Sales Management: Principles, Structures, and Strategies

SALES MANAGEMENT

Contents
INTRODUCTION...........................................................................................................................3
TASK...............................................................................................................................................3
Sales management principle and their evaluation..................................................................3
Types of sales structure..........................................................................................................4
Benefits of sales structure.......................................................................................................4
Importance of sales oriented staff and types of communication channel...............................5
Key principles and techniques for successful selling and how they contribute to building and
managing guest relationships in application to specific hospitality organisation..................6
Importance of sales strategies to work in profitable manner and its incorporation with
organisation sales structure.....................................................................................................7
CONCLUSION................................................................................................................................8
REFERENCES................................................................................................................................9

INTRODUCTION
The term sales management is defined as the combination of two different words which
undertakes sale and management. Sale refers to art of planning action which encourage
individual to purchase the product or service. Management refers to arrange all action and
activities for completion of organisational project. Selling is the process of assisting and
persuading prospective customers for buying organisational commodity (Agnihotri and et. al.,
2016). This report is written from perspective of TUI which is well-known among all world for
tourism services and currently organisation is performing business from more than 180 different
destinations. The existing report highlights on key principle of sales management and benefits of
sales structure to perform operations in hospitality industry. In the last, importance of sales
oriented staff and use of various distribution channel will include in this report.
TASK
Sales management principle and their evaluation
The term sales management is defined as coordination and control between workforce and
resources to enhance sales of company products and services. Some principles that are
implemented by management of TUI to increase company sales are mention as follow:
 Goal oriented- Sales manager of TUI is responsible for formulation of organisational
sales targets and make focus on workforce efforts to accomplish company goals. With
the principle of goal orientation TUI management engage all employees for increasing
sales of company services. Moreover, profits of the organisation are also increased after
implementing right sales targets as it increase sales of company.