Sales Management: Principles, Structure, and Strategies in Hilton Hotel

This document discusses the principles, structure, and strategies of sales management in Hilton Hotel. It covers topics such as sales planning, methods of sales and sales reporting, benefits of sales structure, importance of sales-oriented staff, sales distribution channels, principles and techniques of selling, and the importance of sales strategies. The content provides insights into how Hilton Hotel effectively manages its sales function and achieves long-term success in the hospitality industry.

SALES MANAGEMENT
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TABLE OF CONTENT
INTRODUCTION...........................................................................................................................3
LO1..................................................................................................................................................3
P1 Various principle of sales management that are important for sales planning, methods of
sales and sales reporting..............................................................................................................3
LO2..................................................................................................................................................4
P2 Benefits of sales structure and the way they are organised in Hilton.....................................4
P3 Importance of sales oriented staff in Hospitality industry......................................................5
P4 Sale distribution channels.......................................................................................................6
LO3..................................................................................................................................................7
P5 Principles and techniques of selling.......................................................................................7
LO4..................................................................................................................................................8
P6 Importance of sales strategies.................................................................................................8
CONCLUSION................................................................................................................................9
REFERENCES..............................................................................................................................10
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INTRODUCTION
Sales management can be understood as inclusion of all sales principles, frameworks and
strategies which companies formulae for occupying long term goodwill among customers
worldwide. Hilton hotel is one of the biggest and world renowned hotel within hospitality sector
industry where there is high attained goodwill among customers and profitability benchmarks.
The report explains meaning of sales management principles, its formulation on various aspects
within hospitality departments and benefits of sales structure along with highly competitive
workforce for organizing sale reporting functions. Report further discusses the various channels
of sales function which hotel focuses towards, sales principles which enable in gaining high
optimistic growth among customers worldwide. Report also analyses importance of sales
strategies for financial portfolio management where Hilton hotel has determined various
horizons to gain access on all benchmarks, relatively analyzing research points which enable
companies to leverage strong operational efficiency towards its goals for reaching long term
position among other competitive brands within hospitality industry (AkramRana, and Bhatti,
2017).
LO1
P1 Various principle of sales management that are important for sales planning, methods of sales
and sales reporting
Sales management is process that involves various activities and function regarding setting
of sales target and evaluating target set with total performance so that company can increase its
sales volume and profitability. Sales manager of hotel Hilton is responsible for managing
company sales by formulating innovative and creative marketing strategies in order to attract
customers and enhance brand image of Hilton (Badrinarayanan, Ramachandran and
Madhavaram, 2019). Therefore various key principle of sales management are followed by
company while planning, choosing method of sales and sales reporting are as follows:
Consistency: There should be consistency in rule, regulation and guideline of company so that
proper discipline can be made and work of sales team can be increased. Sales manager of Hilton
consistent plans for sales target that need to be achieve, various methods that can use to improve
marketing strategies and performance of employees. It also reviews and analysis reporting
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relationship among employees on continuous basis so that effective coordination and control can
be maintained in order to provide better services to customers.
Delegation: There are various activities to be performed by sales manager of Hilton so it
delegates some of its roles and responsibilities to other employees for effective achievement of
goals. Sales manager plans about responsibilities and authority to be delegated so that sales can
be increased and Hilton can easily gain competitive advantages. Delegation improve
performance of team members and effective method can be found out for sales at the same time
effective delegation ensure appropriate sales reporting. Therefore delegation is success principle
that helps in effective performance of employees and each employee is responsible for satisfying
needs of particular customers and business buying behaviour.
Equality: It is another principle that helps in effective sales management of Hilton as manager
treats each sales employee equally in terms of standard and accountability that need to be
followed by individual. Fair treatment among employees helps in improving performance of
employees to provide better services so that company can increase its profitability and market
share (Mattiacci and et.al., 2019). It is best method of increasing sales and effective reporting as
employee of Hilton are highly motivated to work together as team for common goals. Thus, it
can be stated that principle of equity is different in response to consumers and business buying
behaviour.
LO2
P2 Benefits of sales structure and the way they are organised in Hilton
There are various benefits of having well defined organisational structure in Hilton hotel
such as it helps in effective coordination and control of roles and responsibilities that are
performed by different employees. Sales manager can easily assigned roles to different
individual as per their capabilities and skill so that company can achieve its goals and improve its
market positioning. Sales organisation helps in open and effective communication between
employees thus reduce chance of confusion and contradiction through promoting clarity within
whole organisation. It also helps in increasing morale and motivation level of employees to work
hard as good working environment is provided to them to perform different activities. Hilton
hotel sales manager is able to effectively monitor and control performance and productivity of
employees (Andersson, Axelsson and Rosenqvist, 2018). Thus, it helps in rendering best
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customers services to guest and enhancing brand image of Hilton in the hospitality industry. It
definite sales structure also helps Hilton hotel manger to take appropriate decision within limited
time and cost so that company can gain competitive advantages over other firms.
Hilton has geographical sales structure thus sales target are set for each geographical
location where company operates its function. There are various advantages of having
geographical location such as low cost, effective coordination of work of various branches of
company and less duplication of services and products that are offered to customers. But at the
same time there are many disadvantages of having geographical sales structure such as hard time
to develop products for particular market segments. Some time territory size is large so it is
difficult for company to manage all such function of firm so company can also choose other sales
structure for effective performance.
P3 Importance of sales oriented staff in Hospitality industry
Every company operate its business to earn large amount of profit margin by offering
qualitative and standardise products and services to customers. Therefore sales oriented and high
qualified employees play important roles in achieve firm objectives through providing qualitative
services to guest. Sales oriented staff member are highly motivated and determined to perform
various activities and function in definite manner so that company can achieve its objectives
(Peterson, 2019). Employees of Hilton are highly sales oriented that helps company in gaining
differentiate positioning and increasing its reputation worldwide to meet needs and demand of
customers. Therefore various advantages of having sales oriented staff in Hilton. It helps in
increasing sales and customer satisfaction of hotel as staff member put their best so that
unsatisfied needs of guest can be fulfilled in best possible manner. High employee retention and
reduction in employment turnover are two other factors that help in reducing cost of company to
recruit and hire high skilled and knowledgeable employees. It also encourages new and
innovative ideas, opinion from staff member of Hilton to enhance company sales volume and
maximise customer’s satisfaction and loyalty. Sales oriented staff member helps in build strong
and effective brand portfolio of Hilton in the market thus increasing its brand image and market
share. It helps in building strong and effective communication, interpersonal relationship among
employees so that they can work as team to render best services to guest so that sales volume of
company can enhanced (Olsson and Westling, 2016). Sales manager of Hilton does not have to
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put extra effort in order to motivate employees that are working within firm as they are highly
oriented towards increasing sales of company. Sales oriented staff of Hilton also promotes
smooth operation of business and performance of various activities to improve its sales volume.
Therefore it can be stated that sales oriented has various benefits in growth, survival and
sustainability of different firm within hospitality industry.
P4 Sale distribution channels
Sales distribution channel is highly important for companies within hospitality sector
industry to occupy firm place within customer’s market share where competitors are highly
active. There is large importance given to sale distribution funnels where creativity is involved
along with innovation to reach effectively among customer satisfaction levels, varied business
expansion strategies and leveraging long term profits. Distribution channels define the
parameters with which hotels plan sales management strategies, functional activities to reach
large spread of customers worldwide and relatively implement large segregated groups of
customers. Hilton hotel uses 2 techniques of sales distribution channels with high focus on
enhancing goodwill, strong customer satisfaction levels and reaching high end global markets
competitive levels.
 Direct selling: Hilton hotel directly advertises its business services to customers and travelers
worldwide with strong high class quality services to reach advertising goals, profitability
strategies. Hilton hotel is highly present worldwide on websites, travel portals where people can
directly look upon booking services and customized hospitality products. Hilton hotel believes
in serving customers with latest dynamic business performance standards where travelers can
book their hotel stay with varied customization factors, along with long potential to attain high
goodwill (Cerqueira, 2017).
 Selling through intermediaries: Hilton hotel has partnerships with various global brands and
advertising agencies where it strategies promotional techniques as an important factor to reach
large customer market share. Intermediaries work as varied operational partners who enable in
programming long term selling funnel, with high focus on diversity and creativity which enables
people to get high quality experience of stay at hotel. Hilton hotel has high capital investment
within its ell distribution channels which works as distribution programs of selling platform,
leverage goodwill and high profitability goals.
Sale distribution channels enable Hilton hotel which is one of the highest premium
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Hospitality sector brand, deliver its services within customers worldwide and reach global
benchmark with strong productive sale distribution and large operational efficiency.
LO3
P5 Principles and techniques of selling
The key principles and techniques of successful selling which have contributed Hilton
Hotel in establishing goodwill among customers with varied guest relationship activities and
specific hospitality products are as follows:
 Understanding and using technology: Hilton hotel uses latest technology to potentially reach
among customer market segments where it is highly optimistic to reach the set benchmarks of
goodwill with technology frameworks. Innovation is another parameter of technology where it
works as an important functional element to deliver all hospitality services among customers,
manage all operations with high clarity and accordingly segmenting all arenas of working
optimization. Hilton hotel analyzes al records, sale and promotion activities by technology
where social media handles enable to get idea and strategies formulation of reaching customer
preferences levels. Technology works as an internal strength with which building and
maintaining customer relationships is highly effective as it positively impacts their goodwill
horizons and determinants enlarge various paradigms on which selling techniques can be
constructed for reaching large profitable revenues (Alamad,2019).
 Building positive sales culture: Hilton hotel works with principle of positive sales culture where
latest research factors enable customer trends analysis which further adds to positive sales
culture, high optimistic revenue within various parameters. Sales, promotional activities are
interlinked with vivid programming and relative synergy of efficient employees who are trained
and satisfactory in delivery of services among customers. Sales culture works as one of the
biggest internal strength which also impacts positively on external working hemispheres among
competitive working brands. These factors gain large emphasis on various parameters in
business, which leverages long term goodwill and profitability on revenue margins for large
customer base optimization.
 Making sense of data: Hilton hotel works through various fragments and analysis on data
structure, feedback of guests and websites promotional arenas which reflects analytical working
efficiency within all business models. Data details works as one of the biggest strength where
Hilton hotel top management works towards for gaining strong records of all platforms,
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researching best optimum selling techniques to reach customer expectations worldwide. Data
analyzing highly emphasizes on growth within set framework and benchmarks along with
innovation, technology usage which gathers large functional efficiency and profitability
horizons.
These selling principles contribute to building and managing guest relationships within all
hospitality companies among which Hilton hotel is world renowned among all companies,
brands by establishing strong working ethics. Selling principles have enabled company to
deliver strong performance standards to all guests, enhance its delivery of customer satisfaction
services through websites and online portals. These principles enable us to understand
hospitality sector company’s sales management principles are highly relative to the parameters
of research analysis, where it gains high optimistic growth and leverages long term goodwill
(Sale, 2020).
LO4
P6 Importance of sales strategies
The importance of developing sales strategies through which highest profitability among
revenue scales are achieved, with incorporation of account management within sales activities
can be understood as follows:
 Finance principles and successful portfolio management leads to increased profitability and
competitive edge among all departments within sales horizons where Hilton hotel highly
focuses on gaining strong position. Sales strategies are highly focused towards gaining
leverage among consumers within business goals and enables large optimistic growth on
profitability revenues. Sales principles enable to define parameters and policies through which
further progressive decisions must be based on for strong portfolio management with high
competitive edge. Hilton hotel productive targets are potentially reached with smart sales
strategies and functional efficiency, which also yields various new functional areas to serve
customers creatively.
 Sales strategies are the foremost structure and principles on which business expansion, high
profitability goals are established for gaining strong operational structure, productive sale
figures among all customers market share. Competitively sales strategies work as an internal
strength to potentially target external companies, brands where Hilton hotel has successful
reached all parameters for further productive expansion and diversification into various
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horizons. Financial portfolio is effectively built with competitive sales strategies, principles
which serve customers effectively when the relative synergy of operations is focused towards
gaining positive outlook towards business (Pathak, 2017).
 Sales strategies are focused towards gaining an optimistic approach on account management,
sales structure which are diversely towards relative growth factor, which highly promotes
company business goals and also positively impacts various functional goals. These principles
define sales strategies, programming units which work as one of the major component factor to
facilitate long term business goals. Hilton hotel is one of the biggest brand among hospitality
which determine further rational global expansion, keenly achieves the set targets and also
promotes various business goals.
Sales strategies are highly important to construct promotional goals, parameters of
functional efficiency within accounts of portfolio management where Hilton hotel has reached
set benchmarks. There is clarity among business functions, leverage of strong working
functions and promotional goals which relatively forces innovation as one of the biggest
strength of company (Barth, Kasznik and López-Espinosa, 2017). It is also understood Hilton
hotel has advanced, skilled sales management employees in the teams who are not only
experienced to hold all finance functions, but also focus on sales department activities where
clarity is risen on various paradigms. Portfolio works as the outlook of all activities governed
by company models where it present out company performance within all sectors, enables
further research paradigms to be built with latest customer trends.
CONCLUSION
The report can be concluded on the explanation that sales strategies work as one of the
most important department with which further functional abilities and components of business
expansion are set. Hospitality department works with various sales distribution channels to
reach customers world-wide and program its determinants with various creative business
expansion decisions. Report concludes Hilton hotel sales channels and strategies are directed
on goals of serving guests with high quality performance standards , relatively growing among
various horizons to meet the set business goals., Report concludes financial management , and
the role sales strategies play in establishing high class portfolio, and dynamic business models
at Hilton hotel which is one of the most successful within hospitality companies worldwide
(Bhatnagar and Ferreira, 2017).
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REFERENCES
Books and Journals
Akram, M., Rana, R. A. and Bhatti, U. T., 2017. Impact of customer relationship management
and social media on sales performance by considering moderating effect of sale
personnel capabilities.
Alamad, S., 2019. Islamic Financial Instruments: Accounting of Sale-Based Contracts.
In Financial and Accounting Principles in Islamic Finance (pp. 119-165).
Springer, Cham.
Andersson, P. E. R., Axelsson, B. and Rosenqvist, C., 2018. Organizing Marketing and Sales.
Emerald.
Badrinarayanan, V., Ramachandran, I. and Madhavaram, S., 2019. Resource orchestration and
dynamic managerial capabilities: focusing on sales managers as effective resource
orchestrators. Journal of Personal Selling & Sales Management, 39(1). pp.23-41.
Barth, M. E., Kasznik, R. and López-Espinosa, G., 2017. Bank earnings and regulatory capital
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management using available for sale securities. Review of accounting
studies. 22(4).pp.1761-1792.
Bhatnagar, P. and Ferreira, A., 2017. System and method for point of sale payment data
credentials management using out-of-band authentication. U.S. Patent 9,741,033.
Cerqueira, G., 2017. The Unidroit Principles of International Commercial Contracts in the Sino-
European Sale of Goods Contracts. In International Sale of Goods (pp. 101-126).
Springer, Cham.
Mattiacci, A and et.al., 2019. Sales capabilities in the wine industry: an analysis of the current
scenario and emerging trends. British Food Journal.
Olsson, J. and Westling, G., 2016. Automotive Fleet Sales Management.
Pathak, A., 2017. Law of sale, lease and mortgage.
Peterson, R. A., 2019. Self-efficacy and personal selling: review and examination with an
emphasis on sales performance. Journal of Personal Selling & Sales Management, pp.1-
15.
Sale, D., 2020. Towards an Evidence-Based Pedagogic Literacy: The Core Principles of
Learning. In Creative Teachers (pp. 17-76). Springer, Singapore.
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