Understanding Sales Management, Principle, Structure and Finance of Selling - Management Assignment Help

Assignment Task

Sales Management: Assignment Task

Assignment title - Understanding Sales Management, Principle, Structure and Finance of Selling.

LO1: Demonstrate an understanding of the principles of sales management.

LO2: Evaluate the relative merits of how sales structures are organized and recognize the importance of ’selling through others’.

LO3: Analyze and apply principles of successful selling.

LO4: Demonstrate an understanding of the finance of selling.

SCENARIO:

You are the Sales Manager for a large international organisation [choose a company that you can obtain information on easily]. Once in a year, there is an international sales meeting with all the sales representatives coming for the event from around the world. It is a 3-day event and consists of numerous meetings, presentations, and symposiums. This year, the Global Sales Director has demanded you and your team to submit a Sales Report to the entire sales team, including the Sales Director and CEO of the company. Moreover, the report will be circulated among all the delegates at the meeting. The report should cover the following areas:

1. An introduction to the organization.

2. Describe and explain the key principles and techniques of successful selling focusing on planning, selling and reporting. Also evaluate how principles of sales management will be different in response to consumer and business buying behavior.

3. Using examples from your own organisation, evaluate the benefits of sales structures and how they are organized in the organisation. Thereafter, critically evaluate the implementation of these different types of sales structures, as being done in your chosen organization.

4. Describe the concept of ‘selling through others’ and explain the importance and advantages of using this sales technique.

5. Analyze the key principles and techniques for successful selling and how they contribute to building and managing customer relationships in your chosen organization. Thereafter, critically analyse the application of these successful selling principles and techniques, by giving out actual examples of its implementation in your chosen organisation. Note: While answering the questions 2, 3, 4 and 5, ensure that you produce a coherent, fully justified critical evaluation based upon a comprehensive understanding of sales management, structure and selling techniques within the context of your chosen organization.

6. Explain the importance of developing sales strategies that yield highest profitability and incorporate account management within sales structures of your chosen organisation. Also evaluate how core finance principles and successful portfolio management can lead to increased profitability and a competitive edge in the organisation.

7. Critically evaluate and make recommendations on how sales structures and approaches can improve financial viability.

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