1

Table of Content

Introduction...............................................................................................................................................4

Task 1.........................................................................................................................................................4

P1................................................................................................................................................................4

Story...........................................................................................................................................................5

Operation...................................................................................................................................................5

Customer Perceptions for Sales Management..........................................................................................5

Corporate strategy revive Business...........................................................................................................5

P2................................................................................................................................................................6

Management Plan Summary.....................................................................................................................6

Pestle Analysis............................................................................................................................................7

P3................................................................................................................................................................7

Strategic priorities......................................................................................................................................7

Reach..........................................................................................................................................................8

Customers..................................................................................................................................................8

Selling.........................................................................................................................................................8

Marketing...................................................................................................................................................8

Centralization.............................................................................................................................................8

M1..............................................................................................................................................................8

Organisation structure...............................................................................................................................9

Change management.................................................................................................................................9

M2..............................................................................................................................................................9

KIA automobile management policies.....................................................................................................10

D1.............................................................................................................................................................10

Business strategy.....................................................................................................................................11

Task 2-Individual written report..............................................................................................................11

Introduction.............................................................................................................................................11

LO3...........................................................................................................................................................12

P4.............................................................................................................................................................12
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Selling is about relationships:..................................................................................................................13

problem of customers:.............................................................................................................................13

Value and price:.......................................................................................................................................13

To win, it is important to listen:...............................................................................................................13

Developing an understanding of technology:..........................................................................................13

M3............................................................................................................................................................13

Listen to Customers:................................................................................................................................14

social media:............................................................................................................................................14

Seek Feedback:.........................................................................................................................................14

D1.............................................................................................................................................................15

Maintenance of relationship:...................................................................................................................15

Patience:...................................................................................................................................................15

Make conversation with customers, not sale pitches:............................................................................16

LO4...........................................................................................................................................................16

P5.............................................................................................................................................................16

Sale Strategies to increase profitability...................................................................................................17

Focusing on the valuable customers:......................................................................................................17

Trends should be capitalized:..................................................................................................................17

Strive for the retention of customers:.....................................................................................................17

Demographics must be known in advance:.............................................................................................17

M4............................................................................................................................................................17

Incorporating Account Management within Sales Structures.................................................................18

Accounts Management and Sales Strategy.............................................................................................18

Designation of strategic account:............................................................................................................18

Selection of Strategic Account Manager:................................................................................................18

D1.............................................................................................................................................................18

Players of strategic account:....................................................................................................................19

Building dependency:...............................................................................................................................19
Providing insight into the client's business:.............................................................................................19
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Validation of plan: ...................................................................................................................................19

Conclusion................................................................................................................................................19

References...............................................................................................................................................19
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Introduction

This report delves into the sales management practices of the KIA Automobile Company
based in Pakistan. It provides an in-depth analysis of the principles employed by the sales
manager to enhance product sales among customers. The report also highlights the key
principles and techniques that drive successful customer relationship management within
the KIA Automobile Company. Additionally, the report focuses on the sales manager's
development of sales strategies aimed at increasing profitability and incorporating account
management through the implementation of effective sales structures. Ultimately, this
report is a comprehensive overview of sales management and how the company can
improve its sales performance by implementing effective strategies and techniques in the
face of growing market competition.

Task NO 1

P1.

The key principles of sales management are crucial for the success of an organization,
particularly for companies like KIA Motors who deal with automobile products. These
principles involve sales planning, methods of selling, and sales reporting.

Sales planning is an essential aspect of sales management as it sets the direction and goals
for the sales team. This includes identifying target markets, determining the budget, and
allocating resources to achieve sales objectives.

Methods of selling refer to the various techniques and approaches that are used to sell
products or services. Some common methods of selling include relationship selling,
consultative selling, solution selling, and challenge selling. The method of selling is chosen
based on the customer needs and the type of product being sold.

Sales reporting is also a key principle of sales management as it helps to track and measure
the performance of the sales team. Sales reports provide valuable data and insights into the
performance of the sales team and the effectiveness of the sales strategy. This information
can then be used to improve future sales plans and strategies.

In conclusion, the key principles of sales management are critical for the success of an
organization, especially for KIA Motors. Sales planning, methods of selling, and sales
reporting must all be carefully considered and integrated into the sales strategy to ensure
the best possible outcome for the company.
5

Story

KIA Automobile has a rich history dating back to 1990 in the Pakistani market. The company
offers a range of cars to its customers. The owner, Muhammad Ali Tabba, aims to provide
affordable cars with a strong reputation for customer satisfaction.

Operation

The KIA Automobile company's mission is to prioritize customer satisfaction by fostering a

customer-centric corporate culture. They strive to deliver high-quality service and products
while always keeping their focus on meeting the needs of their customers. They embrace
challenges and continuously strive for improvement, driven by their passion and innovative
thinking.

Customer Perceptions for Sales Management

Customer perception encompasses various aspects such as the quality of the product,
customer service, ethical standards, adherence to regulations and guidelines, technological
advancements, and trustworthiness. Sales management is focused on boosting sales and
increasing market share in the retail sector. It aims to make a mark in the market by offering
quality products to new customers. The company also strives to be a leader in sustainability
through its eco-plan initiative, positioning itself as one of the world's most sustainable major
retailers.

Corporate strategy revive Business

Kia Motors has announced its plans to invest a total of 29 trillion won (approximately $25
billion) by 2025 through its initiative called "Plan S." This plan aims to establish the
company's leadership in electric vehicle technology and diversify its business operations. The
company's goals by the end of 2025 include a 6% operating profit margin and a 10.6% return
on equity ratio, with the aim of securing necessary capital and maximizing value for
shareholders.

According to Kia Motors President and CEO, Han-woo Park, "Plan S" represents a
transformative and ambitious roadmap for the company's future. The plan has two main
strategic objectives: leading the electrification of vehicles and expanding mobility services
for electric and autonomous vehicles, as well as entering the PBV business. The company will
focus on innovation in areas such as brand identity, design, and user experience, with the
goal of allowing customers to directly experience their commitment to EVs and mobility
solutions.
 6

In conclusion, Kia Motors aims to radically transform itself into a customer-focused global
enterprise that is dedicated to innovation and addressing the challenges of the ever-
changing automotive industry.

P2.

Sales structures refer to the way an organization's sales teams are organized and managed,
including the roles and responsibilities of each team member, the reporting lines, and the
processes used to manage and track sales performance. The benefits of having well-
designed sales structures can include:

Improved alignment: By having clear roles and responsibilities within the sales team,
everyone knows what is expected of them and how their efforts contribute to the overall
success of the organization. This can help to improve alignment and collaboration within the
team, leading to more effective selling.

Increased efficiency: Sales structures help to streamline processes and ensure that everyone
is working in a consistent and efficient manner. This can help to reduce duplication of effort,
minimize errors, and increase productivity.

Better customer experience: A well-structured sales team is better able to respond to

customer needs and provide a high level of service. This can help to build stronger
relationships with customers, increase customer loyalty, and drive higher levels of sales.

An example of an effective sales structure can be seen at KIA Motors, a leading automobile
company. At KIA, sales are structured around the customer, with teams focused on specific
customer segments or geographical regions. The company uses a combination of direct sales
and indirect sales channels, such as dealerships and independent retailers, to reach
customers. Key account managers are responsible for managing relationships with large,
strategic customers, while regional sales managers are responsible for overseeing the sales
performance of dealerships within their region. This structure helps to ensure that customer
needs are met, while also allowing for a focus on sales performance and accountability.

In conclusion, well-structured sales teams play a crucial role in the success of an

organization, as they can help to improve alignment, efficiency, and customer experience.
Companies like KIA Motors have demonstrated the benefits of having a well-designed sales
structure, and continue to refine their approach to meet the changing needs of their
customers.

Management Plan Summary

A management plan summary for an organization involves implementing strategies and

steps to improve sales and meet consumer demands. It outlines a plan that takes into
account past sales performance and future projections. The plan also focuses on enhancing
product line management in order to increase business profitability. (Smyth & Whitefield,
2017).
7

Pestle Analysis

A PESTLE analysis of an organization involves examining various external factors that may
impact the company. These factors include Political, Economic, Social, Technological, Legal,
and Environmental elements. The analysis of these factors considers the impact of
liberalization, privatization, and globalization trends on new businesses and market trends.
The PESTLE analysis is used to identify and evaluate alternative strategies to enhance and
improve the business operations.

P3.

The concept of 'selling through others' is an important sales strategy that refers to the use of
intermediaries, such as distributors, dealers or agents, to reach customers and sell products.
In the context of KIA Motors, this strategy could involve partnering with a network of
dealerships to sell their automobiles. The following are some of the benefits and advantages
of this approach:

Increased market reach: By selling through intermediaries, KIA Motors can reach a wider
range of customers across multiple geographic locations, beyond what it would be able to
achieve through direct sales.

Cost savings: Selling through intermediaries can be a cost-effective approach as it reduces

the need for a large sales force and the associated costs of recruitment, training, and
management.

Local expertise: Intermediaries often have local market knowledge and expertise, which can
be valuable in understanding the specific needs and preferences of customers in different
regions.

Improved customer relationships: Intermediaries can develop strong relationships with

customers, which can be leveraged by KIA Motors to better understand customer needs and
improve customer satisfaction.

Access to new channels: Intermediaries can provide access to new sales channels, such as
online marketplaces or retail stores, that KIA Motors may not have been able to reach
otherwise.

In conclusion, the concept of 'selling through others' can offer significant benefits to KIA
Motors, including increased market reach, cost savings, local expertise, improved customer
relationships, and access to new sales channels.

Strategic priorities

strategic priorities refer to the key objectives that must be prioritized for a business to
operate effectively. The accessibility of product offerings at local showrooms is a factor that
 8

contributes to the growth in sales for Marks & Spencer (Skurka et al., 2018). GM Gross
Margin improvement involves improving procurement processes and updating outdated
methods. Effective cash management, through initiatives in the supply chain that minimize
capital expenditures, is another important priority. If a business has a small customer base,
direct customer interaction may be possible, but as the company grows and the customer
base expands, it may become increasingly challenging to reach a wider audience solely
through increasing the sales team.

Reach:With the aid of an established distribution network, you have the ability to rapidly
and effortlessly expand your regional purchases.

Customers: Accessing a group of potential customers and existing customers through retail stores is
possible with the instant availability of the product you offer. In certain scenarios, negotiations with a
distributor can be made to exclusively store your product, excluding competitors.

Commerce:To encourage distributors to sell your product, you must offer support for retail
sales team branding, along with marketing initiatives and promotional materials. When
selling through a distribution network, you do not have direct control over the final
customer interaction and must rely on the retailer to provide adequate customer service to
maintain sales.

Marketing:Joint promotions with retailers can boost your advertising budget. Retail outlets
can be targeted with marketing campaigns, aimed at educating clients and prospects, and
promoting the business, thereby driving more sales.

Centralization

Centralization is the act of bringing together various aspects of a business or organization to

identify and solve challenges. These challenges can range from issues with human resources
management to the lack of a shared learning environment. To address these challenges, a
centralized solution approach is implemented that involves designating dedicated human
resource management centers with specific responsibilities. ( Modern, 2018).

M1.

The principles of sales management are centered around the effective management of the
sales process to achieve the desired business objectives. The approach to sales management
can vary depending on the type of buying behavior, either consumer or business.
9

In response to consumer buying behavior, the principles of sales management may focus
more on building relationships with customers, using emotional appeals, and creating a
customer-centric experience. The salesperson may also need to be knowledgeable about the
product or service being sold, and have excellent interpersonal skills to build rapport with
potential customers.

In response to business buying behavior, the principles of sales management may focus
more on building relationships with decision-makers, understanding the needs and
requirements of the organization, and having a deep knowledge of the products or services
being sold. The salesperson may also need to have strong negotiation skills and an
understanding of the procurement processes within the organization.

For KIA Motors, it is important to understand the specific needs and requirements of both
consumer and business customers in order to tailor their sales approach accordingly. By
understanding the differences in buying behavior, KIA Motors can develop sales strategies
that are effective in reaching their target market and maximizing sales .

Organisation structure

The organizational structure defines the framework on which a business operates. It involves
the implementation of new strategies to increase profits and determine pricing for products.
This structure aims to improve the use of empowerment by minimizing threats and risks in a
competitive market. A well-designed organizational structure leads to positive feedback
from clients and contributes to the overall profitability of the organization.

Change management

Change management refers to the process of adapting to shifts in business practices in

response to changing market trends. This involves the development of strategies to maintain
stability in the face of market changes and to remove any barriers through systematic
planning. (Howarth & Greenwood, 2018).

M2.

The implementation of different types of sales structures is an important aspect of sales

management as it directly impacts the success of a company. Each type of sales structure
serves a unique purpose and offers different advantages and disadvantages. In this context,
we will critically evaluate the implementation of geographic, marketing, and product sales
structures using KIA Motors as an example.

Geographic sales structure refers to dividing the sales force into regions or territories based
on geography. In the case of KIA Motors, this type of structure would involve dividing the
sales force into different regions, such as Asia, Europe, and North America. The advantage of
 10

this structure is that it allows sales representatives to focus on a specific geographic area,
allowing them to better understand the local market and customer needs. This structure is
also helpful in streamlining the sales process as it allows for better coordination and
communication between the sales team and the customers. However, a disadvantage of this
structure is that it may result in a lack of flexibility, as sales representatives may be limited to
selling only within their assigned territory.

Marketing sales structure is where the sales force is divided based on the type of product or
service being sold. For KIA Motors, this type of structure would involve dividing the sales
force into different teams, such as passenger cars, commercial vehicles, and electric vehicles.
The advantage of this structure is that it allows sales representatives to develop a deep
understanding of the products they are selling, leading to higher levels of expertise and a
more effective sales pitch. Additionally, this structure also allows for specialization and can
result in higher sales as the sales team can focus on specific product lines. However, a
disadvantage of this structure is that it may lead to silos and a lack of communication
between different teams, leading to missed opportunities and inefficiencies.

Product sales structure involves dividing the sales force based on the type of customer being
served. For KIA Motors, this type of structure would involve dividing the sales team into
different teams, such as consumer sales, corporate sales, and government sales. The
advantage of this structure is that it allows the sales team to develop a deep understanding
of the needs and requirements of specific customer segments, leading to a more effective
sales pitch. Additionally, this structure also allows for specialization and can result in higher
sales as the sales team can focus on specific customer segments. However, a disadvantage
of this structure is that it may lead to a lack of coordination and communication between
different teams, leading to missed opportunities and inefficiencies.

In conclusion, the implementation of different types of sales structures has the potential to
impact the success of KIA Motors. Each type of structure offers different advantages and
disadvantages, and it is important for KIA Motors to carefully evaluate and choose the
structure that best fits their business needs and goals .

KIA automobile management policies

The management policies emphasize the importance of making changes and provide new
guidelines for all departments within an organization. (Source: Greene, 2018).

D1.

A comprehensive evaluation of sales management, structure, and selling techniques within

the context of KIA Motors requires a deep understanding of these concepts. Sales
management refers to the process of overseeing and directing the sales force of an
organization to ensure that sales targets are met and exceeded. A well-structured sales
management system is crucial for the success of any organization as it helps to streamline
the sales process, minimize waste, and increase efficiency.
11

Sales structure refers to the way an organization divides its sales force into groups based on
specific criteria, such as geography, product line, or market segment. Different sales
structures have their own advantages and disadvantages, and the choice of structure
depends on the nature of the business, the market, and the products being sold. For
example, a geographic sales structure is best suited for organizations with a wide
geographical spread, while a product sales structure is best suited for organizations with a
diverse product line.

Selling techniques refer to the methods used by salespeople to persuade and influence
potential customers to purchase a product or service. There are various selling techniques,
such as solution selling, consultative selling, and value-based selling, that are used by
organizations to meet their sales targets. The choice of selling technique depends on the
target market, the product being sold, and the salesperson's personal style.

KIA Motors, being a leading automobile manufacturer, employs a variety of sales structures
and selling techniques to reach its target market. For instance, the company has a product
sales structure where the sales force is divided into groups based on product line, such as
passenger vehicles and commercial vehicles. This structure allows the sales team to focus on
the specific needs and requirements of the customers in each product line. Additionally, KIA
Motors uses a consultative selling approach, where the salesperson acts as a consultant to
the customer, helping them identify their needs and find the best solution to meet those
needs.

In conclusion, a critical evaluation of sales management, structure, and selling techniques

within the context of KIA Motors highlights the importance of these concepts in ensuring the
success of the organization. A well-structured sales management system, combined with
appropriate sales structures and effective selling techniques, is crucial for organizations to
meet and exceed their sales targets, and to achieve long-term success in their respective
markets.

Business strategy

The concept of "business strategy" refers to the deliberate actions taken to create value,
align with market trends, and provide direction for a business. These strategies help
organizations adapt to changes in the market and evaluate policies for equal opportunities.
It is crucial to have a well-planned sales management system for success in today's dynamic
and competitive business environment.

Task 2-Individual written report

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Introduction

KIA, also known as KIA Sportage, is a prominent automotive company that strives to provide
premium quality vehicles. In this report as a sales manager for the company, a detailed
examination of the B2B sales management approach will be conducted. The focus will be on
the key principles and techniques that contribute to the successful sales of the company's
products, with a specific emphasis on customer relationship management. The analysis of
these principles and techniques will be conducted to provide a comprehensive
understanding of the company's B2B sales management approach.

LO3.

P4.

Successful selling and building customer relationships are important aspects of sales
management. To achieve these goals, it is important to understand and apply certain key
principles and techniques.

One of the key principles is understanding the customer's needs and wants. By
understanding their needs, the salesperson can present a solution that addresses those
needs and increase the likelihood of a sale. Another principle is establishing rapport and
building trust with the customer. This can be achieved through effective communication and
demonstrating expertise in the product or service being sold.

Another technique for successful selling is using a consultative selling approach. This
approach involves actively listening to the customer, understanding their needs, and
presenting a solution that meets those needs. This approach helps to build a relationship
with the customer, as it shows that the salesperson is interested in their needs and not just
making a sale.

In the context of KIA Motors, these principles and techniques can be applied to build and
manage customer relationships. For example, salespersons can understand the needs and
wants of customers by asking questions and actively listening to their responses. This will
help them to present a solution that addresses those needs, such as a KIA car that meets the
customer's requirements for fuel efficiency, safety, and style. Additionally, by establishing
rapport and building trust with the customer, the salesperson can increase the likelihood of
a sale and create a long-term relationship with the customer.

Overall, the principles and techniques for successful selling and building customer
relationships are crucial for the success of a sales team and organization, such as KIA Motors.
By understanding and applying these principles and techniques, salespersons can increase
13

their chances of making a sale and building strong, long-term relationships with their
customers.

It is crucial for any business to acknowledge that sales patterns and trends are constantly
evolving. As a sales manager, it is essential to develop and implement sales principles that
can enhance the company's sales and strengthen customer relationships within KIA
Sportage. The following are the fundamental principles of selling.

Customer relationships: In today's competitive world, building strong relationships with

buyers is crucial. The ability to establish and maintain good relationships includes developing
rapport, understanding customer needs, establishing trust, providing additional value, and
showing genuine interest in the customer. Selling the company's product is not just the
primary objective, but it is equally important to cultivate a relationship with customers.
(Rashid, 2016).

Problem of customers: For a business to be successful, it is essential to identify the

customer's issues and understand why they are choosing to buy or not buy the company's
product. The key to successful sales lies in identifying the pain points the buyer is
experiencing and understanding the buying decision process.

Value and price: Every business faces competition and changes in product features often
result in changes to the product's price. As a sales manager, it is essential to ensure that the
value of the product is aligned with its price.

Listen Principals: The "2 ears and 1 mouth" principle is a crucial aspect of selling. Effective
listening is crucial for maintaining customer relationships and can be achieved by identifying
the real problems and pain points that buyers face. Good listeners have been proven to be
the best sellers, leading to an improvement in sales progress. (Source: Qu et al. 2016)

Developing technology: It is crucial to acknowledge when technology needs to be updated

to meet the changing demands of an organization. The implementation of customer
relationship management (CRM) tools, electronic applications, and software can enhance
sales functions and turn data into visually appealing presentations.

M3.

In the automotive industry, KIA Motors is one of the prominent companies that have
successfully implemented the key principles and techniques of successful selling to build and
manage customer relationships. In order to analyze the application of these principles and
techniques in KIA, it is important to understand the basic principles of sales management,
customer relationship management and selling techniques.
 14

One of the key principles of sales management is the development of a well-structured sales
plan that is aimed at meeting the objectives of the organization. In the case of KIA, the
company has implemented a sales plan that is focused on meeting the needs and
requirements of the customers while keeping in mind the future sales goals. The company
has invested in research and development to identify the needs and preferences of the
customers, and has come up with innovative products and solutions that cater to these
needs.

Another important principle of sales management is the use of effective selling techniques.
KIA has adopted a customer-centric approach in its sales efforts and has trained its sales
representatives to effectively communicate the benefits of its products and services to the
customers. The company has also adopted a consultative selling approach, where the sales
representatives take the time to understand the needs and requirements of the customers
before making recommendations.

In addition to these selling techniques, KIA has also implemented a strong customer
relationship management (CRM) program. The company has implemented systems and
processes to effectively manage customer data and interactions, and has trained its sales
representatives to use these systems effectively. This has allowed KIA to build and maintain
strong relationships with its customers, which has in turn helped the company to increase
customer loyalty and repeat business.

In conclusion, the application of the key principles and techniques of successful selling has
been critical to the success of KIA Motors in the automotive industry. The company has
implemented a well-structured sales plan, effective selling techniques, and a strong CRM
program to build and maintain strong relationships with its customers. These efforts have
contributed to the growth and success of the company and have allowed it to achieve a
competitive advantage in the market.

Customer Relationship Management (CRM) involves using software to gather and categorize
customer data to provide easy access for the staff. The aim of CRM is to foster better
customer relationships. The KIA automobile company needs to establish techniques that will
help to strengthen customer relationships and are outlined below:

Customers Problems: It is crucial for the sales team to actively listen to customers and
provide them with an opportunity to express themselves. Engaging with customers by
paying attention to their concerns and asking questions can facilitate communication and
deepen understanding of customer needs. This can inform the provision of better products
or services.

social media: It is crucial for the sales team to utilize social media as an effective tool to
connect with customers. By leveraging this platform, businesses can bring buyers and sellers
together, fostering a more direct line of communication. This can aid in identifying the
customers' interests and allow for the sharing of their experiences (Ward, 2016).
15

Feedback: It is crucial to gather feedback from customers in order to understand their

perspective on the product or service. This enables the company to make necessary
adjustments based on the feedback received, ensuring a better customer experience.

D1.

The KIA Motors, as one of the leading automobile companies, understand the significance of
having a strong sales management structure. The principles and techniques for successful
selling play a crucial role in building and maintaining customer relationships. In this
evaluation, we will critically analyze the application of these principles and techniques in the
context of KIA Motors.

One of the key principles of sales management is having a well-defined sales plan. At KIA
Motors, the sales plan is created with a clear understanding of the company's goals and
objectives, the market scenario, and the target audience. The plan outlines the strategies for
reaching the target customers, the budget allocation for different sales activities, and the
expected outcomes.

Another important principle is the choice of methods of selling. KIA Motors adopts a multi-
channel approach, using both traditional and digital methods of selling. The company has a
strong sales force that interacts directly with customers and also has an online platform that
facilitates easy access to the company's products and services.

In terms of sales reporting, KIA Motors has a well-established system that tracks and records
the performance of its sales team. The reports provide insights into the sales trends, the
effectiveness of different sales channels, and the performance of individual sales
representatives. The company uses this information to make informed decisions and
implement necessary changes to improve its sales performance.

KIA Motors also understands the importance of organizing its sales structure in a manner
that suits its business objectives. The company has a geographical sales structure, where the
sales representatives are responsible for specific regions. This helps the company to tailor its
sales approach to the local market requirements and improve its sales performance.

In conclusion, KIA Motors has implemented successful sales management principles and
techniques to build and maintain strong customer relationships. The company has a well-
defined sales plan, a multi-channel approach to selling, and a robust sales reporting system.
The geographical sales structure helps the company to tailor its sales approach to the local
market requirements. Overall, the application of these principles and techniques has been
effective in improving the sales performance of KIA Motors .

Maintenance of relationship:Maintaining ongoing communication with customers after a

sale has been made is crucial for fostering a positive relationship with them. This can be
achieved by sending them congratulatory messages for special events, informing them about
new updates and product features, and offering exclusive discounts. For example, KIA
automobile could send text messages and emails to their customers regarding new product
lines and special discounts. Keeping customers informed and engaged helps make them feel
valued and special.
 16

Patience: Developing a sales relationship takes time and cannot be accomplished in a single
day. It is essential to be patient and build a strong bond with clients. It's important not to
push too hard, as this could make clients feel uncomfortable and harm the relationship with
the company.

Customers Talk: It is crucial to avoid pressuring customers during the sales process.
Maintaining a relaxed and casual demeanor at the start of the relationship can help build
trust and avoid scaring potential customers away. This can lead to a more natural
improvement in sales over time. (Hum et al., 2016).

LO4.

P5.

Sales strategies play a critical role in achieving the highest profitability for an organization.
The development of these strategies involves a thorough analysis of market trends,
consumer behavior, competitor analysis, and the organization's strengths and weaknesses.
The sales strategy should align with the organization's overall business goals and objectives,
and it should be designed to maximize revenue and profitability.
One of the key principles of sales management is incorporating account management within
the sales structure. This involves identifying and prioritizing key accounts that generate the
most revenue for the organization and developing strategies to retain and grow these
accounts. Account management includes practices that support the development of strong
relationships with customers, such as regular communication, collaboration, and
understanding their unique needs and requirements.
By incorporating account management into the sales structure, organizations can better
understand and anticipate the needs of their customers. This helps to build trust and long-
term relationships, leading to increased customer loyalty and repeat business. Additionally,
by focusing on key accounts, organizations can allocate their resources more effectively,
resulting in a higher return on investment.
In conclusion, developing sales strategies that yield the highest profitability and
incorporating account management within the sales structure are important factors for the
success of any organization. These strategies should be designed to meet the organization's
specific business goals, take into consideration market trends and consumer behavior, and
be flexible enough to adjust to changing market conditions.

The sales department must develop strategies that are profitable for the company. These
strategies are crucial for acquiring new customers, expanding relationships with existing
customers, and ultimately increasing product sales and other related services. Sales are
considered the lifeblood of a business, and therefore, it is important to develop a sales
17

strategy that effectively communicates with customers and attracts as many of them as
possible. The sales strategy should outline a clear path for the business and set achievable
objectives to meet the goals of the organization. It is a key factor in shaping the vision of the
business and ensuring its success (So et al. 2016) .

Strategies .

There are various methods through which the sales strategies can enhance the profitability
of a company. These methods encompass:
Remove plagiarism in this content.

valuable customers:

It is crucial to determine which customers are most valuable for the business, as it allows for
prioritization in instances of high volume sales. This can be accomplished by determining the
customer demographics.

Capitalization: It is essential for the company to keep track of current trends and make
adjustments accordingly, as consumer preferences and trends can change rapidly. Providing
customers with updated information and taking prompt action is crucial to stay ahead in the
market.

Strive for the retention of customers: It is crucial for the success of a business to
generate leads effectively. Neglecting to retain valuable customers can greatly impact sales
negatively. It's essential to create strategies to keep these customers engaged and prevent
them from leaving. Once customers are lost, it becomes challenging to regain their loyalty.

Demographics: It is crucial for a company to have a clear understanding of the

demographic makeup of its target audience. By analyzing the demographics, the company
can tailor its marketing campaigns, company culture, and products to meet the specific
needs and preferences of its customers, with the ultimate goal of building customer loyalty.

M4.

Implementing effective sales strategies is essential for the growth and profitability of a
company. Strategies that take into account demographic information and market trends can
be particularly effective in improving sales performance. Proper management of account
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structures, lead generation, and customer retention can also be key components of a
successful sales strategy. The goal is to find a balance between maximizing financial stability
and meeting the needs and preferences of customers.

Sales Structures

Effective account management is crucial in building strong, long-lasting partnerships with

customers. This involves conducting thorough research and assessment to identify potential
opportunities and challenges for the customer. By addressing these issues, the company can
create a deeper and more meaningful relationship with its customers. The focus of account
management is not only on short-term sales, but also on building a foundation for long-term
success and profitability for the organization. It involves a forward-thinking approach to
sales, putting the future of the business at the forefront.

Accounts Management and Sales Strategy

It is essential for a successful sales strategy to involve the transformation of relationships

with existing customers in order to increase profitability and make accurate predictions for
new business. Key account management focuses on establishing long-term mutually
beneficial partnerships with customers through research and assessment to identify
opportunities and provide solutions to their problems. The focus of the account
management is not just on short-term sales but also on acquiring and developing deeper
relationships with customers over time to ensure the future profitability and success of the
organization (Bosnjak 2018).

Designation strategic account:It is crucial for a business to distinguish the customers who
bring significant value and revenue to the company. This allows for more effective utilization
of marketing and resources for the maximum benefit (Einav et al. 2015).

Selection Account Manager: It is crucial to carefully select the strategic account manager
and ensure that their proposed strategy is not overly assertive, but rather aligned with the
best interests of the customers.

D1.

Develop recommendations for improving the financial viability of a business.

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strategic account Players:The development of a comprehensive account plan can be

beneficial in identifying the key players and evaluating how their performance can impact
the requirement for solutions.

Building dependency:It is essential to establish interconnections through multiple

channels such as technology integration, system interdependence, channel collaboration,
and financial arrangements.

Providing insight into the client's business:To improve financial viability, it is crucial to
have a deeper understanding that can create potential opportunities for the client's
business. This can lead to cost savings, risk management, and money conservation.
Additionally, it can help mitigate competition and reduce price sensitivity.
Plan Validation: It is important to validate the sales plan by determining the necessary
resources, which will aid in promoting growth and generating revenue from key accounts.
The sales strategy mentioned above is designed to achieve the goals of the business while
considering future sales and ensuring long-term success.

Conclusion

With the in-depth examination of sales management highlighting techniques and strategies,
it's evident that retaining customers is crucial for a business's growth and success. These
sales principles and approaches are designed with the goal of increasing profitability and
effectively managing accounts within the sales structure. As the fast-paced sales
environment continues to evolve, it's crucial for businesses to understand the need to adopt
better sales strategies and plans that will cater to their specific needs and requirements. This
report provides a comprehensive overview of B2B sales management, focusing on the KIA
Automobile Company and its automobile products. Additionally, this report highlights the
integration of account management within the framework of sales management.

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