Sales Management Principles and Strategies for Thomas Cook

Management

Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
Key principles of sales management with their evaluation....................................................3
Different types of sales structure using specific hospitality examples and their benefits......5
Importance of having sales orientated staff and different distribution channel.....................6
Key principles and techniques for successful selling and their contribution to Brief and
Guidance building and managing guest relationships............................................................7
CONCLUSION................................................................................................................................8
TASK 2............................................................................................................................................8
Introduction............................................................................................................................8
Importance of developing sales strategies that yield profitability and incorporate account
management with sales structure............................................................................................8
Evaluation of core finance principle and successful portfolio management that lead to increase
profitability and competitive edge........................................................................................10
Recommendation for sales structure and approach to improve financial stability...............11
Conclusion............................................................................................................................12
REFERENCES..............................................................................................................................12

INTRODUCTION
Sales management is the process for developing an effective sales force, generating better
coordination among sales operations and to implement sale techniques for triumph sales target of
company. In an organisation, there are various departments perform their role for manufacturing
an effective product or service so sales management process is developed for ensuring that the
sales target of organisation are achieved in decided time period (Agnihotri and et. al., 2016). This
report is based from perspective of Thomas Cook group that is a British global travel group. It is
well-known for tourism service among all over the world and the headquarter of Thomas cook is
situated in London, United Kingdom. Moreover, this report highlights on principle of sales
management and the implement of different types of sales structure related with specific
hospitality example. Importance of having sales oriented staff and various sales distribution
channels will also include in this report.
TASK 1
Key principles of sales management with their evaluation
Sales management refers to the coordination as well as control of individuals and resources
that are required by the organisation for performing their work in an effective and efficient
manner. In context of Thomas cook the goals of sale organisation is to enhance sale volume and
profits for organisation. Some principles that are implemented by sales management are mention
as follow:
 To become goal oriented- The main function of sale manager is to formulate goals and
constantly focus on team efforts to achieve organisation goals and objectives. It is usually
depend on objective information that make entitled better opinion for completing all work
towards accomplish of company goals. This is also identified by management of Thomas

cook that all information must be gather through analysing fact and performance statistic
to complete all work with use of proper information.
 Manage on objective information- When the sales force feel contempt under their sales
manager it is because sale manager manage their work according to their opinion. But in
context of Thomas cook sales management and its employees focus on completing their
task with the objective information because it leads organisation to perform all work in an
effective manner (Cuevas, 2018). Training, discipline and coaching are the key aspects
that are used for completing all task according to provided information. It refers there are
various task performed by management and all of them are improved by organisation to
complete work in an accurate manner.
 Communicate direct towards the point- Thomas cook focus that when sales people are
offering coaching and training then they interact directly towards straight forward (Deac,
Dobrin and Gîrneață, 2016). The main motive to interact with individuals is to reduce
complexity and confusion so individuals understand proper meaning related with
products. It results all task which are performed directly deal with consumers. So better
and effective benefits are accomplish by management is to concise buyer about product
for generating their interest in buying of service.
 Lead by example- With providing positive example about the product to individuals it is
identified by management that better and effective results are gained by organisation.
This determines organisation need to develop policy which demonstrate positive example
for company. Thomas cook sales manager follow strict policies because it helps them to
complete all work according to decided steps. So it results sales and profits both are
increased for organisation by satisfying individual needs and wants.
Evaluation of principle towards response to organisation behaviour and consumer
According to the present market conditions it is monitored that regular interaction is
required by sales management with customers and organisation behaviour. This refers there are
various task is performed by management with support of principle but all of them are different
from each other. Along with this each principle also respond differently for consumer and
organisational behaviour. First principle of goal oriented is beneficial for organisation because it
aids Thomas cook to achieve their goals in minimum time period. Along with another principle
management by objective information with business that leads to provide services according to