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Unit 39 Sales management

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Unit 39 Sales management HND Business Management

Aim of Unit 39: Sales management

The discipline regarding 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 this unit. 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 enrols 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
LO1 Demonstrate an understanding of the principles of sales management     LO1,LO2&LO3 D1 Producea coherent, fully justified critical evaluation based upon a comprehensive understanding of sales management, structure and selling techniques within an organisation a lcon text.
P1 Examine the key principles of sales management in relation to the importance of sales planning, methods of selling and sale reporting. M1 Evaluate how principles of sales management will be different in response to consumer and business buying behaviour.
LO2 Evaluate the relative merits of how sales structures are organised, and recognise the importance of selling through others’
P2 Evaluatethebenefitsofsalesstructuresandhowtheyareorganisedusingspecificorganisationalexamples. P3Explaintheimportanceandtheadvantagesoftheconceptof‘sellingthrough’others. M2Criticallyevaluatetheimplementationofdifferenttypesofsalesstructuresusingspecificorganisationalexamples(e.g.geographic,marketing,productsales).
LO3Analyseandapplyprinciplesofsuccessfulselling
P4Analysethekeyprinciplesandtechniquesforsuccessfulsellingandhowtheycontributetobuildingandmanagingcustomerrelationshipsinapplicationtospecificorganisationalexamples. M3Criticallyanalysetheapplication ofsuccessfulsellingprinciplesandtechniquesinapplicationtospecificorganisationalexamples.
Pass Merit Distinction
LO4Demonstrateanunderstanding ofthefinanceofselling  
P5Explaintheimportanceofdevelopingsalesstrategiesthatyieldhighestprofitabilityandincorporatingaccountmanagementwithinsalesstructures. M4Evaluatehowcorefinanceprinciplesandsuccessfulportfoliomanagementcanleadtoincreasedprofitabilityandacompetitiveedge. D2Criticallyevaluateandmakerecommendationsonhowsalesstructuresandapproachescanimprovefinancialviability.

Links

This unit links to the following related units:

Unit 5: Management Accounting

Unit 24: Digital Marketing

Unit 37: Consumer Behaviour and Insight

 Unit 44: Pitching and Negotiation Skills