Sales Management in Service Sector

Sales Management in Service
Sector

TABLE OF CONTENTS
INTRODUCTION......................................................................................................................3
LO1............................................................................................................................................3
P1 Principles of sales management in relation to sales planning, methods of selling and
sales reporting........................................................................................................................3
LO2............................................................................................................................................4
P2 Benefits of sales structure in the hospitality industry.......................................................4
P3 Importance of having sales-oriented staff in the hospitality industry...............................6
P4 Use of different sales distribution channels in hospitality industry..................................6
LO3............................................................................................................................................7
P5 Key principles and techniques for successful selling.......................................................7
LO4............................................................................................................................................8
P6 Importance of developing strategies for higher profitability............................................8
CONCLUSION........................................................................................................................10
REFERENCES.........................................................................................................................11

INTRODUCTION
Sales management is an inevitable activity of the business organization for achieving
the desired goals. It includes various activities with high risk because of which top
management considers it as the top priority. The sales team decides the success of the
business. In this report, hotel Marriott International is taken which is an American
multinational hospitality company. It has the broad portfolio of hotels and lodging facilities.
This report provides an insight about the key principles of sales management, benefits of
effective sales structure. It also includes principles of successful selling and the importance of
developing strategies for yielding higher profitability.
LO1
P1 Principles of sales management in relation to sales planning, methods of selling and sales
reporting
Sales management refers to establishing the coordination and control of people and
resources in the organization with the core objective of attaining organizational goals. The
goals of the organization can be any such increase in sales, higher growth and profitability.
The important elements of sales management are stated below.
Sales planning
Sales planning is an important element for effectively managing the sales which
mainly concerns with the setting the required and right sales goals. It includes sale
strategizing, setting target sales units, quotas, demand and supply management and demand
management.
Staff recruitment
It is also an integral part of sales management which includes job analysis. The sales
manager is required to make sure which positions are open and the right person is at the right
place (Dzhandzhugazova and et.al, 2016). Job analysis is conducted to determine what tasks
employees will be undertaking on a regular basis A complete job description is formed which
provides complete details about the work to be carried out about a particular post based on
which job qualification is determined.
Sales reporting
In this, the key performance indicators are used to determine the performance of the
workforce (Okumus and et.al, 2019). These indicators help the manager in identifying the

deviations in the outcome which can be used to identify the cause for it so that actions can be
taken. The sales report is passed on to the top management to examine the overall
performance of the sales team.
Different methods of selling
One-off selling: In this method, maintaining or establishing the relationship is not
important. It is like sales in small food chains.
Relationship selling: It is the Business to Business (B2B) selling where one company
sells its product or services to another. For example, B2B outsourcing of hotel staff, whole
sale food purchasing, hotel maintenance activities performed by outsiders (Pyanikova,
Kovaleva, and Zaikina, 2018). B2B is very important in hospitality industry to maintain the
required facilities.
Customer-centric selling: Making a positive experience and environment around
customers is very important in hospitality industry. This approach adds value to the
organization which gives it a unique competitive edge as customers stays for a longer
duration and spends on the extra services. Thus, selling is required to be customer centric.
Principles of sales management in response to consumer and business buying behaviour
For consumer buying behaviour, the core principle of sales management is to identify
the needs of the customers which is the proactive part of the business strategy. For example,
the customers need spa services in the hotel which increases the need for the hotel to include
these services for meeting the needs of the customers.
In case of business buying behaviour, the company is required to evaluate suppliers. It
has to obtain quotes from different suppliers before making the actual purchase. It also taken
into consideration the reputation of the business before entering into contract or deal. It is
also connected to the changing needs of the consumers.
LO2
P2 Benefits of sales structure in the hospitality industry
The sales structure in the organization is the way in which the sales department is
structured in order to carry out its entire sales process. It includes cold calling, business
development, sales processing etc. An effective and implementation of right sales structure is