Sales Management: Principles, Benefits, Techniques, and Strategies

SALES MANAGEMENT
TABLE OF CONTENT

INTRODUCTION.......................................................................................................................................3
LO 1............................................................................................................................................................3
P1 Key principles of sales management..................................................................................................3
LO 2............................................................................................................................................................4
P 2 Benefits of sales structures................................................................................................................4
P 3 Importance of having sales orientated staff.......................................................................................5
P 4 Sales distribution channels................................................................................................................6
LO 3.............................................................................................................................................................7
P 5 Key principles and techniques for successful selling.........................................................................7
LO4.............................................................................................................................................................8
P6 Importance of sales strategy in higher profitability and incorporating account management.............8
CONCLUSION...........................................................................................................................................9
REFERENCES..........................................................................................................................................10

INTRODUCTION
Sales management is a comprehensive part in the functioning of the organisation because
sales are the manner in which the company earns revenue and this is the reason why an
organisation functions (Johnston and Marshall, 2016). Marriott Hotel is an extremely illustrious
hotel that operates on a wide scale on a global level. In this report, it will be evaluated that what
are the critical sales management principles and the benefits of sales structure especially in
hospitality industry. Further, the importance of a sales oriented staff and the use of different
distribution channels in hospitality industry will be discussed. Lastly, the key techniques for
increasing sales and the importance of using correct sales strategies will also be identified in the
report.
LO 1
P1 Key principles of sales management
Sales management is basically managing coordination and control between the key
personnel that is associated with the sales of the business and helps in achievement of the goals
of the organisation. In Marriott Hotel, sales management is basically done by focusing on three
key principles of sales management so as to ensure that maximum numbers of customers are
attracted to the hotel. These are:
Sales Planning: This is basically setting up of the sales targets that are to be met and the
forecasting of the figures that will be achieved approximately at the end of a designated time
period. This is an extremely important component for Marriot Hotel because it helps the in
giving direction to the employees regarding the targets that they are to achieve and also projects
the potential earning that hotel might generate (Malek, Sarin and Jaworski, 2018). Therefore,
collectively, it helps in future estimation of the expected profitability of the hotel and this is
extremely important in ascertaining the performance and achievement of objectives.
Methods of Selling: There are a variety of mechanisms that can be used in order to improve the
selling techniques and enhance the customer attraction. The one- off selling, the relationship
selling and the customer- centric selling are three major techniques that Marriott Hotel utilises in