1 Running head: SALES MANAGEMENT PROCESS 2 SALES MANAGEMENT PROCESS STATISTICAL PROCESS CONTROL PROCEDURE Student Name Institution Name Professor Name Course Name Date The discipline which mainly stresses the practical improvement of sales methods and management of an organization is defined as a Sales management process. It is an essential part of business as every sale as to go through the sales section either be products or services and getting profits. These are considered as indicators of performance and aim of sales management. It is the practice of controlling the sales department and its work. I have a sales team, and I manage it in a corporate firm. The process includes some elements which are very necessary to look into before proceeding into these stages: · Planning of the sales · helps to develop a proper and measured strategy for having profited from any angle and sets on the targets, resources, and activities. Marketing, strategic planning and the business plan with a more in-depth explanation of how the objectives can be achieved through sales (Baldauf, 2015). · Appointing of the sales team · is a very tough job as this leads to the future. It includes the job description, job analysis, and job qualifications. · Incentives- Proper incentives should be prepared as sales quotas for the benefit of the company. · Forecasting about the future weeks and months based on the data gathered · Sales operations to move along forecasts. Our fashion company brings the shoes into market and color, finally producing the required item on time (Baldauf, 2015). · Managing through a process of recognizing heads, better leads, growing opportunities and proposals, and excellent customer service. · The main tool of sales is information technology, which helps to increase sales. · Creating valuable customer and market information about the market and · The setting of the aim and management doing for sales teams · Creating the spirit of team development by training to bring out good skills · Using techniques to move according to the fast competitive situations · To remove the risk of sales failures. · Having proper knowledge about the products, (Sharif, 2014). TEAM FORMATION The manager creates a team of a salesperson who helps to gather data. They help to get a proper place in the sales department as well as an organization as a whole. Specific training is given for the implementation of learning basics of selling and the main objectives of selling (Baldauf, 2015). OBJECTIVE:  In this section, the main aim is to get the deal done with maximum profit. It is very uncommon that the sales professional goes through everyday positive sales with a customer from the beginning till the end. The salesman should from beginning till the end has to work for in this competitive market to convince and satisfy the customers about the value of the proposal. Objection handling should be a major point in the sales training program, (Carry, 20 ...

1. 1
Running head: SALES MANAGEMENT PROCESS
2
SALES MANAGEMENT PROCESS
STATISTICAL PROCESS CONTROL PROCEDURE
Student Name
Institution Name
Professor Name
Course Name
Date

2. The discipline which mainly stresses the practical improvement
of sales methods and management of an organization is defined
as a Sales management process. It is an essential part of
business as every sale as to go through the sales section either
be products or services and getting profits. These are considered
as indicators of performance and aim of sales management. It is
the practice of controlling the sales department and its work. I
have a sales team, and I manage it in a corporate firm. The
process includes some elements which are very necessary to
look into before proceeding into these stages:
· Planning of the sales
· helps to develop a proper and measured strategy for having
profited from any angle and sets on the targets, resources, and
activities. Marketing, strategic planning and the business plan
with a more in-depth explanation of how the objectives can be
achieved through sales (Baldauf, 2015).
· Appointing of the sales team
· is a very tough job as this leads to the future. It includes the
job description, job analysis, and job qualifications.
· Incentives- Proper incentives should be prepared as sales
quotas for the benefit of the company.
· Forecasting about the future weeks and months based on the
data gathered
· Sales operations to move along forecasts. Our fashion
company brings the shoes into market and color, finally
producing the required item on time (Baldauf, 2015).
· Managing through a process of recognizing heads, better
leads, growing opportunities and proposals, and excellent
customer service.
· The main tool of sales is information technology, which helps
to increase sales.
· Creating valuable customer and market information about the
market and

3. · The setting of the aim and management doing for sales teams
· Creating the spirit of team development by training to bring
out good skills
· Using techniques to move according to the fast competitive
situations
· To remove the risk of sales failures.
· Having proper knowledge about the products, (Sharif, 2014).
TEAM FORMATION
The manager creates a team of a salesperson who helps to
gather data. They help to get a proper place in the sales
department as well as an organization as a whole. Specific
training is given for the implementation of learning basics of
selling and the main objectives of selling (Baldauf, 2015).
OBJECTIVE:
In this section, the main aim is to get the deal done with
maximum profit. It is very uncommon that the sales professional
goes through everyday positive sales with a customer from the
beginning till the end. The salesman should from beginning till
the end has to work for in this competitive market to convince
and satisfy the customers about the value of the proposal.
Objection handling should be a major point in the sales training
program, (Carry, 2014).
CRITICAL-TO-QUALITY OUTPUTS
After initiating a business and collecting the customer data,
then come CTQ outputs. They are the quantitative character of a
process whose execution standards and level limits must be
cleared in order to convince the customer. This production
shows that service features can be explained by the customer.
They include the lowest and the highest limit of factors related
to the service provided in the sales. CTQ can be judged from a
qualitative customer to an actionable and quantity-wise business
specification. It is important to meet the requirements of the
customer, (Carry, 2014).

4. Data quality is a significant value. From the view of an
organization, it may lead to loss, rework and low productivity.
The Sales teams need to avoid delays and gather proper data
related to the service provided. This is reached up to by CTQ
data analysis. It includes availability, age, encryption,
completeness, and timeliness (Carry, 2014).
SPC TYPE
We need to achieve these in our goals. This can be done with
the 7 QC Tools, the Control Chart. The horizontal line is time,
and the y-axis is CTQ. Because of SPC humans have made a lot
of improvements in defects and production. This is because
CTQ has many differences as there are many measurement
mistakes. In order to avoid late delivery, we just need to look
over and have on-time delivery (Ellison, 2019).
ANALYSIS
This helps in the analysis and control of the production to keep
the difference between natural and reachable variation,
recognize and prevent from exceptional cases with the use of
Control Chart, as shown above, to know if everything is in
control, (Ellison, 2019).
DATA
In modern-day, business needs to decide on sales, rival activity,
ad preferences of the customer and advertisements. Data is a
crucial component of successful sales management. It helps to
represent and avoid wrong customers, and it can let us know
about the new ways to increase sales for positive gain. After the
setting up of business objectives, we need to make a note of
questions that arise and finally make out the sales metrics. Data
includes the total revenue, total sales, sales from the leading
agent, revenue per sale, yearly growth, the involvement of the

5. market, %of revenue from business and customers. This is said
to be Sales Key Performance Indicators, (Piercy, 2009).
CONCLUSION
Once there is a positive sign towards the output that has been
confirmed, it is time to create an Out of Control Action Plan.
The Sales management puts specific limits to the inputs and
what are the Highest and lowest Specification Limit. In the
same way, there is a set of customer visits per day per sales rep
(Piercy, 2009). The sales assistant is given the job to weekly
update a range charge measuring both the inputs. These are to
be checked in the weekly sales meeting, and the sales director
shows that in his monthly report to the company. Actions are
agreed on how to show the result where specification limits are
required. The Sales Director makes sure that these actions are
done without any further time waste. By removing the special
reasons for the performance and developing towards the special
cases
RECOMMENDATION
The most crucial role of a sales manager is to give coaching to
the members of the team and always ask the right question
about selling. Time and requirement about every salesperson
should be known, which is seen here. One way is to accompany
them during sales and teach them where they are wrong. The
sales manager should provide the right sales tool like having a
profile of an ideal customer. Second, they should set up sales
metrics tracking plan. Thirdly, software should be developed by
making a customer relationship management program.
Fourth, we should look into our product and services different
from others which helps out to reach the competition in the
market. Fifth, the team should be known about the goals of the
team working in line with the company sales goals (Piercy,
2009).
A sales manager is judged by the success of their team
members, so taking the team members to the greater rewards for
our self as well

6. REFERENCE
Baldauf, A. (2015). Sales MANAGEMENT CONTROL
RESEARCH. Selling and sales management.
Carry, T. (2014). Evaluation of strategic sales organizations in
business to business. In I. Marketing.
ELLISON, A. (2019). Sales Management System and method.
Sales management.
Piercy, N. (2009). Relationship between sales management
control. Journal of management.
Sharif, N. (2014). Technological forecasting and social change.
In Elsevier.

7. Individual Assignment: OPMT 620
The purpose of this assignment is to provide the students the
opportunity to carry out the full scope of a Statistical Process
Control procedure, on a real-world business process of their
own choosing. The assignment, and the deliverable report,
comprise the following parts.
Process: Describe a business and a business process you have
chosen for this assignment. You can use ideas from the
examples covered in class or the end-of-chapter problems. Be
sure that you can gain thorough knowledge of the process and
that you have access for data collection through observation or
by taking measurements. [10 marks]
CTQ: Describe a critical-to-quality characteristic of the output
of the process, which could be either a product or a service.
Explain why such characteristic is critical, in your judgement.
[10 marks]
SPC Type: Inform and justify your selection of an appropriate
SPC type for controlling the CTQ of your choice. [10 marks]
Data: Collect appropriate sample data for the CTQ variable or
attribute, as well as the sampling plan you have adopted.
Depict your data in a tabular form. [10 marks]
Analysis: Calculate SPC parameters, and construct the control
chart(s) by plotting. Represent you sample data on the charts.
[20 marks]
Conclusion: Discuss the control charts you have constructed and
draw conclusions with respect to process stability. [10 marks]
Recommendations: Given the state of the process, which you
have investigated, what improvement recommendations you can
offer to the process owner or operator? [20 marks]
Style: Your report must be prepared per APA format, be
concise, business-like, proof-read and to the point. Excluding
cover sheet, your paper should not exceed 5 pages. A penalty of
two marks will apply for every additional page. Additional
penalties will apply for grammatical or spelling errors. [10
marks]

8. Please upload one single file to the designated drop box on
UCW’s Moodle-Turnitin platform, before due date. Late
submissions will be declined.