Sales Management of Vodafone

Submission Front Sheet

Programme	BTEC Higher National Diploma (HND) in Business(RQF).
Unit Title and Number:	Sales Management(Unit 39)
Assignment Title	Sales Management Assignment
Unit Level /Code	05/ (R/508/0598)	Module Tutor Name /Email	Francis Marfo f.marfo@mrcollege.ac.uk
Credit Value	15	Assignment Code	RQFBM-SM390102-V2
Cohort Name	April 19 B	Assignment Date Set	10th September 2020
Student’s Name		Student’sRegistration Number
Submission Date	07-12-20	Distribution Date	14-09-20

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4072 Words

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Executive Summary

The improvement of suitable skills and knowledge can ensure a high-quality product and service delivery for the respective organization. The inclusion of 'selling through others' has reduced the burden and enhanced the profitability for Vodafone as well as improved the customer satisfaction rate. The organizational relationship has been considered to enhance the performance of non-retail customers in different operational locations. The consistency and quality of service distribution across different customers have been found relevant principles of sales in this regard. The product selling strategies of Vodafone at different locations have been developed based on effective geographical locations. The country-based development of sales and other business operation policies have improved the profitability of Vodafone effectively. The inclusion of a better product placing strategy has supported the organizational approach concerning the competitive business environment. The concept of sales management described the process of improving the sales operational activities, coordination, and sales strategy selection process of an organization. This analysis of sales management discusses the importance of the effective sale strategy development process of Vodafone to increase the profitability of this organization. The inclusion of effective selling through a better performance can be considered in this regard to meet the organizational goals. The identification of different principles of suitable selling in context to Vodafone has been analyzed in this regard.

Introduction

The incorporation of effective sales processes using fundamental structure, techniques, and operations can be considered as the sales management strategy of an organization. In this study sales management of “Vodafone” has been considered to derive the significance of sales structure development followed by the implementation of sales planning, relevant strategies, and many more. Relating to the consumer and business buying behavior the principles of sales management will be evaluated. Further the benefits of sales structures and their organizing pattern within an organisation will be highlighted. The key techniques and principles for successful selling and their contribution towards the management of customer relationship will be evaluated. Lastly the significance of sales strategies in relation to sales structures will be assessed.

Company background:

Vodafone is a Telecommunications company with its global headquarters in Newbury, Berkshire, England. It offers its services all around the world but the main area where it is predominantly active is Asia, Europe, Oceania, and Africa. The company is primarily listed under the London stock exchange and secondary listing on NASDAQ. As per 2020 statistics and data the company has a total of 93000 employees and it earned revenue of 44.974 billion Euros (Vodafone.com, 2021).

LO1: Demonstrate underpinning knowledge of principles of sales management

Explain principles of sales management based on the significance of sales planning, methods, and reporting

Sales management: It is a process where a sales force is developed, sales operations are coordinated and sales techniques are implemented which contribute towards a business organisation in a consistent manner, at times beyond the sales target too. In order to earn high revenues and incomes having a sales management strategy is a must (Ingram et al., 2015).

The effective management of a diverse range of operations towards improving the sales of the organization can be considered in this regard. The use of influences to derive the value of the products and services has been done through effective sales management activities. Business profitability can also be improved through the integration of suitable sales strategies.

Key principles of sales management

The development of effective sales structures has been found relevant to decide the optimization of existing resources to enhance the performance of Vodafone in the competitive business environment in the United Kingdom as well as other operational regions around the world (vodafone.co.uk, 2020). Sales management is a key force that helps to develop the sales coordination, operation and sales finance process by applying strategic sales management techniques. Followings are sales management principles to derive the business operation of Vodafone;

Consistency in performance: The incorporation of proper sales strategy can ensure high growth in business performance. Here, adaptations of consistent execution of the strategies followed by the acquisition of a better sales management guideline are found relevant to the effective sales management framework of the organization. Equality: The implementation of equality as a part of the commenced sales strategy is required to be ensured by the business organization (businesscasestudies.co.uk, 2020). The professional and accountable approach has been found as preferred abilities to ensure equality while treating customers from a diverse range of demographics and backgrounds. The sales management frameworks are considered under the equality approach to improving business operations.

Figure 1: Key principles of sales management

(Source: Cambini and Lorrai, 2020, p. 16)

Conviction: The ability of conviction is considered as a major principle of sales management operation in the network service providing organization in the United Kingdom. The strength to make hard decision making can be considered to derive the short term and long term attitude of the team and ensure high-quality sustainable performance towards a higher profitability context. Delegation: The utilization of skills and knowledge of the existing workforce to ensure high productivity and effective organizational culture is considered as a part of the sales management principles of the organization (Cambini and Lorrai, 2020, p. 16). The use of organizational hierarchy to enhance the sales of the organization is evaluated in this regard.

Sales planning: It is a process where activities are organized that is mandatory for a business to achieve all its business goals (Owino, 2017). A sales plan consists of a strategic document that displays the targets of a business along with its several resources.

Within the sales planning principle there is a ‘Sales planning process’ which consists of various stages that allows in strategic business planning and assists in achieving higher targets of sales.

1. Analyze: In this stage the current situations of the organisation is to be analyzed with in-depth analysis of market conditions, key competitors, opportunities available. In Case of Vodafone its main competitors in the market are EE and Orange telecommunications brands that offer similar services. Apart from this the company has various opportunities to take advantage of out of which the increasing demands of fast speed internet will offer the maximum benefits to the company.

2. Set goals: In this stage goals that are beyond the comfort zone should be set. Vodafone as such as an eminent telecommunications brands should analyze what the customers are expecting in future and based on that the decision should be made.

3. Develop plan: The plan that Vodafone should create and develop should suit the modern generation’s needs and wants like 5G services, personal streaming website which is so much in trend. For this step identification of threats is crucial as many other companies have already launched their own 5G services which can be a possible threat.

4. Execute: For the plan execution the company can firstly offer the new services to its elite and VIP customers and gain their feedbacks and then further move on by applying the needed modification.

5. Evaluate: The success of the plan can be measured through feedbacks and reviews from the users. Feedbacks will help in analyzing both positive as well as negative comments and address those which are possible.

Method of selling: The sales management strategy focuses upon the various kinds of selling methods and techniques. For instance there are techniques such as one-off selling, relationship selling, high profitability selling and so many more. Within the strategy choosing the most appropriate method is crucial to receive the best results.

Vodafone can make use of traditional selling and creative selling techniques to get the benefit to the maximum limit. Traditional selling highly depends upon offline strategies and mainly consists of brochures, letters, print advertisements and referrals. This method will help the company to connect with the local audience in an easy manner and it is quite easy to access. Further within the creative selling technique initial and pre-customer contact can offer great benefits to the company to promote its goods and services.

Sales reporting: Also known as sales analysis which consists of a report that displays an overview of the sales activities taking place within an organisation or not. It reflects various trends that are happening in the sales volume over a specific time span. The technique analyses the sales funnel and the sales executive’s performance too.

Implementation: At Vodafone sales’ reporting is mainly executed by measuring the actual sales with the forecasted sales and then it enables in looking for any loopholes or gaps. It even uses the sales funnel to convert its potential customers into paying customers. The entire buying journey is analyzed through the sales funnel starting with awareness to the purchase stage (Co?ofre? and Ciuciu, 2017).

Sales Planning Framework

The Vodafone management could ensure a proper sales framework by follow the Team Framework. This involves Targeting, Engage, Activate, Measures.

Figure 2: TEAM framework

(Source: Haque, R., 2019, p.12)

Significance of sales planning

The incorporation of proper sales planning can reduce the risks regarding upcoming constraints and challenges from sales operations and other external factors associated with the same. Operational planning can be adopted within Vodafone to influence the performance of organizations. The involvement of strategic planning can derive sales techniques to improve business profitability. The planning can influence managerial abilities and incorporate highly valued goals and effective performance.

Importance of method of selling

The selection of methods of sales is significant to address specific types of customers and influence the business management process and profitability in operation. The engagement of customer relationships can be considered to ensure high productivity at corporate as well as retail business practices. The application of standardization of sales methodologies can help to engage potential staff and derive the business operation in the United Kingdom (Qatar, 2019, p. 12).

Conceptual Framework for Selling

This takes into account studying the prospect of the market, engaging in active listening and knowing the customer demands, appealing to the Stakeholders of the Company and Anticipate objections. The overall framework can focus on the aspects described below.

The relevance of sales reporting

The performance of the sales team and real-life implementation of the strategies are considered under the sales reporting facilities in the organization. The analysis of the performance of existing teams concerning suitable infrastructure is done using the sales reporting practices at Vodafone.

Evaluate the difference in sales management principles based on consumer behavior

The involvement of suitable sales management frameworks considering the principles is considered to influence the consumer attitude across the diverse range of locations of Vodafone. The organization has developed its sales operation and ensured customer relationship strategies to improve business operations across different locations. The change in consumer behavior has been considered by the network service provider across its operational regions to develop a particular sales management strategy. Different types of consumer behavior have been demonstrated in context to respective sales management principles at Vodafone;

Complex buying behavior

The B2B sales operations with highly expensive decision makings have been considered in this regard in the context of Vodafone and their network service providing business operations across a diverse range of operations around the world (Kokuma, 2018, p. 1). The global operational strategies have become major factors to influence the selling of products and services by Vodafone Plc.

Figure 3: Different consumer buying behaviors

(Source: Kokuma, 2018, p. 1)

Habitual buying behavior

The retail consumers of Vodafone have been involved with personal selling activities and incorporate a habitual behavior in the United Kingdom. The product quality and other factors have been found as lesser important to ensure strong brand loyalty and effective customer relationship at Vodafone. The conviction and delegation by the sales management process have been considered under habitual buying behavior.

Variety seeking consumer behavior

Applying Sales Methods in proper way analyzing both B2B and B2C

B2B

Vodafone knows that the Customers are advanced enough in order to carry out research before going for a product. Businesses are dependent a lot about research. The sales management approach that Vodafone could adhere to is embracing the sales enablement so that a better prospect decision could be made here (Xi and An, 2018, p.23). Risks like damaging professional credibility, reducing job security and inability of software needs to be addressed in a proper manner by the management to establish more thrust and trust.

B2C

In order to improve upon B2C is needs to be understood and inferred that the better management could be made possible through an understanding of the different elements like, Quality Service, Prioritization, follow ups and Incentives. Vodafone could track the spending on different entities in order to ensure a better hold in business.

However, both corporate customers and retail consumers have been considered under this category. The adoption of personal, psychological, and other factors have been evaluated to drive the sales management practices for Vodafone (Wei, 2019, p. 12). The purchasers with different types of requirements are required to be treated with an equal approach under the sales management process at Vodafone. The inclusion of consistency in performance can support Vodafone to improve its quality of services and effective customer relationship establishment.

LO2 Evaluate the significance of selling through others using sales structures

Sales structure: When the sales team within an organisation is segmented into specialized groups it is known as sales structure. The structures formed are mainly dependent upon various factors such as regions being served, products and services offered, their quantities, size of sales team, industry size, and target audience size and so on (Husain, 2018).

Evaluate the benefits of organizational sales structure using examples

The allocation of sales team into multiple segments considering specialization and existing skills, knowledge has been performed under the sales organization structure of the organization. Vodafone has engaged with a diverse range of sales development processes to influence their organizational performance. The selected organization Vodafone can achieve a positive response in their B2B and B2C sales growth by using the below sales structure.

Geographical sales structure

The allocation of the responsibilities of sales management has been done based on the geographical regions of operation of the business in this regard (Correani et al. 2020, p. 37). Major perspective of this sales structure application is to develop the B2B sales market by identifying potential business organization on a selected target geographical location (Kokuma, 2018, p.1). The territory management facilities have been adopted with the sales management to ensure cost-effective strategies and reduce the cost of duplication of effort. The identification of patterns in consumer behavior and requirements has been considered to derive the sales operations for the specific geographical locations (Correani et al. 2020, p. 37). The reduced diversified customers within specific regional locations can be targeted efficiently to enhance the performance of the business at the B2C model. The potential drawback of this structure is the potential conflict between the central and local management as the work at times gets too autonomous. Vodafone has allocated its business and sales operations based on the geographic locations and considered corresponding strategies to meet the local as well as global requirements of consumers.

Figure 4: Multiple types of sales structure

(Source: Correani et al. 2020, p. 37)

Market-based sales structure

The business operations of organizations have been considered across customer relationship approaches. The incorporation of sales forces based on the marketplaces has been adopted in this regard to improve business performance. The significance of customer relationship and brand value has been mainly addressed within the sales structure that helped in driving the business towards profitability (Xi and An, 2018, p.15). The control over diverse ranges of marks has been ensured with this kind of sales structure. The drawback of this structure is it often leads to poor coordination.

Vodafone has ensured a wide range of operations for a diverse range of marketplaces in specific geographical locations. Application of this market based sales structure creates positive impact on Vodafone by using tariff plan and corporate selling strategies for the B2B business approach. Adoption of the market-based sales structures in different operational regions around the world helps the international organization Vodafone to access the potential business organization for providing network and telecommunication service of their organization. This approach creates positive impact on their sales graph. .

Product sales force structure

The development of a sales team can be done with specific products and a service-based approach. The product expatriation has been adopted to reduce the cost of the sales operation incorporation. Similar strategies can be applied to different geographical locations to reduce the cost of sales (Spencer et al. 2018, p. 25). The management can control and guide the sales activities considering the collaborative approach of a product sales structure. The drawback is that the functions and resources get duplicated at times via different sales team in each division.

Vodafone has launched its 5G network services across multiple geographical operational regions with similar product marketing strategies by adopting the structure of the proposed sale helps to deal with both the B2B and B2C operations sales management aspect.

Specialized functional sales structure

The involvement of suitable business operations across specialized positions can reduce the complexity of management of sales followed by enhancing the productivity of the workforce considering an effective customer relationship approach. The performance of sales operations can be improved by integrating this sales structure adoption. In-depth skills and knowledge regarding the products and services can support the sales performance improvement within specific organizations (Spencer et al. 2018, p. 25).

Vodafone has considered multiple professional segments under the sales team such as accountant, product specialist, and many more. The adoption of the responsible members within designated sales teams at different operational locations supports to influence productivity by enhancing different factors with help of professional support and skill improvement practices.

Critically Evaluating the Perspective to Sales Management

Vodafone’s 2020 earning is close to around 4,497.4 Euro (vodafone.com, 2020). This can be seen and observed by making a study of the different internal perspectives. These Perspectives include Instilling Discipline in the Organization, Getting Goal Oriented, Being Direct on the Floor, and Lead by Example. Vodafone management has been thoroughly successful in integrating these perspectives to increasing the customer base. This has been made successful through policy integration and better overseeing of the process.

Explain the significance and advantages of "selling through" others

Concept of selling through others: It is a sales channel for reaching the final customers and it is possible through retailers, wholesalers, intermediaries and distributors too. Selling through intermediaries is a cost effective technique and an easy method to reach the end customers.

The incorporation of proper selling strategies and planning has been done by Vodafone to enhance their performance across multiple operational regions. The development of suitable choice regarding product and service selling methods has been analyzed to highlight the key advantages of “selling through” in the context of the business operation of Vodafone.

Vodafone has been operating its business in the field of network services and relevant products across a wide range of geographical locations around the world. Therefore, optimization of the sales strategies has become crucial for them along with the adoption of product sales structure (Weinberg, 2015, p. 21). On the other side, the improvement of sales demands high customer satisfaction, engagement, and adoption of effective marketing strategies based on the consumer behavior analysis process. Therefore, effective collaboration between the operation of Vodafone and requirements to the suitable sales management operation has been found relevant (Wirtz, 2019, p. 137). Hence, the incorporation of external mediators to drive sales and enhance profitability has become essential to the business operation of Vodafone.

Vodafone collaborated with an intermediary company Amazon with a purpose to let the customers pick up their packages through the nearest Vodafone store. This enabled in enhancement of sales from both ends (Mobileworldlive.com, 2021).

The advantages of selling through approach concerning the direct selling mechanisms have been considered in this regard using the following factors;

Customer relationship

The inclusion of additional channels to enhance the sales has been done by the network service providing organizations across multiple operational regions around the world. Vodafone has ensured a better customer relationship by adopting suitable sales operations through retail channels for targeting B2C consumers across a wide range of areas.

Reach

The local businesses and retailers have a better reach to a diverse range of marketplace across specific geographical regions. Hence, the existing supply chain and operation control approach has been considered in this regard to support the increase in productivity of the business of the organizations. The inclusion of an effective product distribution channel has reduced the cost of sales and enhanced the product and service delivery activities of Vodafone plc (Kartner, 2016, p. 298). Thus, the adoption of "sales through other" strategy has improved the business reach of Vodafone to a wide range of customers.

Figure 5: Advantages of adoption of “selling through”

(Source: Kartner, 2016, p. 298)

Marketing

The inclusion of suitable marketing strategies and campaigns can influence the behavior of customers and improve the sales conversion ratio. The availability of information and access to consumers can boost the business operation of Vodafone (Hofacker, 2018, p.41). The collaboration with local businesses at different operational regions for the B2B operations and adoption of retailers for targeting B2C models can be considered towards a high profitability approach.

Selling

The development of an effective product and service selling team requires a significant amount of time and resources for Vodafone Plc. The utilization of specialized tools and techniques can enhance the performance of sales. The inclusion of B2B indirect selling and B2C retailers within the business model of Vodafone has enhanced the selling with a significant amount of value. The adoption of Vodafone partners has been done for supporting the indirect sales of services to customers across a wide range of operational regions around the world.

Perspectives to successful selling techniques

Successful sales techniques depend on a lot many factors and this factor could lead to increasing and decreasing of company sales. This could be understood from the given perspectives and that is why the internal elements to selling in company like that of Vodafone depending on many factors (Hofacker, 2018, p.41). This can be obtained through better research and marketing. These selling techniques described above works to provide a better platform and ensure a better hold in the entire marketing elements.

Critical evaluate the implementation of different sales structures

Vodafone Plc has implemented different types of sales structures to improve the business operation and profitability across its diverse range of operations.

Geography

The sales structure and strategies of Vodafone UK have been found different from the operational division of the organization in Ghana. The service marketing campaign of Vodafone significantly differs across different geographical locations around the world considering the demographic specifications.

Product

The product-oriented sales structure has been launched by Vodafone across multiple operational regions. The 5G solutions for both the B2B and B2C have been evaluated in this regard by Vodafone Plc. The sales structure of business operations based on specific segments of services has been analyzed by the organization to improve the profitability of business performance (openpr.com, 2020). The allocation of a diverse range of resources has been done to incorporate a better product strategy in this regard. The involvement of additional services to meet the regional demand has not been considered under the product sales structure.

Marketing

The incorporation of suitable marketing strategies based on sales structure can ensure high-quality products and operations at Vodafone. The adoption of the corporate service selling approach by Vodafone has been considered by marketing practices. The inclusion of advanced technology facilities to target specific markets has been done by the telecommunication service provider in the United Kingdom.

Perspectives on Sales

This takes into account the different sales perspectives that have been taking into account. This has been pinpointed through the following areas of analysis. Therefore it could be managed through a better restructuring. The perspective could be:

• People Buying Benefits

• Clear defining of the customers

• Using social Media Marketing to Advantage

LO3: Analyze principles of effective selling

Analyze techniques and principles of effective selling along with a contribution towards customer relationship development

Successful selling and selling techniques: Implementing effective sales techniques in order to receive the maximum benefit is known as successful selling and selling techniques. Steps such as market analysis, focus upon right leads, being data informed, listening to prospects and so on assists in achieving maximum success rates in selling.

Customer relationship management: It is a technique where customer loyalty and client relationships are created and maintained. Customer data and feedback is used for creation of effective marketing strategies and to develop long term relations too with the customer base and enhance brand awareness too (Soltani et al., 2018).

Sales strategies: Followings are the principles and techniques of effective selling and their contribution towards the improvement of the customer relationship;

SNAP selling

The decision making of buyers concerning the sales activities has been analyzed in this regard to improve the business operations of the organization. The influence of customers' decision-making approach has been considered in this regard to evaluating suitable customer relationship practices for the B2C model at Vodafone (vodafone.com, 2020). The three predictions about the decisions of the customers have been mentioned below;

Access allows

The customer interruption and distractions have been considered in this regard to improve business profitability. Allowing access to information about the products and services can enhance sales performance.

Initiate Change

Organizational performance has been considered in this regard to evaluating the performance of sales operations. The integration of change management practices can divert the productivity of sales considering the improvement in the customer relationship approach.

Figure 6: SNAP mode based techniques of sales

(Source: Kartner, 2016, p. 298)

Selection of resources

The clear representation of resources from the offerings has been considered in this regard to improve the organizational performance and develop a better customer engagement facility.

Sandler sale method

The incorporation of this method has been adopted by Vodafone to improve the sales performance concerning the different levels of priority and practices (Kartner, 2016, p. 298). The effective communication with the customer irrespective B2B and B2C model has improved the satisfaction level of buyers of Vodafone across different operational locations.

SNAP Concept

Under the concept Vodafone Selling team needs to keep a simplified approach to Selling. Other than this the management needs to Invaluable in order to justify the value proposition. There must be an alignment with the core mission and vision of the organization. The selling unit needs to intermittently chalk out customer Priorities.

Technical

The availability of information regarding technical specifications of services by Vodafone has been specified to encourage customers to buy their products. The efficiency of 5G services has been demonstrated within the part of the sales structure of Vodafone Plc.

Figure 7: Key elements of Sander sales method

(Source: Wei, 2019, p. 26)

Financial impacts

The cost-effective strategies have been considered in this regard to evaluating the financial reliability of the services for B2B consumers. The viability of the products and services by Vodafone has been mentioned under this sales method to develop suitable customer relationships in the B2B frameworks.

Personal interest

The inclusion of the personal interest of customers within the sales process has been done within the Sandler sale method by Vodafone Plc (vodafone.com, 2020). Effective customer satisfaction clauses have been engaged to influence the buying behavior of customers from the B2B segment.

SPIN selling

The identification of different questions to ensure a high customer satisfaction rate has been evaluated in this regard.

The types of suitable questions to develop effective customer relationship have been mentioned below;

Situation

The sales operation of Vodafone has developed based on the situation and context of actual operations to improve sales operations. The requirements of customers have been addressed under sales promotions by Vodafone plc.

Figure 8: Factors associated with SPIN selling technique

(Source: Cambini and Lorrai, 2020, p. 12)

Problem

The awareness of the actual problem regarding effective business performance to the services of Vodafone has also been addressed considering this method.

Implication

The consequences of the adoption of services and products of Vodafone have been evaluated under this type of question to ensure high productivity (Cambini and Lorrai, 2020, p. 12).

Need-payoff

The requirements of products and services by Vodafone have been engaged by answering such types of questions.

Integrating Sales Account Management with Specific Sales Structure

Sales account management: This is a post sales role where the clients are nurtured, opportunities are grown, and clients business is retained. The goals of the clients are identified and assisted too for achieving them effectively (Rapp and Beeler, 2021).

Vodafone needs to integrate Sales Account Management with that of the Specific Sales Structure so that they are able to formulate a better analysis and understanding of the overall cost structure. This can be handled in through a better management which will continuously keep track of the internal and external costs.

Importance of sales accounts management: As Vodafone focuses mainly upon the product/service sales structure the sales accounts management helps to a great extent in creating optimistic customer experiences and customer retention too. Once the sales team is successful in wining a client it is the duty of account manager to contact the client and continue the relation (Thaichon et al., 2018).

Critical analyze selling techniques and their principles for organizations

The principle of selling has been considered within the relevant techniques of marketing aspects considering the organizational performance improvement frameworks at Vodafone plc.

The consumer-centric selling techniques such as SNAP and SNIP selling have considered the identification of requirements of consumers (mainly in B2C channel) and support the business operation process concerning the higher rate of customer satisfaction and relationship (Jobber and Lancaster, 2015, p. 12).

The B2B customers have been driven by the profitability and interest of end-users at Vodafone Plc. The adaptability using the Sandler sale method has been considered to evaluate the productivity of Vodafone plc.

Produce justified evaluation of sales management followed by structure and, techniques

Vodafone plc has been operating across a diverse range of operational regions concerning effective sales structure and techniques. The global operation of the firm has ensured a higher demand for diversification of the sales strategies considering the requirements of customers from different geographic regions due to variation in culture and behavior. On the other side, the inclusion of innovative technology integrated services such as 5G solution and many more have been sold by Vodafone using the product selling structure.

The development of effective customer relationships in the retail market, value-centric SNAP techniques has been followed by Vodafone. The involvement of the Sandler sales technique has ensured higher satisfaction at both the B2C and B2B models.

Justifying Sales Strategy framework

Digitized Selling has worked to reduce sufficient Amount of Costs. A proper customer study could be made.

Another perspective to this includes sales budgeting. While budgeting the services, Vodafone management has worked to reduce the internal burden and ensure a better hold in the entire aspects of sales. This has helped cut unnecessary Costs. The element like Prospecting, Researching Presenting, and Handling Objectives could manage in a proper way.

Figure 9: Vodafone Sales Generation

(Source: Hair et al. 2008, p. 21)

This was clearly understood through the statistical revelation that the Vodafone considerably developed 2020 sales notwithstanding economic recessions in that period. The perspectives were given due respect.

Challenges that can affect buyer-seller relation in key account management:

Complacency: Maintaining a relation for a longer span of time can lead to complications and confusions as at times a party might take another party for granted and misuse the terms that they share.

Breach of trust: Following from the previous challenge breaking of trust can lead of loss of key and main customers which can affect the sales and overall profits. Longer the relation maximum is the chances of trust breach.

Resignation of experienced managers: When managers who are experienced resign or are shifted to other posts and are replaced by an inexperienced manager who does not have much knowledge can lead to key customers loss.

Differences between culture and leadership styles: When the styles and culture adopted within the organisation clash there is chances of conflicts and lead to breakage of relationship with crucial customers which can eventually harm the profit levels.

LO4: Demonstrate the key idea of finance of selling

Explain the importance of developing sales strategies that yield the highest profitability and incorporating account management within sales structures

Sales management is an important factor of any business organization to promote and sell the product and service in the B2C or the business to the customer and the B2B or the business to the business purpose of an organization. Behind the profit and revenue of the organization, the sales management factor is a pillar. In order to support a profitable and financially effective sales management strategy for the selected organization Vodafone, this section of the sales management study is going to analyze some financially effective sales management structure for Vodafone. This organization mainly follows the digitization process to sell and promote their product in the market. The application of the digitized sales management strategy is quite effective than the traditional sales process. Application of the digital market sales strategy helps to reduce the cost of human resources management of the general door-to-door traditional sales objectives. Adoption of this sales strategy is helps the selected network and telecommunication organization Vodafone to increase their cash inflow and reduce their cash outflow for the sales financing sector. This sales strategy helps the account management of Vodafone to reduce their sales operational cost. Application of digital sales strategy helps to reach worldwide customer by using a single approach. This practice helps to reduce financial burden and increase customer strength. Development of customer strength and reduction of sales operation cost helps to support the account management of Vodafone in their sales sector. The organization Vodafone can apply the digital platform to increase profit and incorporate account management within the sales process. Application of the digitized sales management strategy helps to reduce the financial resource required to maintain a huge amount of human resources in the sales department (Kingsnorth, 2019, p. 33). Before selection of the sales management strategy is assessing the financial position of the organization in the market helps to identify the present financial resources ability of the organization.

The main motive of the selection of the sales management strategy is to meet the annual business requirements and goals of the organization. Creating an effective relationship with the account management and sales structure of the organization helps to develop the sales budgeting of the organization strategically by maintaining the financial stability of the business. Adoption of the digitized sales management strategy not only helps the mobile phone provider organization Vodafone but also helps to cut excessive financial resources cost in the sales human resource management sector. Comparing the cash inflow and outflow of the previous sales management strategy of the organization by calculating the net present value of the strategy helps to identify the financial profit and loss related information of the previous sales strategy application phase of Vodafone. In this approach assessing the effectiveness of the previous sales management strategy of Vodafone helps this organization to renovate their upcoming B2B and B2C sales management strategy (Berman, 2016, p. 430).

Relating the account management with the sales management strategy selection process of Vodafone helps to obtain the budget forecast for the sale management of the organization. The application of strategic product and service pricing style can help this organization to yield sales profitability by incorporating account management within the sales structure (Liozu, 2019, p. 123). The application of strategic pricing helps to increase the sales growth of the mobile phone providing organization Vodafone and helps the sales management team of this organization to meet their annual financial goals. Development of the sales strategy is quite important for an organization to meet the changing industrial trends and customer expectations from the organization. On that approach, using a digitized sales management strategy helps to cut financial costs and provide a personalized product buying experience to the customers of Vodafone. Also, the application of a strategic pricing style helps to increase the product selling graph of this organization to meet the sales goals and financial performance objectives of Vodafone.

In-depth Analysis on the efficacy of Sales Structure of Vodafone

Sales structure of a company like Vodafone depend on different Strategies and these structures help the company consider the perspectives to development. Here it could be understood that the structures could be aligned in such a way as to get Maximum benefits. From Vodafone perspective to B2B and B2C sales the perspectives that has been considered include digitized selling.

Evaluate the increase of profitability and competitive edge using finance principles and suitable portfolio management

The business profitability and sales depend on the allocation of suitable resources across the proper area using suitable structural sources. The corporate financial analysis can help the telecommunication service provider to improve business operations and management. Vodafone plc has utilized the effective allocation of organizational financial resources towards corporate governance and improvement approaches. The principles of core finance have supported Vodafone to encourage investors towards the high profitable future of the organization (Hair et al. 2008, p. 21).

On the other side, portfolio management requires the selection of specific segments of products and services towards the fulfillment of the requirement of customers both from the B2C and B2B model of sales. The allocation of proper services to the customer has been done based on the exploration of suitable portfolio management practices.

Critical evaluation and recommendations of improvement of financial viability using sales structure

The increase in efficiency of product selling and better productivity has been considered by Vodafone to meet the customer requirements and ensure effective customer relationships. The development of a suitable sales structure for the diverse range of populations can reduce the cost of sales and improve profitability (Tanner et al. 2013, p. 25). The adoption of product sell structure can mitigate risk regarding the incorporation of sales strategies for different geographical locations or marketplace. The functional sales structure can ensure higher productivity of services by Vodafone plc across different operational locations as well as increase the financial viability.

Efficacy of the Appropriate Strategies

Successful business being the ultimate objective of Vodafone, the company intends to integrate the successful strategies in order to frame a better internal policy. This takes into account the minute changes in the internal policy to successful business integration. This will help obtain a better goal orientation and process success and sustainability in the time to come.

Conclusion

The understandings of the sales management process concerning the planning and reporting of sales have been supported to derive the business operation at Vodafone followed by consideration of the suitable buying behavior of consumers. The attitudes of consumers have been analyzed in this regard in the context of Vodafone plc to demonstrate the principles of sales management. The application of the multiple sales structure process for organizational improvement has been analyzed to ensure the high profitability of Vodafone plc. The development of proper sales strategies can influence the management operations of the business and ensure high productivity to meet the organizational targets. The relevance of sales structures to the business operations of Vodafone considering their selling of telecommunication services across a diverse range of locations around the world has been identified. The increase of viability of sales at Vodafone to address competitive advantage and financial support has been recommended for the high profitability of Vodafone plc.

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