This report therefore aimed at analyzing the sales management of a company in the fresh farm produce and determine its most appropriate sales strategies and structure that would bring about profit maximization. The sales managers determine the sales territory for their business. Each sales executive is allocated with individual sales that each has to meet, and they ensure that there is healthy competition. Depending on the size of the target market, sales force will vary. There is a need to observe key principles of sales management and planning so that the business will yield high profits. When it comes to sales in a business, it requires meticulous organization and management to ensure that the objectives and targets of the sales department are achieved. Business to business (B2B) sales require an efficient team that will perform different tasks to ensure that clients are found, and contracts signed for a long-term and fruitful relationship. For a small to medium-sized company, the sales department becomes an important success factor.
Inhaltsverzeichnis (Table of Contents)
- Introduction
- Principles and techniques of sales management
- Individual management of people
- Selling through others
- Sales Structures
- Conclusion
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This report analyzes the sales management of a company in the fresh farm produce industry with the aim of determining the most appropriate sales strategies and structure to maximize profits. It delves into the crucial principles of sales management, explores different sales structures, and discusses the importance of individual employee management and selling through other channels.
- Sales management principles and techniques
- Importance of individual employee management
- Strategies for selling through others
- Sales structures and their impact on profitability
- Maximizing profits in the fresh farm produce industry
Zusammenfassung der Kapitel (Chapter Summaries)
Introduction
This chapter introduces the concept of sales management as a business discipline that prioritizes the application of sales techniques to achieve set sales goals and objectives. It highlights the importance of a strong sales manager in maximizing profits and providing excellent customer service.
Principles and techniques of sales management
This chapter discusses key principles of sales management that businesses must adhere to for effective sales marketing. It emphasizes the importance of individual employee management, discipline in the workplace, goal-oriented leadership, and clear communication.
Individual management of people
This section elaborates on the importance of managing employees individually, focusing on training, development, constructive criticism, and leading by example. It emphasizes the need for objective information and clear communication in individual management.
Selling through others
This chapter introduces the concept of selling through others, where a supplier or distributor relies on other channels, such as retailers and wholesalers, to reach customers. It discusses the advantages of this strategy, such as cost-effectiveness, access to existing customer bases, and reduced storage costs.
Schlüsselwörter (Keywords)
This report focuses on key concepts such as sales management, individual employee management, selling through others, sales structures, profitability, fresh farm produce, and the importance of achieving sales goals and objectives. It explores various techniques and strategies for maximizing profits within the fresh produce industry.
- Quote paper
- Owen McAllister (Author), 2020, Profit-Maximizing Sales Strategies and Structure for a Small Business, Munich, GRIN Verlag, https://www.grin.com/document/1364886
