Sales Management: Principles, Importance, and Techniques

SALES
MANAGEMENT

Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
P1 Important principles of sales management along with importance, planning and reporting
methods...................................................................................................................................3
TASK 2............................................................................................................................................4
P2 Importance of sales structure of any organisation in hospitality sector............................4
P3 Sales-oriented staff............................................................................................................6
P4 Uses of various channels for sales distribution.................................................................6
TASK 3............................................................................................................................................7
P5 Key techniques and principles for successful selling and building relationships with guest 7
TASK 4............................................................................................................................................8
P6 Necessity for development of sales strategy and incorporating account management in
sales structure.........................................................................................................................8
CONCLUSION..............................................................................................................................10
REFERENCES..............................................................................................................................11

INTRODUCTION
Sales management could be described as a procedure which any organization follows in
order to maintain its sales related employs, different operations, functions and all the activities
which are related to sales. It also includes all the techniques which are executed in order to
achieve the sales target in given time period (Tien, 2020). It is also important for Manager to
look into this factor in order to boost their sales as well as profitability level from the business
products and its services which are distributed by organisation. In context of this report, analysis
of Marriott which is a hotel chain in hospitality sector is conducted. It has it headquarter in
Bethesda, United States. It is an American international brand in hospitality industry which
manages a number of hotel chains. It was founded in 1927 by J.Willards at Marriott in the year
1927. In this report all the different philosophies of sales management and the benefits provided
by sales structure to an organisation are discussed. There are also various techniques in order to
maintain selling of services discussed in this report. Various ways to maintain relationship with
guest in hospitality sector are also mentioned in this report.
TASK 1
P1 Important principles of sales management along with importance, planning and reporting
methods
Management of sales in an organisation can be described as a process in which a business is
focused on training its sales professionals in order to make them good as it for a business and
achieve all the objectives of business. In context of Marriot, it is the duty of sales manager to
emphasise on trial balance development of its sales personal in order to boost up profitability as
well as revenues or business. Sales management includes a number of important factors which
are mentioned below:
Sale Planning: A process in which an organisation is setting all its goals and targets which are
related to sales through forecasting its sales in future period is said to be sales planning. In
context of Marriott hotels, it is the duty of manager to emphasise on sales planning and establish
an achievable target for the employs. Setting up a target guides employee towards the goals of
organisation. It provides a path which they need to follow in coming time.
Recruitment of staff: in this human resource manager helps in acquisition and recruitment of
skilled workforce who are suitable for the functioning of a business. They are recruited as per the

job requirements for different profiles. In context of Marriot hotels, it is the duty of supervisors
to emphasise on recruiting well trained and highly skilled employees for the organisation. They
also look forward to filling up any vacant positions due to resigning of any employee in the
organisation (Anh, 2020).
Sales reporting: A sales report is maintained in order to judge performances of various
employees in an organisation. With the help of this report managers required to take effective
decisions and actions so that the performance of employs could be enhanced. In Marriot hotels it
is the duty of executives and higher authorities to identify performance of its sales personnel’s. It
helps in enhancing skills and also focuses on training and development of sales team.
Significance of sales management
 Taking the help of sales management, a business can easily launch or introduce
innovative services in the market. In Marriot hotels manager focuses on providing new as
well as unique services in order to satisfy their guest. This is very helpful for an
organisation in order to gain customer satisfaction and maintain good relations with their
customers.
 With the help of sales management, managers can easily handle all the cost which are
related to sales and cut down any extra cost or expenses which are not necessary for the
business. In Marriot hotels managers take extra efforts to cut down any expenses which
are not fruitful for the organization and not benefiting it in any way.
 As the gross domestic product of country is increasing revenues of company can also be
increased in this situation. In this crucial time period managers of Marriot hotel are
paying extra efforts to gain from this economic factor and increase their revenues as well
as profitability
TASK 2
P2 Importance of sales structure of any organisation in hospitality sector
The managers of Marriot hotel are focusing on correctly applying horizontal structure of
sales in their organisation. This structure of sales offers a number of opportunities to employees
in an organisation to take various decisions related to sales which can prove to be beneficial for
the firm. Along with this organisation is taking major steps to increase its future profits. Human