Sales Management in Service Sector

Sales Management in
Service Sector

Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
P1 Explain the key principles of sales management in relation to the importance of sales
planning, methods of selling and sales reporting...................................................................3
P2 Evaluate the benefits of sales structures and how they are organised using specific
organisational examples.........................................................................................................6
Benefits of sales structures.....................................................................................................6
TASK 2............................................................................................................................................6
P3 Explain the importance and advantages of the concept of ‘selling through others”........6
TASK 3............................................................................................................................................7
P4 Analyse the key principles and techniques for successful selling and how they contribute
to building and managing customer relationships in application to specific organisational
examples.................................................................................................................................7
TASK 4............................................................................................................................................9
P5 Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures...................................................9
Importance of developing sales strategies..............................................................................9
CONCLUSION..............................................................................................................................11
REFERENCES..............................................................................................................................12

INTRODUCTION
Sales management is a basic process of development of a sales force, coordination of
sales operations and further implementation of the process of sales management. Present report is
based on making analysis of the way travel and tourism industry is focusing in use of different
sales management techniques according to the methods of selling. Present report is based on
Thomson travel group plc that was formed by Thomson corporation of Canada and it was
renamed as TUI AG in the year 2002 (Syam and Sharma, 2018). There is analysis of key
principles of sales planning, benefits of sales structure, importance of the selling, analysing the
techniques of successful selling that can contribute towards managing of customer relationship.
Based on it further sales strategies are to be developed to yield higher profitability.
TASK 1
P1 Explain the key principles of sales management in relation to the importance of sales
planning, methods of selling and sales reporting
Fundamental principles of sales management: some of principles of sales management are
mentioned below:
Managing people individually: For being successful sales department of TUI is working towards
managing their customers as individual units and not as collective segment. In case of hospitality
and the service sector there is highly complex structure of the dynamic range of customer tastes
and preferences. So there is need to analyse the individual customer requirements so that further
marketing & sales strategies are to be customised accordance with such specific needs of
customers (Misra, 2019).
Leading by example: in the sales department employees have to work by following the principle
of leading by a positive example. In TUI there is adherence to all types of procedures, policies
and standards laid by the top management.
Managing of objective information: sales management involves to perform their job based on
the available objective information and not on the basis of personal opinion. Training, coaching
and discipline are some of the aspects that are part of sales management team in TUI where
decisions are taken based on performance metrics and objective information.

Importance of sales planning: Sales planning is very crucial for organisations for the purpose og
planning unforeseen risks that have to be overcome. In TUI sales planning process a benchmark
where the organisation has to reach so that their plan can be modified accordingly. It leads to
driving of creative thinking and enhancing focus for a better picture (Claro and Ramos, 2018) .
(Source: The Importance of Sales Planning, 2020)
Importance and types of selling methods:
Methods of selling: There are different types of selling methods as mentioned below:
SPIN selling: in this the sales person has to identify a situation, problem, implication and need
pay off. This method assist in making the prospect aware of the problems that has to be solved,
implication focusses on negative aspect and need pay off helps in grasping value (Stankic,
Sadricand Perovic, 2019).
SNAP selling: Buyers are general overloaded with information. SNAP selling focuses on way
customers are making decisions so that they can be positively influenced.