Sales Development and Merchandising | Assignment Sample

Sales Development and
Merchandising

Table of Contents
INTRODUCTION...........................................................................................................................1
LO 3.................................................................................................................................................1
3.2 Evaluate internal merchandising...........................................................................................1
3.3 Promotional activities............................................................................................................1
LO 4.................................................................................................................................................2
4.1 Personal selling techniques...................................................................................................2
4.2 Discussion about the influence of operational design on sales revenue for the Meriton
Hotel............................................................................................................................................3
4.3 Describing the key principles that should be included in a sales training programme for
the Meriton Hotel........................................................................................................................4
CONCLUSION ...............................................................................................................................5
REFERENCES................................................................................................................................6

INTRODUCTION
Sales development and merchandising study is highly effective in order to make business
operation to perform efficiently. In this context, main focus is made on culture followed at
Meriton hotel. This report focuses on provide information regarding different elements of
product and services that are to be offered to each and every customer. Moreover, it will cover
different techniques to increase sales development in market and profit ratio will be change
(Hopkins and Hopkins 2017). It will also consider internal factor, which gives direct impact on
sales promotion. Further, it will cover different roles of staff members to improve gross revenue
development and indefinite quantity market share.
LO 3
3.2 Evaluate internal merchandising
Internal merchandising is one of the most important part to improve current market
network as per the need of overall development of hotel sector. There are different type of
materials that are included in internal merchandising like internal signage, electronic signage,
sales materials and electronic sales material or aids. This is also improved a give positive impact
on sales development of organisation. Some changes are made as per the need of promotional
activities. In order to effective consideration of internal merchandising is improved management.
In addition, management need planning for future changes in hotel sector. The hotel must select
a product strategy before establishing the price. Internal merchandising will be focus on guest
room services and promotional items. It will help to promote the hotel sector. The strategic
decisions on market positioning have a major influence on price that's why the hotel should be
clear about its objectives in order to set the prices easier.
Planning is one of the most important part and help to change future outcomes of
organisation. To be focus on guest on sites and improve financial performance as well as
profitability must be change in overall development of profit. They are focus on party is
comfortable in hotel premises (Dewhirst, 2018). On the other hand, services management is most
important part as per improve customer management.
Organisation can demonstration unique property or any particular feature of employment
on table tent to make over cognizance among custom-made. It will attract more and more
custom-made to the cordial reception services and treaty fix on overall gross sales ratio. It will be
direct impact on guest in positive manner and boot the sales organisation. The organisation is to
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be focus on diversification tools must be used to for enhance profit market. In this context, the
internal merchandise which can be used by Meriton hotel is described below:
1. Internal signage: Internal signage allows guest to understand the location information in
the hotel. For example, different signs can be installed by the management to guide guest
towards lobby, conference rooms, restrooms, etc.
2. Electronic signage: Digital signage to enhance the attraction of guest can be used with
the help of LED, LCD, projection technology. This will ensures that guest will get right
and precise information.
3. Sales materials: It involves all promotional activities used to sell a product. Product
merchandising can refer both to in-store or online products. This method can be used by
Meriton hotel to enhance their sells.
3.3 Promotional activities
Various type of products and services that are developed by companies with time. It is
important for the firm to make sure that all these are promoted so that customers get to know for
the same and for these there promotional activities used. There are some different promotional
activities must be used to improve different market level. It may be change for overall
profitability and customer level must be increase in market. In order to pull in more and more
customized towards cordial reception services the administration of Hotel is considering diverse
message human action (Keiser and Vandermar 2017). It is one of the most important part to
improve current market level and increase more and more profit in market. On the other hand,
management in hospitality sector must be improve future changes in market share. In addition,
more and more advertising is help to increase customer form new location. There is only factor
provide better retention to customer. With the help of different type of sales promotional
activities with their purpose are as follows: Coupons: This can be determined as document or tickets which can be redeemed for
financial rebate or discounts. These are developed by companies so that they are able to
develop positive perception within the mind of customers. There are certain set of
expectations that individuals have and price is considered to be one of the effective form
that enables them to encourage making purchase decision. When customers gets discount
offers through coupons, then it increases sales. Coupons are distributed to customers by
making use of magazines, email, newspaper, etc.
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 Television: It is one of the most attract tool for promotion anything new at any time. On
the other hand, most of the people is used and see the advertisement. This is help to
promotion hotel and increase number of customer. Games: Companies conduct contest in which customers have to play and win. These are
helpful for the business to make customers know the products that are delivered by them.
This is also used for promoting new products in which customers play and win and made
use of the product. Rebates: These are considered to the amount that is paid by the way of reduction, refund
or return that is already being contributed or paid. These are generally used by marketers
as supplements or incentives to product sales. Newspaper: Newspaper business concern can set up travelled like shopping malls, post
offices or train Stations as a merchandising plan of action. Kiosks can sell current copies
of the paper, but also provide consumer services, such as payment restoration, address
alteration and categorized and selling (Liao and Chen 2017). In this context, everyone is
see newspaper once in a day and big highlighted advertisement can see first a customer in
think about it. There are some changes is make to improve general profitability is
increase market activity is increase as per the need of approaching conditions.
 Social media: In social media is help to increase current market network as per the need
of overall development and improver of future conditions. Internet site or web page is
assistance to better overall market conditions. This is to be used only for big brand and
other activities and manage work or interest must be achieve in general improvement in
marketplace share.
To be focus on tide range of customer only internet the business environment in overall profit in
market. In addition, sponsor events in different location for more and more promotional activity's
in overall environment. Overall development in future changes must be apply for improve as per
profit and modification must be addition in profit.
LO 4
4.1 Personal selling techniques
Personal selling techniques is to be provide various benefit with the help of monetary as
well as non-monetary system in work place. Sales is to be used the most commonly used
techniques for overall development in hospitality sector. To be design the sales target, so that it is
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accomplished organisation objective in market share. It is allowed the professional to build
relationship with new customer as well profit will be better in market. There are some customer
satisfaction level is impact positivity and motivate customer, so that increase expenditure level.
Some different personal selling training are as follows: Making customer as a hero: In personal selling, it is important to have verbal and non-
verbal communication in order to make customers know about the products and services
that are provided by the organization. Meriton hotel should be focus on sales person
should have proper knowledge about the products that are being sold. All the doubts that
are asked by the customers should be clarified. Selling benefit: All the sales person need to determine the importance that the products
and services enable to provide benefit. These are effective enough to make sure that
customers develop positive perception within their mind.
 Finding value of customer: With time, there are changes that take place in relation with
needs and wants of service users. It is important to make sure that all these aspects are
identified and appropriate steps are taken so that their needs and identified and steps are
taken to fulfil them. For example : Meriton hotel will be focus on customer relationship
and product benefit to customer.
 Challenging the statues: Most salespeople see the gross revenue procedure as a linear
procedure. At some point, it has an end – the potential will select either you or your
challenger (Nagyová and Berčík 2017). The true is that those are not the lonesome two
end points. To be improve current market conditions.
 Developing Sales strategies: Meriton hotel segment their customers based on their
frequency of use with organisation's frequent dinner programs, fliers and guests. More
attention and benefits are given to those who purchase products or services of hotel. Not
all guests, prospects or meeting planners are treated equally, those who contributes in
largest share of profits or revenue or have potential, been given special attention.
The best personal selling techniques that is appropriate for improving Meriton hotel's
sales is through using mixed strategies. Organisation's individual employees can develop sales
strategies for increasing customer satisfaction and sales. Meriton can focus more on their
potential customers who can contribute more in their profits and revenues. On the basis of such
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they segment their customers, and gives better services and benefits to them, for attracting and
retaining their potential clients or customers.
4.2 Discussion about the influence of operational design on sales revenue for the Meriton Hotel.
In the context of hotel Meriton, increasing the sales is a procedure that generates more
sales to support the growth and enhance the market share of this company. It is a plan or strategy
that obtain more clients and target new segments of target market. This is possible by making
more improvement in their products and services (Hisano, 2017). The main thing is to evaluate
the internal factors for sales promotion and influence of layout and design of the organization. To
be focus on role of different factors, which is beneficial for hotel group :
Ergonomics The main role is to be focus on employee moral. There
are to be concentration on while many business owner
are aware about the facts that is the biggest threats to
productivity is employee absence due to injury.
Ergonomics is a people-first discipline, attractive into
account one’s capabilities and limitations. Meriton
Hotel essential in the operational design and it may
influence the turnover of the particular organization.
Ergonomics is the study of people's efficiency in their
working environment. Management needs to analyse
the performance of their employees and then change the
working environment respectively in order to generate
optimum outputs.
Workflow Workflow refers to the flow of activities within the
hotel. Management needs to ensure that each and every
activity is properly aligned and there is no hurdle in the
communication process and flow. This will help the
hotel to enhance its overall performance. Creating a
workflow helps to identify each departments or areas
for depicting sequence of tasks and directions for flow
of work. For Meriton it includes customers, front desk,
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housekeeping department, food processing, customer
satisfaction, etc. This would help organisation to
analyse each and every processes at hotel for delivering
better services to customers.
Equipment for staff Equipment provided to staff must be safe and easy to
use. Furthermore, precise training must be provided to
the workers before giving them any equipment which is
difficult to handle. This will ensure safety and harmony
within the hotel. Sales revenue of organisation can be
increased if they standardise their staffs equipments. It
would reduce unnecessary costs, which would incur for
their services and maintenance. If best quality or
standard equipments are used it would also reduce,
accidents that occurs at workplace.
Leveraging the information and data The company need to increase their sales and revenue.
In this context, the sales will increasing by the
leveraging the data and information and there are
enabled to make sales report which is engaging,
relevant and convincing in their interactions. Hotel in
their report must provide true sales figures so that its
authenticity can be maintained. Meriton hotel
maintains a proper hierarchy for the flow of
informations and data within organisation. When proper
communication is been retained in organisation, it can
helpful in effective functioning and operations.
Resulting in increase in sales revenue, as customer are
satisfied through efficient services.
Management of work according to
the metrics
Most of the organization use the technique of track their
matrix with regard to sales departments. In other words
the buyers demands more services and products from
their suppliers and this will also determine as the main
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influence of operational design on the sales revenue in
respect to the hotel Meriton (Israelsen and Marina
2017). This can be control by the sales manager of this
organization in order to achieve their target and goals.
Before many any type of purchases, there are certain set of expectations that individuals have. In
this context, it includes low price, high quality, etc. When these aspects are fulfilled, then
customers get satisfied. Customers tent to spend only when they get worth for the product or
services that they are willing to purchase.
4.3 Describing the key principles that should be included in a sales training programme for the
Meriton Hotel.
In hotel industry, every business wants to achieve their targets and goals as soon as
possible. To attract more customers and in raising their sales. It can be fulfilled by proper facility
training and development to the selling and distribution staff members. In the hotel organization,
there are effective training that can lead to the increase turnover and also increase competitive
advantages in the market. This thing also lead to the more satisfied team members, employees as
well as consumers. In the sales training program, management should determine the business
goal and mission to the employees. This will have a great impact on the organizational activities
(Pushpa and Rajakumar 2017). During this phase, the employees might require knowing the new
services and products of the company and it is also a requirement of how to produce and serve
these services. The major principles that should be included in the sales training programme for
the growth of business Meriton Hotel are as follows:
Keep training short but consistent
with micro learn
This is an important thing and it is included in the sales
training program for increasing turnover of the company.
There is an essential thing that is the training should be in
short and it must use for the development of the employees
and staff members of the sales team in the organization.
Determining the works that need to
complete
This is also an important work for the manager of Meriton
Hotel that is to work assign to every employee and staff
member of that organization (Staritz and Plank 2017). So
that, the worker can complete their work in order to
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achieve desired sales and this will increase the revenue of
the firm.
Development of the learning
objectives
This includes the things which are workers must be able to
do after the completion of the training and development
program. It is the observation of employees that they are
back on the job to evaluate the effectiveness of the given
training and this are focus on the performance of the
objectives.
Design training materials This is also a major thing that should be consider by the
sales manager of the Meriton Hotel in order to increase
the sales and earn more revenues. This is a special
process for providing the best materials which are used in
that training for increasing sales.
CONCLUSION
It is to be concluded that techniques to increase sales development in market and profit
ratio will be change. It will also consider internal factor, which is give direct impact on sales
promotion. As per the above report is focus on financial performance as well as profitability
must be change in overall development of profit. They are focus on party is comfortable in hotel
premises. Form the above research report is focus on changes is make to improve general
profitability is increase market activity is increase as per the need of approaching conditions.
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REFERENCES
Books and journals
Hopkins, K.H. and Hopkins, C.D., 2017. Building sales people: Recommendations for the
Development of a Professional Sales Mentorship Program.
Dewhirst, T., 2017. Package size matters: tobacco packaging, retail merchandising and its
influence on trial and impulse sales. Tobacco control, pp.tobaccocontrol-2017.
Keiser, S., Garner, M.B. and Vandermar, D., 2017. Beyond design: The synergy of apparel
product development. Bloomsbury Publishing USA.
Liao, C.Y., Wu, C.C., Hsu, Y.L. and Chen, Y.C., 2017, July. Analytics Solution for Omni-
Channel Merchandising. In International Conference on Universal Access in Human-
Computer Interaction (pp. 457-470). Springer, Cham.
Nagyová, Ľ., Horská, E. and Berčík, J., 2017. Application of neuromarketing in retailing and
merchandising. In Neuromarketing in food retailing (pp. 197-232). Wageningen
Academic Publishers.
Hisano, A., 2017. Selling food in clear packages: The development of cellophane and the
expansion of self-service merchandising in the United States, 1920s–1950s. International
Journal of Food Design, 2(2), pp.153-166.
Israelsen, D. and Marina, K., 2017. Pharmacy merchandising in consumer behavior
system. Научный альманах стран Причерноморья, (1 (9)).
Pushpa, A. and Rajakumar, C.S., 2017. Impact of In-Store Aesthetics and Ambience on
Consumer Impulse Buying Behavior. International Journal of Engineering and
Management Research (IJEMR), 7(3), pp.233-237.
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Staritz, C., Morris, M. and Plank, L., 2017. Clothing Value Chains and Sub-Saharan Africa:
Global Exports, Regional Dynamics and Industrial Development Outcomes. Future
Fragmentation Processes, p.123.
Kwiatkowska, M., 2017. Merchandising in business activities of selected company (Doctoral
dissertation, Zakład Ekonomii).
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