Sales Management: Principles, Structures, and Techniques

Sales Management

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
P1. Exploration of key principles related to sales management in relation with importance of
sales planning, selling methods addition to reporting of sales...............................................1
TASK 2............................................................................................................................................2
P2. Evaluation of benefits of sales structures together with the manner they are organised in
Hospitality Company..............................................................................................................2
P3 Explain the importance of having sales orientated staff within the hospitality industry. .3
P4 Assess the use of different sales distribution channels for specific hospitality examples 5
TASK 3............................................................................................................................................6
P5 Analyse the key principles and techniques for successful selling and how they contribute
to building and managing guest relationships in application to specific hospitality
organisational examples.........................................................................................................6
TASK 4............................................................................................................................................7
P6 Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures...................................................7
CONCLUSION................................................................................................................................8
REFERENCES..............................................................................................................................10

INTRODUCTION
Sales management can be defined as the overall coordinating among sales efforts in business
in order to ensure all the sales targets are achieved on time. It is considered as business discipline
that manages sales operations of company as well as majorly focuses on practical application of
methods, practices and mechanisms that are used for sales. It plays essential function in business
aspects as net sales of commodity or service generally draws revenues and profit margins of any
entity. To gain information about sales management, Dorchester Hotel is chosen which is among
top hotels in hospitality sector of UK. The hotel was opened on April 18, 1931 in the Mayfair
city of London, UK (Dorchester Hotel, 2020). It offers unprecedented approaches to consumers
during the stay. It has various spacious rooms addition to suits, with magnificent penthouse
which meets needs of its targeted consumers. The report discusses about principles related with
sales management, merits of sales structure, importance of having sales oriented staff and usage
of diverse sales distribution channels. Further, it analyses principles together with techniques for
selling in successful manner and importance to develop sales strategies as well as incorporating
account management with structures of sales.
TASK 1
P1. Exploration of key principles related to sales management in relation with importance of
sales planning, selling methods addition to reporting of sales.
Sales management is termed as business discipline that is concerned with practical
application of techniques, methods and approaches of sales together with managing firm’s sales
operations. It involves processes for developing sales force, devising sales strategies and so on
for the purpose of enhancing organisational performance. In case with Dorchester Hotel, it offers
wide types of services and products to its clients and audiences. For managing its sales, the
assistant sales managers of the hotel pays proper attention to meet demands of clients through
offering them effective services or products. There are diverse numbers of principles that are
followed by the sales assistant of Dorchester Hotel so to plan sales, methods and mechanisms of
reporting. Some of that are explored below:
Principle of making differences: It is the first sales management principle that is based
on the concept that managers make differences. As per the principle, effectiveness of whole sales
is keen related with effectiveness of managers addition to front line supervisors of company. it is
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well said that managers invests their timings in planning sales practices, methods of selling its
services that leads in satisfying customers and making strong relations with them along with
increasing efficiency that helps in leveraging new accounts. In context to Dorchester Hotel, it is a
hospitality company wherein assistant managers makes entire plans and mechanisms to sell
addition to make report about perceptions of customers by adopting effective marketing
strategies (Magnotta and Johnson, 2020) (Drucker, 2019).
Principle of coaching human resources all time: According to the principle, providing
training for the purpose of coaching sales force all time leads towards improving productivity
and efficiency in effective manner. For example, assistant manager of Dorchester Hotel have
adequate knowledge as well as expertise to plan sales activities, methods and providing training
to sales forces for executing working successfully along with preparing reports for the results.
Principle of lifting entire organisation: The principle states that assistant professionals
plays main role in lifting overall company through devising plans for selling the products and
services to other businesses. For example, Dorchester Hotel offers wide services and experiences
to other businesses such as online websites and many more in order to sell its hospitality
packages to consumers living at distant places. It is duty of the managers of the hotel to plan
ways for promoting sales, methods to sell them and reporting structures for collected required
information.
TASK 2
P2. Evaluation of benefits of sales structures together with the manner they are organised in
Hospitality Company.
Sales structure is described as designing of sales department. In a company, sales structures
have huge bearings on success and failures. These are foundations of all operations which are
carrying forward in a company. In case, if foundation is poor or weak then overall sales
processes have to suffer. All business concerns have sales organisational structure which makes
concentration on proper communication, avoiding work duplication and motivates efficiency,
integrity and coordination between sales personnel. In context to Dorchester Hotel, the company
has made a particular department of sales with effective sales structure in which workings,
responsibilities, authorities and role are allotted to each people. Certain sales structure with
benefits and the ways they are organised in Dorchester Hotel are as evaluated:
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