Sales Management: Principles, Importance, and Strategies

SALES
MANAGEMENT

Table of Contents
INTRODUCTION......................................................................................................................3
TASK 1......................................................................................................................................3
P1 Key principles of sales management and its importance, planning and various reporting
methods...................................................................................................................................3
TASK 2......................................................................................................................................4
P2 Sales structure and its importance in hospitality industry.................................................4
P3 Importance of sales oriented staff.....................................................................................5
P4 Various sales distribution channels...................................................................................7
TASK 3......................................................................................................................................8
P5 Principles and techniques of selling and building relationship with customers................8
TASK 4......................................................................................................................................9
P6 importance of sales strategies............................................................................................9
CONCLUSION........................................................................................................................10
REFERENCES.........................................................................................................................11
Books and journals...............................................................................................................11

INTRODUCTION
Sales management is process of developing sales power, coordinator sales operations
and implementing sales techniques that will help business to constantly maintain its profit
and productivity. Sales management which business used to generate output in form of
revenues, these revenues are utilised by other departments for their functioning. Sales
management act as a backbone for whole form where it sell products by attracting customers
and manage all the functioning related to sales and allied activities. This report is based on
Marriott hotels which is located in US (Byun, 2018). It is American international hotel
industry which is operating in more than 20 Nations, it also cover Asia and Europe with it. It
has more than 1 lakh bedrooms for their customers and hotel in every tourism city. This was
founded by J. Willard Marriott in 1927. This report will show different theories of sales
management which will help business structure generating more revenue. This report will
also include various tools and techniques which are used in selling and establishing good
associations with customers within hotel industry.
TASK 1
P1 Key principles of sales management and its importance, planning and various reporting
methods
Management of sales can be evaluated as a function in which business organisation
will influencing the sales person and sources for generation of revenue in a way to achieve
the mission in appropriate way. In context of Marriott, sales management staff of the hotel
has their main focus on managing the sales executive in suitable way for boosting the sales
and increasing profitability level of firm. There are number of factors of sales management
which are discussed as:
Sales Planning: Sales planning can be determined as a forecasting of upcoming sales
program which firm want to execute to achieve its sales objectives in a given time period. In
context of Marriott hotel, the manager of firm plan for appropriate sales targets which firm
want to achieve within a specified time period. This will help it generate good revenue and
execute proper sales strategy for the products which it wants to launch.
Recruitment of Sales staff: This is the process of hiring talented employees in
organisation where HR department have their main focus on identifying the qualities and
capabilities of new employees and guide them to perform the job with their full quality. In

reference to Marriott hotel, the supervisor of sales will guide these employees and identify
the selling qualities in them to fulfil the objectives of sales department. Knowledgeable sales
persons will be identified from all and used to fill the vacant posts in organisation.
Sales Reporting: Sales reporting in a firm can be defined as a process of identifying the
difference between total revenue and cost implemented by firm for generating that revenue in
hotel. Top level management play more importance in finding the entire performance of sale
group by matching it with standards determined at previous stages which help in increasing
productivity in work of police department (Cuevas, 2018).
Significance of Sales management
 This help firm in launching new products in market as it identify and analyse the
market situation with its research and development. This is easier for firm to open
new product and services in market. Marriott can also use this for opening new
branches and expanding its market share.
 A proper supervision in sales management also helps in decreasing the cost by using
resources in effective way. This will also help you in handling and delivering of
product and services with full efficiency hotels like create will also get benefit of low
cost in operations which will increase customer satisfaction as well as profit of hotel.
 Sales management also develop the form services according to the needs of customers
this will help married hotel attracting more and more customers towards its services.
TASK 2
P2 Sales structure and its importance in hospitality industry
Sales structure can be defined as a process which an organisation follows to execute it
sales operations for generating revenues in a given time period. The structure may be varied
from different organisation as they are based upon the product and services of organisation
which is offered by its customer.
There are four types of structure which organisation can follow for its sales operations
which are Geographical organisation structure, product sales force structure, product market