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Sales Development Task B7 - Buyer Behaviour

   

Added on  2020-07-22

15 Pages4980 Words38 Views
Assignment: SALES DEVELOPMENTStudent number:Student ID:Professor name:

Table of ContentsIntroduction...................................................................................................................................................................................Task A.............................................................................................................................................................................................1.2 Definition of promotional mix ............................................................................................................................................1.3 Definition segmentation ......................................................................................................................................................Task B.............................................................................................................................................................................................a) Definition – what is buyer behaviour?...................................................................................................................................b) Buyer behaviour – Maslow’s Hierarchy of Needs..................................................................................................................c) 4 categories of buyer behaviour.............................................................................................................................................Task C...........................................................................................................................................................................................4.1 Staff/personal technique and Recommendations..............................................................................................................4.2 Operational design and influence on sales.........................................................................................................................Conclusion....................................................................................................................................................................................References...................................................................................................................................................................................2| P a g e

IntroductionThe understated assignment tries to provide an in detailed knowledge in relation to the externalsales development techniques and the tools that are required for the internal sales. Theassignment helps in understanding the elements of the services or product that are delivered byan organization and the impact they create on the profit and sales of the firm. Buyer behaviourhas also been explained elaborately to acknowledge its impact on sales. Along with this anevaluation of the roles of the staff in enhancing the sales of a firm has also been depicted indetails. For the concerned organization a UK based Hotel organization has been selected.Marriott West India Quay Hotel is the selected hotel for the study. The hotel organization is aLuxurious 5 star hotels located in London. The hotel has been owned by John Christological.With the conduction of the study a precise knowledge of the factors identified are coherentlylinked to the diverse aspects of sales development and merchandising. Maximization of sales isone of the major objectives of a form. The study would try to provide vivid information inrelation to this aspect effectively and illustratively. Overall this project will discuss about someimportant aspects of customer, employees and company product and services. These all elementshelps company to expand their business at global level. Moreover, this report will discus aboutthe internal sales promotion techniques which helps employees in better performance. It alsodiscusses about the buyer behaviour which affects company objectives. Apart from that, the roleand importance of the staff members in the company development and look upon the personalselling techniques to influence organisation sales. Further, report will also cover the keyprinciples which is necessary for the sales training programme. Task A1.2 Definition of promotional mix The marketing mix is one of the vital tools used by marketers and business person to determinetheir product or brand in the market. The segment represents the 4P’s marketing mix of MarriottWest India Quay Hotel in order to depict the range of sales and profit contributions are made bythe services of the concerned hotel. The 4P’s marketing mix is as follows:1.Product3| P a g e

The Marriott West India Quay Hotel is regarded to be operating under the hospitality sector andis determined to manage a range of diversified services that it provides to its customers. The 5star luxury hotel in London is believed to be making a constant effort in its up gradation and haswell improved itself within the years with impeccable services and comfortable settings. Thereare an approximately 300 rooms in the concerned hotel that have furnished air conditioned andprovide homely surroundings to its customers. The hotel also offers personalized and premiumservices to its high esteemed guests. The hotel services also include conference rooms adapted tolatest technology, banquets, bar baby care facilities, money exchange secretary on demand,medical facilities and satellite TV (Huang and Sarigöllü, 2014).2. PlaceThe Hotel is located at a prime location that is near the Canary Wharf which is considered to beUnited Kingdom’s tallest building and is the most important financial centers of the nation. Thislocation of the Marriott West India Quay Hotel maintains its distinctive quality. It even has triedto offer the options of online reservations in the hotel. Figure 1: Marketing Mix(Source: Huang and Sarigöllü, 2014)3. PriceThe Hotel Company with the motive of attracting customer on a regular basis has tried to serveits customers good food, good services at a reasonably fair price. Therefore with this intentionthe hotel has opted for a premium pricing policy. Under this the firm tends to set a price of4| P a g e

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