Aim of Unit 39: Sales management
The discipline regarding the management of sales could be discussed specifically in this unit. In the era of globalization how the sales have changed would be the main focus in Unit 39 Sales management. Due to globalization and the emergence of e-commerce the dynamics in sales management have changed. All these factors have led organizations to adapt various approaches in regards to sales management. This situation has also helped in giving significant responses to the customer oriented culture. This unit will simultaneously focus upon why sales management is important and requirements for succeeding in today’s competitive world. In the era of complex sales environment specific managerial procedures should be followed for best results.
Learning outcomes
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
LO1 Demonstrate an understanding of the principles of sales management
In order to make a correct approach towards sales effective learning of sales management is important. The principles of sales management would govern effective running of sales in an organization. Several definitions, models, and strategies could be understood for better understanding of sales management. Processes like “Consumer buying behavior” “business buying behavior” could also be used to understand the principles. Emergence of new technologies and modes of communication like Skype has improved the situation of sales management. In addition to that online training for sales are also provided nowadays for improving skills access to information.
LO2 Evaluate the relative merits of how sales structures are organized, and recognize the importance of ’selling through others’
Sales executives are very important in determining effective sales. In order to make sales by taking the help of others sales executives with proper skills have to be appointed. An executive of sales is supposed to have various skills sets for doing sales. Some of such skills set include ethics of sales, law of sales and leadership in sales. In order to provide effective sales proper structure must be created and accordingly recruitment should be conducted. Setting of goals would be an important factor for doing effective sales management
LO3 Analyze and apply principles of successful selling
Applying principles of selling helps in creating knowledge about customer. The first thing that could be done is to transform information into knowledge. Proper classification of sales leaders like cold, warm or hot is also an essential part. The approach of cold vs warm also enrolls itself into the principles of selling. Determining certain other techniques like sales closing, ethics is equally important. Recognizing relationship like managing and building, terminating and exit is also a part of selling principles.
LO4 Demonstrate an understanding of the finance of selling
In order to understand selling under the head of finance portfolio management is very important. Such management would include calculation of margins, mechanisms of payments and terms, cycle of sales, specific sales management upon industry. In addition to these management of performance and overall growth would also come under the consideration of portfolio management.
Learning Outcomes and Assessment Criteria
| Pass | Merit | Distinction |
| LO1Demonstrateanunderstanding of the principles of sales management | LO1,LO2&LO3 D1 Produce a coherent, fully justified critical valuation based upon comprehensive understanding of sales management, structure and selling techniques within an organisational context. | |
| P1Examine the key principles of sales management in relation to the importance of sales planning,methods of selling and sales reporting. | M1 Evaluate how principles of sales management will be different in response to consumer and business buying behaviour. | |
| LO2Evaluate the relative merits of how sales structures are organised, and recognise the importance of’ selling through others’ | ||
| P2Evaluate the benefits of sales structures and how they are organised using specific organisational examples. P3Explain the importance and the advantages of the concept of‘ selling through’others. | M2 Critically evaluate the implementation of different types of sales structures using specific organisational examples (e.g.geographic, marketing, product sales). | |
| LO3Analyse and apply principles of successful selling | ||
| 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. | M3 Critically analyse the application of successful selling principles and techniques in application to specific organisational examples. |
| Pass | Merit | Distinction |
| LO4 Demonstrate an understanding of the finance of selling | ||
| P5 Explain the importance of developing sales strategies that yield highest profitability and incorporating account management within sales structures. | M4 Evaluate how core finance principles and successful portfolio management can lead to increased profitability and a competitive edge. | D2 Critically evaluate and make recommendations on how sales structures and approaches can improve financial viability. |
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Links
Unit 39 Sales management links to the following related units:
Unit 5: Management Accounting
Unit 24: Digital Marketing
Unit 37: Consumer Behaviour and Insight