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Introduction to Operational Sales Management

Sales operations is considered as an effective business activities and processes which helps in carrying out sales within firm. Therefore, managers aims to undertake effective business strategies and objectives so that sales can be enhanced. Here, managers aim to assess the changing needs of customers and implement technological advances that have led to attain customer satisfaction. Appropriate training needs to be provided to sales force so that they are able to manage the operations within firm effectively and thus identify the conditions of local market in regard to provide best quality products and services to consumers. As the sales manager depends upon the performance of others in regard to be successful and attain business goals. Similarly, managers are influenced to use sales personnel in regard to encourage them to enhance the performance of sales in market. For this, it is essential for managers to provide appropriate training and development to sales person and thus encourage them behave appropriately in an ethical way to attain organizational objectives. Here, examples are given of different enterprises that focuses upon managing its sales force to enhance the sales of business. The main ethical issues faced by businesses is regarding advertising and recruitment of employees. Therefore, it is essential for business to focus upon different ethical behaviour of workers and thus carry out best results in regard to carry out the desired results.

As per the American Marketing Association, businesses needs to determine its sales forecast so that proper planning needs to be done in regard to improve the sales of firm. Also, managers are required to give specific sales training to its sales personnel which help them to identify their sales location and deliver best quality products to them in regard to enhance the sales and profitability. For instance, IKEA is a global brand operating in worldwide location, therefore, it is essential for business to render best training and development opportunities to its sales personnel so that they can identify the needs and requirements of customers and deliver them the products accordingly. Sales manager possess different roles and responsibilities that helps in influencing the performance of their sales personnel in regard to motivate sales people to attain their desired targets. IKEA manager aims to encourage sales people in regard to enhance their influencing power which results in improving the sales performance of firm.

Task 1

Sales people is considered as the lifeline of any firm and thus it is essential for them to get encouraged by different motivational benefits so that they are influenced to attain desired results. Further, managing sales force is an crucial task as firm needs to divide them in terms of territory and area so that they can focus upon the needs of people living in that geography and provide them best quality goods to enhance customer satisfaction. For instance, IKEA uses such technique that is beneficial for them such as providing multi-utility furniture products for UK consumers as they have space issue and thus providing them such convenience results into enhancing sales and profitability. Sales people are under the direct control of sales managers therefore, it is essential for sales director to identify their roles and responsibilities in regard to encourage workforce and also help them to behave ethically which would result into managing business operations in market.

There are different areas that needs to be consider by the sales manager while motivating the sales people in regard to behave ethically. For instance, any service industry focuses upon motivating its manpower because it helps them to deliver best client service and thus enhance the sales of firm in market. Likewise, manager of Hilton hotel focuses upon organizing its sales force and thus using them to influence the performance of sales in market. It is the best way through which sales and profitability of firm can be enhanced to attain desired results. As compared to any other business, firm needs to encourage its workers by providing both financial and non financial benefits and thus motivate them to deliver best customer service. Encouraging sales people is one of the best method through which performance of business can be improved and thus set results can be attained in an effective way. Ikea adopts effective recruitment process such as selecting skilled people and upload recruitment advertisement with different agencies so that they can hire skilled people. It is beneficial for them to improve business performance. Business gives advertisement in different websites that helps them to select skilled workers and thus carry out best process to hire best workers.

Every organization aims to train its workforce in an effective way so that they can manage the sales operations efficiently in regard to deliver best quality products or services to consumers. Business also aims to organize proper sales force which helps in influencing performance of their sales people and thus it encourages sales people to behave in an ethical way. Preparing organizational structure is a crucial task that helps in assessing the changing needs of consumers and technological advances helps in enhancing the consumer base. Also, following proper structure helps in assessing there is an interconnection between each and every level of workers so that they can direct their operations with each other. For instance, sales director is the main person under whom regional sales managers are there for different geographical location. However, under whom are sales manager works and thus they are directly connected with the sales people in regard to provide them authority and delegation so that business operations could be carried out successfully.

For instance, any business enterprise could possess different people within their sales team such as agents as well as their own sales people. However, it would result into beneficial for them to manage the operations and increase the sales of firm. Another selling method adopted is telesales in which sales people of firm carries out the sales by speaking to customers through telephone and thus providing them valuable information of the company's products. It also essential for IKEA to provide proper training to its workers by using effective ways such as identifying the needs of required training within workers and providing them the same so that they can fulfil the needs of customers. HR management of Ikea implements effective training programs which helps them to improve their skills and capabilities and accomplish desired task. Also, it is essential for IKEA managers to encourage workers by using different financial and non financial rewards so that they could be encouraged towards business targets. They identify the needs of individuals and provide them proper rewards and awards so that business performance could be attained.

Task 2

Furthermore, relationship selling is also considered as one of the effective form of sales promotion and thus using innovative technology helps in attracting customers and increasing competition so that set results can be attained. Also, it is crucial for individual to increase face to face contact and thus possess significant role in order to play a crucial role in improving customer value. Further, businesses such as IKEA is required to assess or determine its number of sales people so that they can identify the workload in regard to manage the operations and thus equally distribute the same so that best results can be attained. Further, it is essential for firm to improve customer satisfaction and thus increase the value of goods and thus estimate the number of sales people so that annual sales can be determined which helps in attaining best results. Moreover, in regard to manage the workload it is essential for firm to balance the same with the help of dividing the territories. With the help of such technique it is considered as an effective approach and thus work load could be managed appropriately to attain desired goals and enhance the business performance in market.

Sales managers are required to decide proper compensation and remuneration for its workforce that aims to motivate them and thus work effectively towards the business objectives. Therefore, each and every enterprise focuses upon identifying the sales potential and thus generating innovative ways through which sales performance can be improved. Providing different types of compensation plan such as fixed salary, commission and salary and commission both helps in encouraging workers to target the particular customer group which helps them to improve the sales performance. It is the best way through which sales operations can be carried out and satisfy the needs of employees through which they are encouraged and thus best results can be attained. Moreover, workers are required to adopt time management strategy effectively which helps them to accomplish their work on time and thus take few breaks so that performance could be encouraged in an effective and efficient way. For instance, employee of Hilton hotel focuses upon taking dew breaks and thus deliver best quality products or services to consumers in regard to enhance sales and profitability of firm in market.

There are different factors that helps in encouraging sales people in regard to behave in an ethical way because it is essential for them to carry out such role so that business operations can be carried out in an effective and efficient way. Here, recruitment is considered as one of the effective way that assists in recruiting or selecting skilled workforce and thus expand the business operations in market. Thus, recruitment is the best way through which HR management could focus upon recruiting effective sales team and thus expand the business operations so that best results can be carried out within firm. Further, after carrying out the recruitment process, business aims to provide training to its workers and thus enhance their skills and capabilities so that appropriate results can be attained. Training is considered as the best way through which sales people could enhance their skills and capabilities and thus provide required product information or knowledge to consumers. Thus, it aids in enhancing sales and profitability of firm in market. Therefore, sales manager need to assess proper training needs of workers and thus provide them similar training sessions so that they can improve their ability and perform effectively.

Training is considered as one of the effective area which helps in encouraging sales people in regard to behave ethically and thus provide them best information about products or services so that sales can be enhanced. Thus, it is essential for business to provide best training program to its workers which would result in improving the sales efficiency so that appropriate results could be attained. Training and development needs to be assessed by the HR manager of firm and thus provide them specific training session so that skills could be encouraged which would result in attaining desired results. Here, sales managers of IKEA are focused upon using such techniques and thus using different ways through which it helps in influencing the performance of their sales people and motivate sales people to accomplish desired results. Therefore, it is the responsibility of the manager of IKEA to determine the training needs of people and thus enhance their performance efficiently which helps in motivating workforce and thus helps in encouraging them so that set goals can be attained. Through such way managers influences the performance of its sales personnel and motivate individuals so that they can attain desired results within firm. Hence, it is significant for manager to get influenced from the performance of their sales people and thus encourages them to work hard to attain desired results.

Further, it is essential for managers to encourage it sales personnel and for that they need to provide them proper motivational benefits such as rewards and awards so that success can be attained. Through introducing different types of motivational benefits such as rewards and awards that helps in influencing people to satisfy their needs and wants. It is the best way through which sales people are encouraged and thus they could be influenced in regard to behave ethically. Motivation is considered as an crucial factors that would result into improving the efficiency of individual and thus they are encouraged to work hard in regard to satisfy the needs of customers. For instance, the managers of IKEA and Hilton uses both financial and non financial rewards so that sales people can be encouraged to work towards stated goals such as attaining customer satisfaction. All such factors are crucial which helps in encouraging sales personnel and thus uses by the firm in regard to influence the sales performance and encourage sales people to work ethically towards business objectives.

There is another crucial factor that also needs to be considered by the sales manager in regard the control the business operations and thus uses such factor which results in influencing the performance of individuals and motivating them to work toward desired results. Here, working ethically is essential means they should not adopt any unethical measures or wrong ways so that it should not affect the business performance. Adopting unethical measures by IKEA such as not informing the clients regarding product quality or any other specific feature helps in affects the business as well as individual from such operations. However, it is essential for managers to undertake effective ethical practices and thus avoids unethical practices so that it does not affect business operations in market. For instance, if business operates its functions in an unethical way than it would avoid firm to improve its business performance and thus result in attaining losses. Thus, in order to attain best results in the form of high profits it is essential for employees of IKEA and Hilton to avoid unethical behaviour and thus attain best results.

Task 3

In the current era of globalization, it assesses that within the international selling environment, business helps in improving the sales performance of firm and thus attain best results. Therefore, it is essential for each and every firm operating in global environment to promote the products or services with ethical behaviour and try to avoid unethical conditions so that best results could be attained. IKEA aims to enhance its business in different countries and thus uses ethical behaviour which would result into performing best results so that legal and ethical issues are identified in regard to overcome the business performance. There are various skills required for training sales managers in regard to motivate them and improve business as well as individual performance. It involves different skills such as career planning, conflict and time management. Delegation and decision making etc. helps in improving the skills of sales manager so that IKEA can accomplish the desired targets so that they can attain desired results.

Here, sales professionals are required to control the sales process and use different techniques that would help firm to undertake effective customer choices so that sales representatives could persuade clients to perform in an effective way and attain best results. There are different techniques use in regard to control sales such as-

Sales Funnel

It is considered as one of the effective sales control technique so that sales management and representatives are required to control the objective regarding moving the customers from being initial leads so that sales of product can be enhanced. Sales funnel are called an effective approach as it helps in carrying out the process so that customer relationship could be build. Here, sales personnel identifies the best way through which they are focused upon looking at the customers number and thus determine their level that best results can be attained.

Sales forecasts

Further, there are certain aspects of sales that could not be controlled such as certain products that go out of date. Therefore, it is essential for sales personnel to forecast the sales and make appropriate adjustment so that best results can be attained. Thus, it would help in improving the workers performance and carry out best results so that success can be attained in an effective and efficient way.

Pricing

It is another technique that would result into identifying effective factors of pricing that focuses upon controlling the spending habits of individuals and thus providing them appropriate price range so that they can purchase the required products and thus enhance the sales and profitability of firm in market. Also, it is crucial for firm to encourage individuals and thus offer best products or services and attain desired results.

Scarcity

It also identifies the needs and wants of customers so that it increases the chances of consumer product choices and thus helps firm to enhance the sales and attain desired results in an effective and efficient way. Therefore, business aims to adopt effective options that could help them to enhance customer relationship and thus attain success.

Sales control is considered as one of the effective aspect which helps management to make sure that sales attainment and profit objectives of firm could be attained in regard to carry out coordination effectively and efficiently to attain best sales functions. Further, it is essential for firm to prepare proper sales budget and thus carry out audit and analysis that would result into performing best action so that desired success can be attained. It would results firm to maintain consistency and thus improve the sales performance so that success can be attained effectively and efficiently. Therefore, proper action plan needs to be prepared that aims to establish proper sales budget and analyse the business functions so that set results can be attained in an effective and efficient way. However, providing proper training would result into improving business functions and thus improving the skills and capabilities of individual in market and thus attain desired results. Also, it is essential for firm to measure the evaluation process and thus aims to motivate people and attain best results. Moreover, it is essential for employees to undertake effective motivational benefits that influences individuals in regard to carry out the desired task and attain best results. It involves job satisfaction, security etc, that needs to be carried out effectively and thus improve the business performance. Job satisfaction and security encourages workers to carry out the task in an effective way and thus improves the business performance in market.

International selling involves economic and cultural factors that needs to be assessed by firm so that best results can be attained. It is the best way through which pricing, legal and ethical issues are discussed by firm which helps in identifying the issues and thus consider appropriate measures for evaluation and improvement of success so that best results can be attained. Therefore, proper suggestions for improvement needs to be discussed and thus analyses the choices so that evaluation of success could be gained. International selling carried out by IKEA in global market required to determine proper pricing, ethical and legal issues so that it does not affect the business operations as well as customer in worldwide market. Business needs to focus upon empowering sales personnel so that they can attain best results.

Conclusion

It can be concluded form the study that operations in sales planning needs to be planned effectively so that sales managers of business aims to evaluate their performance and thus attain successful towards company goals. Also, they are efficient enough to be able to influence the performance of their sales people and provide them appropriate training and development sessions as well as motivation factors that would result in attaining high market share and customer satisfaction. Further, using different techniques for controlling sales performance needs to be evaluated effectively and thus attain success.

References

  • Dai, Y. and Chao, X., 2013. Salesforce contract design and inventory planning with asymmetric risk-averse sales agents. Operations Research Letters.
  • Gray, D. C., 2010. Sales and Operations Planning Standard System: With Reference Software. Trafford Publishing.
  • Grinyak, V. M., Mozharovskii, I. S. and Degtyarev, K. I., 2011. Neural network model of seasonal sales planning. Information Technology.
  • Honey, E. D., Ford, J. B. and Simintiras, A. C., 2003. Sales Management: A Global Perspective. Psychology Press.
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