational examples...................................................................14
Task 4.............................................................................................................................................15
P5 Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures.................................................15
M4 Evaluate how core finance principles and successful portfolio management can lead to
increased profitability and a competitive edge.....................................................................16
D2 Critically evaluate and make recommendations on how sales structures and approaches
can improve financial viability.............................................................................................17
CONCLUSION .............................................................................................................................17
REFERENCE ................................................................................................................................18

INTRODUCTION
The Sales is a very wide concept under the marketing. The term sales refers to the selling
of the goods in the market. The sales requires two types of persons namely the seller and the
buyer. In the absence of any of the two persons the execution of the sales process cannot be
done in an organisation. Therefore, in order to manage the sales of the company, it requires its
adequate sales management. The sales management of the company is necessary to increase the
sales of the company in order to enhance the profits of the company. The chosen company for
this report is Vodafone (Andersson Axelsson and ROSENQVIST, 2018). This report would
discuss about the methods and the strategies that are being used by the company Vodafone in
order to heighten its profits in the organisation. The Vodafone is the telecommunication
company which is registered in Newbury, England. The company was established in the year
1991. The company has its operation now in more than one hundred and fifty countries. This
report would outline the sales structure that is being used by the company in order to grow and
develop in the present market.
TASK 1
P1 Explicate the key rule of sales administration in relation to the value of sales planning,
methods of marketing and sale coverage.
Sales administration can be explained as the coordination of the company resources and
human resources in order to produce an effective goal in the organisation. The Vodafone Group
is a starring telecommunication establishment which has used the global market in the 24
countries by applying these principles of sales administration in the organisation(Assadinia,
et.al, 2019). A cost-efficient sales administrator of Vodafone uses the following key rule that are
mentioned below-
 Succeed the people separately- The effectual sales manger would help the company to
manage the individuals in such a way that it would increase their skills. The skills in the
individuals would help the company to increase its profits. Moreover, the effectual sales
management requires the director to work with the respective rather than on the job in the
company. The decision maker of Vodafone would criticise and teaches with the
disciplinary actions on individuals and not in units. The apprehension is too given in units

to incite the individual. In addition to this, the training, criticism and different things are
done in private so that single attention is provided to it.
 Develop discipline in the workplace- There must be the existence of the discipline in
the organisation in order to maintain peace and order in the institution. The manager of
the Vodafone must formulate and execute the policy of discipline in the company(Bider
and Klyukina, 2018).
 Be aim oriented- The prospering sales administration works on achieving and
completing the tasks on time. The sales administrator of Vodafone makes the aims in
advance and also allots it to the efficient staff in order to complete the targets in the given
time period in an organisation.
Principles of sales management
 Consistency- It states that the company must close the deal faster and build good
relationship with their customers. In context of Vodafone, they teach their salesperson
effectively that how they are required to communicate with their customers to influence
them and to gain their trust.
 A degree of independence- This mentioned that the sales team must be given some
separate task and must work separately to analyse who are top performers within the
company. It will also allow to analyse different ways to sell the product and services.
 Equality among the members of the team- It is essential that the sales manager will
show the equality and respect to their sales management team (What is Sales
Management: Key Principles, 2022).
Relationship of Sales administration principles with sales preparation, methods of selling
and reporting of sales in the organisation.
In order to efficaciously overview and capture the present market, the sales
administration is the key work which a institution goes through. The relation of the rule of sales
administration and these elements are mentioned as follows with reference to the company
Vodafone.
 Sales preparation- The manager of the company Vodafone use to take into account the
rule of sales administration to make the best plans. The preparation is done by keeping in
mind the quality of the work force in order to complete its sales target
expeditiously(Bolander, Richards and Acastelli, et.al, 2020).

Sales planning process-
The planning of the sales involves the following steps that are being discussed below-
1. Analysis- In this step, the institution should analyse the necessity for the sales
preparation in order to enhance the sales of the organisation in the present market. For
instance, the organisation Vodafone must study the condition of the market along with
the present need of the customers of that specific product that is being manufactured by
the company. The institution Vodafone has 21% of market share with accordance to the
analysis that is being done in the year 2018. The main competitors of this company are
the EE and O2 which is the biggest mobile system in the country(Cook, 2020).
2. Set goals- The next step that is being done by the manager of the company is to set the
targets for the company. Further more, these targets are set for the employees of the
company in order to fulfil the desired target in the company. For example, the institution
must work to increase and enhance its B2B market. This would help the sales manger to
grab the opportunities in the competitive market.
Specific Measurable Attainable Realistic Time
The mark of
institution is to
enhance the B2B
sales.
This can be
sounded by the
comparison the
past sales report
with the actual
one in order to
measure the
results of the
sales in the
organisation.
The institution
can achieve this
target by
acquiring large
mediators in order
to capture the
market share of
B2B.
To modify the
execution of the
institution in UK
market by
accelerating its
share in
marketplace.
Within 6 months,
the institution
must accomplish
its aims to
enhance its target
marketplace of
B2B.
3. Develop plan- the next step is to develop a plan for the sales marketing by the sales
manger of the company. Moreover, the company has to work in the direction to develop
an efficient and sustainable plan for the company so that the sales can be increased with
the help of this plan.

4. Execution- The sales manager of Vodafone would work on execution of the prepared
plan to achieve the target of the plan. The company Vodafone executes its plan in an
efficient way in order to accomplish the key targets of the organisation that is being
planned by the company(Galasintu Supanit and Chaiittivej, 2018).
5. Evaluate- The last step would involve that there must be done the evaluation of the
executed plan by the management of the company. Moreover, this evaluation would help
the sales manger to take adequate steps in order to modify the present plan for achieving
the future profits of the company.
 Methods of selling- The key rule of sales administration helps the directors in Vodafone
to choose the most expeditious sales techniques. The administrator in Vodafone would
motivate the associates to take benefit of its selling techniques. Hence, it would aid the
company in making and earning high profits in the organisation.
These are the methods of sales that is discussed below-
1. Consultative selling- This is a sales approach through which it prioritises the relation
and the open talk in order to determine and provide the answer as per the needs of the
customer. It is only convergent on tailored and too not on product sale. This technique
will aid in Vodafone by offering the services that is the needs of the customers in order to
increase the sales of the product in the market.
Strength:
 Improved consumer service- This selling technique is focused on customised so it will
aid the Vodafone institution to identify the wants of the tailored. It also includes the sell
of its services in the market.
 Value add- The customized gets the precious insight about the establishment as they gets
the apprehension of their necessarily that would include the challenges. Moreover, this
method would too aid the company Vodafone in the field of solving the challenges like
rival who are attaining the large market share which becomes obstruction in increasing
the sales of the company(Ingram, et.al, 2019).
Limitation:
 It takes longer time- This method uses more time to determine the needs and the wants
of the customers in the company. Moreover, the longer the time taken would result into
the loss to the organisation.

 Lack of training- It is essential that the sales representative must be knowledgeable
enough to work in the consultative sales formulation. The institution have to give
required training to the sales executive to use the product by being consumer centric.
2. Conventional sales- This method is a seller focused. It depends on grabbing the attention
by way of cut off as to what individuals are executing and then revealing them what the
institution is offering and evaluate them to acquire it.
Strength:
 Tailored can test merchandise before acquisition- This rule of selling would allow the
customised to make the acquisition of its good and products after experimenting its
utility. The institution Vodafone could improve its total sales and also its goodwill. This
would happen because this technique would get loyal customised who can do trust on the
services of the institution and make daily purchase of it.
 Only store acquisition- By using this method, the customized can get interactive with
the sales personnel face to face that would allow them to clear its doubts. It would too
help the selected company Vodafone to get the tailored who are confident with its service
that would result in increased sales for the organisation.
Limitation:
 It results in huge cost- This technique would eliminates the online way of selling along
with emphasising on the store purchasing that would take huge cost for the institution to
set up it. The company Vodafone would have to expend huge funds on the constitution of
the offline stores that would effect its receipts and profits of the company.
 Limited time- The customised will get limited time period to use the services of the
institution as stores by open and close time of the company. The company Vodafone will
have to consist on those tailored that would need 24 hour service as its another
competition that are using online way to stay in touch with the tailored on regular
basis(Jobber Lancaster and Le Meunier FitzHugh, 2019).
M1 Measure how rule of sales administration will be various in response to user and business
purchasing behaviour.
The institution Vodafone sells its products and services in the selling system of B2B and
B2C. Moreover, it must be centring on the research of the changing trends in the market place as
per the changing wants of the customers. Moreover, the sales administration rules should be

practically used in various manner while responding to the user and business concern by the
buying action. These techniques also deals with the businesses and customers are changed as
both the work on various scale for the institution.
Conception of B2C and B2B within the sales administration operation on the company
Vodafone
The B2B marketing, the institution Vodafone has the small target marketplace as it
mostly deal in B2C. When the institution is handling in B2B, the institution offers the different
ways of purchase as mass purchasing is done by the dealer of the organisation. Moreover, when
the Vodafone deals in B2B, it takes various steps to in order to reach to the actual customer who
uses the products that are being manufactured by the organisation. There are also various
intermediaries that are being involved in this process. Moreover, the sales cycle is too long
because of the large intermediaries which are being involved in it. Hence, by the use of B2C, the
managers of the sales dealings would easily do direct contact between institution and tailored.
Sales reporting
The sales reporting would overview the state of activeness of the establishment with
reference to the sales. Moreover, it would also give the perception of the trends that happens in
sales mass over the given time period. There also lies different steps of sales cone that would
together work with the execution of the sales enforcement. It would aid the sales administrator in
order to display the progress. Moreover, the execution of the sales team and also plan the
effectual strategies to heighten the volume of sales. These are respect as matrices that would aid
the institution to analyse their total sales form B2B and B2C attributes(King, 2022).
There are few methods of sales reporting which are mentioned below-
 Revenue by salesperson- This is the type of sales report which identifies the total
amount of revenue earned by each individual in sales department of a company. This
technique will also help to analyse the performance of each individual on the basis of
target which are assigned to them. This sales report covers Quotas, sales goals, number of
deals closed and the number of deals lost (8 Types of Sales Reports and Their Uses,
2021).

 Conversion rate- This sales method will define the difference between the total number
of sales deal won Vs total number of sales deal lost. In simple words, it is the percentage
of deals won against percentage of deals lost within a given period of time.
 Marketing collateral usage- This is the method where sales department employees
communicate with marketing department employees within a team and get to know that
which factors can affect their sales performance. Here, this report mentioned the
resources required by sales team and their utilization by them.
“Principles of sales management will be different in response to Consumer and Business Buying
Behaviour of Vodafone”. This statement can be justified because the principles of sales can be
used differently in different situations by the company.
Principle of sales
management
Response to customers
buying behaviour
Response to business buying
behaviour
Consistency In context of customer buying
behaviour, they need to buy
products after effective
comparison and they also need
that their company which they
choose will also maintain good
relationship with them even
after the sales of the products.
In context of Vodafone, they
maintain their good
relationship with their
customers by solving their
issues related to their products
even after selling them to
customers.
In context of dealing of
Vodafone with their suppliers,
they need to make sure that
their contract will be
maintained for last longer. In
context their services and
products are used by other
businesses then they prefer to
use it for longer period of time.

TASK 2
P2 Advantages of Sales structure and their set up in the organisation.
The Sales structure gives a prominent benefits to sales division in an organisation. This is
because it would eliminate the sort of miscommunication in the institution along with motivate
departments in performing their adequate functions on time. Moreover, this purpose the
transformation rates are needed to be kept up that the principles of sales management and
consumer/ business buying behaviour Efforts made to explain sales planning with its process,
methods of sale techniques and sales reporting; as well as some attempts on how principles of
sales management will be different in response to Consumer and Business Buying Behaviour of
your chosen organisation. However, your ideas need to be communicated clearly going to aid
company Vodafone in using its sales aims and goals in suitable manner. There are different
structure that can be used by Vodafone to carry off its selling role. These are the sales structure
that is discussed below as follows-
Geographic Structure: This structure is regarded as the most utilized approach through
the sales personnels. It gives the sales responsibilities to the individuals working in the
company. The Geographical structure is known as the regional sales that the employees are
accumulated from different locations and regions(LeMeunier, FitzHughCometto and Johnson,
2021). The advantages of this sales structure are low cost, low chances in the duplication of work
by employees and many others. On the other hand, disadvantages of this structure is that
preparing report of overall sales will be time consuming due to collecting report from different
locations.
Product sales composition: This type of sales structure consists of different ideas that is
related to the design of the merchandise or process of serving the service to its customers. With
reference to the company Vodafone it is involved in marketing many products and services.
Hence, for the consumer it is very necessary that it get aware respect to the goodness and pros of
the products that are being offered to its customers in the marketplace. The main advantage of
this structure is that it promotes innovative ideas of sales of the company. Secondly, management
can easily guide selling efforts. On the other hand, disadvantages of this structure is that it
include higher cost and high level of coordination is required (Advantages and Disadvantages of
Different Sales Structures, 2020).

Market based structure:This market structure is also called as the customer sales
structure under which the sales executives are collected in accordance with user along with the
specific industry. This is advantageous for those businesses that are having large position at
some peculiar market and it is associated with specific identity in the market place. In reference
to the company Vodafone, the institution is having robust existence within many-sided
international marketplace so for its sales person this is needed that it would keep cognition with
regard to the offerings of the company. The main advantage of this using this sales structure is
that it identifies the needs of their customers and maintain good relationship with them.
Limitations of this selling structure is that it include higher cost.
M2 Critically examine execution of different sale structure kind using organizational example.
This is important for the sales administrator to provide those business concern structure
that is helpful for them in gathering the sales objectives of earning income and the specified
desired sales in the market. There are different structures that use to exist in the organisation and
the identical can be utilized to manage the sales in a positive manner. Moreover, the
geographical structure is using the high suitability for the company Vodafone to carry on and to
reach out to its goals and objectives. The leading disadvantage related with this structure is that
the sales possibilities can be rippled in a manner that some of its areas are being left unfed that
results in small market direction by consumers in the market place.
D1 Consistent and justified classification of understanding of sales administration, selling
method and structure within structural context.
This is identified as that the sales method and sales administration is associated with
using different sales structures. These method are leading the administration to calculate its own
advantages and importance in the market.
P3 Importance and benefit of concept of “selling through others”
The term Selling through others can be explained as the feature under which merchant is
involved and they sell a specific percentage of employment or products of an administration. So
for them they are needed to train their manpower in such a way that all the necessarily things and
demands of consumer can be fitted in an effective manner. The company Vodafone is using
manufacturing business retailer consumer chain to deal with their customised.
Importance of selling through others