Sales Management in Hospitality Sector

Sales Management

Table of Contents
INTRODUCTION...........................................................................................................................2
MAIN BODY...................................................................................................................................3
TASK 1............................................................................................................................................3
P1 Determining key principles, sales planning importances, selling and reporting methods in
sales management........................................................................................................................3
TASK 2............................................................................................................................................5
P2 Evaluation of sales structures and their benefits with specific examples in hospitality
industry........................................................................................................................................5
P3 Various importances of having sales oriented staff in hospitality sector within
organisational context.................................................................................................................7
P4 Assessment of different sales distribution channels and their uses with relevant examples. 8
TASK 3............................................................................................................................................9
P5 Analysis and application of successful selling principles within hospitality sector..............9
TASK 4..........................................................................................................................................11
P6 Importance of sales strategies for profitability & incorporation in accounting management
...................................................................................................................................................11
CONCLUSION..............................................................................................................................12
REFERENCES:.............................................................................................................................13

INTRODUCTION
Market competition in today's world is increasing day by day with launch of new
products & technology. Therefore, main purpose of organisation is good sales management of
product or service with increased profitability. Sales management is a process of development,
coordination and implementation of sales activities with appropriate use of techniques or
strategies to achieve sale target goals. Corporations in hospitality industry such as Premier Inn, a
well established British chain of hotel headquartered at Dunstable, United Kingdom use different
sales management tools to operate hotel at different locations. The following report comprise of
different key principles, sales structures, reporting methods with important benefits in sales
management.
MAIN BODY
TASK 1
P1 Determining key principles, sales planning importances, selling and reporting methods in
sales management
Success selling require proper management tools to be applied by organisation to manage
cost of sales, long distribution channels, increase profit margins etc. Management of sales is
wide concept that focuses mainly on achievement of business goals as well as increase in sales-
volume with systematic handling of sales persons. In relation with Premier Inn, following basic
principles of good sales management leadership are adopted by managers discussed below:
Key principles of Good sales management
Consistency: This is primary principle of successful selling within organisation as
application of every management philosophy need consistent following of set guidelines or rules
by sales managers to achieve company target effectively. In context of Premier Inn, leaders have
set time deadlines for sales workers to be accurate in reaching office from morning till evening
for effective sales management.
Delegation of work authority: Main purpose behind adopting this principle within
organization is to achieve sales targets through teamwork as every activity cannot be only
performed by single individual (Akturk, Ketzenberg and Heim,2018). Micromanagement of sales
is adopted by Premier Inn to delegate task authority to staff members. Delegation therefore
provide sales employees freedom of taking self decisions and use creativity in sales.

Equality: This principle lay emphasis on fair treatment to every employee performing
sales activities at workplace. Every employee should be equally responsible and accountable
within organisation in a fair manner. Premier Inn, provide various training programs to different
background staff members for promoting gender equality, freedom of speech and reduce
discrimination at work etc.
Conviction: This is very significant yet tough principle to follow by a sales manager.
This is defined as choosing best alternative option with anticipating apparatus. In relevance with
Premier Inn, this step require proper evaluation of consumer market trends & product analysis.
Before application of above principles sales manager need to know different factors such
as pros and cons of product, location they are selling and use of product. Sales management is
important for chosen firm to successfully sell company product or services mentioned in
following points:
Helpful in launching new product: Sales management give direction to manager on how
and when to bring new product in market. In relation with Premier Inn, before launching a new
product or service in market it is important for manager to follow key sales principles useful for
minimum wastage of resources, attract consumers at large, launch new technology or product in
hospitality sector etc.
Reduce selling cost expenditure: Chosen firm is able to minimise overall expenditures of
firm by optimum utilisation of scarce resources. In relation to respective company, Premier Inn
have come up with various innovative technologies that has helped them promote product easily
with less manual labour work.
Enhances profitability: Sales management help regulate various sales activities it help
organisation reach up to expected profit margins as per set standard budgets.
Sales management consist of two significant aspects too that help manager run business
operations that are sales planning and reporting methods stated below:
Sales planning: This is an effective process of formulating suitable strategy for future
sales targets by ways of total goods sold, anticipated sales, pricing strategy, etc. So, Premier Inn
create consistent sales planning written blueprints that comprise of sales tactics, resources to be
utilized, time duration, market analysis etc.
Sales reporting: This is a documents record that keep track of daily sales, employee
performances, achieved targets on consistent basis etc. for proper management of company sales.