Sales Management in Service Sector

This report discusses the principles of sales management, sales planning, methods of selling, and sales reporting in the service sector. It also evaluates the benefits of sales structure, explains the importance of sales-oriented staff, and assesses different sales distribution channels. Additionally, it analyzes the key principles of selling in the hospitality sector and determines the importance of sales strategies to increase profitability.

Sales management in
service sector

Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
P1. Identifying the principles of sales management and importance of sales planning and
methods of selling and sales reporting.........................................................................................3
TASK 2............................................................................................................................................4
P2. Evaluating the benefits of sales structure..............................................................................4
P3. Explaining the importance of sale orientated staff................................................................5
P4. Assessing the different sales distribution channel.................................................................6
TASK 3............................................................................................................................................8
P5. Analysing the key principles of selling in hospitality sector.................................................8
TASK 4............................................................................................................................................8
P6. Determining the importance of sales strategies to increase the profitability.........................8
CONCLUSION..............................................................................................................................10
REFERENCES..............................................................................................................................11

INTRODUCTION
Hospitality sector is broad category that include many service industry such as lodging,
food and drink service, event planning and transportation. The role of this sector is to satisfy the
costumer and catering the needs to them in order to increase their business and enhance their
market base (Demirçiftçi and KIZILIRMAK, 2016).
In this report the chosen hotel is Corinthia Hotel London, which is situated at
Northumberland Avenues and Whitehall Place in central London. In this report, the topic that
covered are the understanding of principles of sales management in hospitality industry and
evaluating the advantages of sales structure are organised and discussing the importance of sales
oriented staff. Apart from that analysing the principles of successful selling within the sector to
ensure better functioning of management and understanding the importance of developing the
sales strategies that will facilitates the organisation to improve the profitability and success in the
company.
TASK 1
P1. Identifying the principles of sales management and importance of sales planning and
methods of selling and sales reporting
Sales management refers to the process of sales force and deals with coordinating sales
operations and implementing sales technique that helps the business to constantly increase the
sales target and foster the performance of organisation (Jaremen, Jędrasiak and Rapacz, 2016).
In the selected Hotel, this sales management will help the flourish their company and increasing
the competitive marketplace. Following are the principle of sales management in the relation to
selling and reporting are as follows-
 Planning- In the sales management it promotes the planning of many activities and
functions which helps in improving the overall management of organisation. It comes
with many processes that facilitates in improving the sales department and coordinating
the other departments also to ensue better results. In the context of Corinthia Hotel, this
helps in improving the effectiveness in the management and leads to achievement of
growth. This facilitates on reporting all activities and functions to the sales department
properly and concern with adequate selling in the Hotel.

 Co-ordination- This also leads to integration and co-ordination of all the activities and
operational functions to facilitates in effective management of different people in groups
and encourage the positivity and disciplinary action. In the context of Corinthia, this
improve the coordination and appropriate way to find the way of solution and foster the
productivity (Kaushal, T, 2017). This helps in providing the essential information related
to the sales to other department which useful in reporting and its main focus is to
develop the sales objectives and increasing the selling activities.
 Goal oriented- Sales management helps in improvement in the overall buskins
operations and managing the all groups and ensure that everyone is justified all rules an
regulation. In the context of chosen Hotel, this focuses on achieving the goals and
objectives that helps in follow the golden rule of sales management and gives major
discipline and training the people and hit the common goal of the organisation. It also
supports in accomplished the reporting objectives and fulfilling the main role of
company by making all the targets achieved.
Method of selling- In recent times there are certain methods that will help in making effective
selling techniques to sell the products. Following are selling method are as follows-
 SPIN selling- This selling that refers to asking the questions and induce the buyer to talk
and through sell person able to know their interest. This concern with situation, Problem,
Implication and Need pay-off to handle the sells method.
 Sandler sale method- This encourage salesperson to act as reliable, trustworthy and
actually convince the seller to sell to buyer and this involve in-depth and heart to heart
discussion.
 Solution selling- In this salesperson act as expert consultant and ask question to
determine the prospect need. In this goal is to form long term bond by putting customer
first.
Method of sales reporting-
 Promotional sales report- This report measure the performance of promotional efforts
done be seller. In the context of Corinthia Hotel, this helps in measuring the
effectiveness of the seller that has put in to increase the sales.

 Daily call report- This shows how many times seller calls its customer and what they
talked about and further action. In the context of Corinthia hotel, this identify the effort
done by seller and through it could easily achieve their goals.
TASK 2
P2. Evaluating the benefits of sales structure
Sales structure refers to the design of sales team and play role in significant in the success
of an organisation and it become very important to build the sales structure to support the
company growth. This is quite difficult to find relevant organisation as per the requirements in
the company and this facilitates in outline the market segmentation with sales force size to
support the company goals. In the context of Corinthia, there are many organisational structures
that exist and it is important to adopt the best suitable structure. Following are the-
 Geographical structure- This also known as territorial sales force which facilitates in
assigning the each sales rep to particular geographic area. This is leads to low cost for
the company and helps in reaching the maximum amount of costumer in selected area.
In the selected hotel, this helps in targetting and understanding the taste and preferences
of costumer according to the specific locality and will increases in providing the
relatable services to them to grab their interest. This also supports the numerous ways
that deals in many specific benefits to the company and promotes the low duplication of
efforts.
 Product sales force structure- This force area deals with products or product groups
ignoring the geographical territories and helps in developing the product expertise. In
the context of Corinthia, this will foster the product and services deliver to its costumer
and also they able to guide the management about the selling efforts that must be
adopted.
 Market based structure- This concern with customer sales force structure that
increases the sales reps by costumer or industry and ot improve the relationship with the
customer (Zekan, Önder and Gunter, 2019). In the context of Corinthia, this structure is
strategically allocated to different markets and that is very useful in certain ways as they
prefer to deliver the market which is more profitable and has some scope of expanding

the hospitality services. This is more important to consider the needs and demands of
customer to provide the high quality services in this sales structure.
 Functional structure- In this structure the responsibilities are divided according to the
place such as sales, account managers, product specialist and many more. This is more
efficient way to increasing the selling activities in the organisation and ensuring the
effective results to better profitability and builds the sales (Sofi. and Hakim, 2018). In
the context of selected hotel, this structure will help in promoting and expanding the
business within the organisational structure. This foster the performance of hospitality
sector when they develop the appropriate sales team to pursuance the costumer to visit
their hotels. This become more easy to guide them as they are employee of the hotel.
P3. Explaining the importance of sale orientated staff
It is essential part of every organisation that they have efficient sales orientated staff to
properly fulfil the objectives of company. Nowadays, this become more important to accelerate
their growth due to tough competition in the market. In the context of the Corinthia, this sales
orientated staff will help in achieving the major purpose and facilitates in delivering high quality
of services to its costumer. In every company the proper sales force is very useful and need to be
adequately defines to achieve the objectives. Following are the importance are as follows-
 Helps in understanding the product and services- This is important to serve the better
competitive advantages to its customer through knowing the strength and weakness. The
first step in effective selling is understand the property and services that serve to its
customer. In the context of selected hotel, this step will facilitates the sales staff to attract
the visitors to visit their hotels and they can do this only after they understanding the
services they provide. If sales staff has adequate knowledge about their product then it
will help the hotel to grow their business more quickly and this also helps in providing
the best method that will enhance their growth and sales.
 Knowing the customers- It is important to build the believe and trust among the visitors
that they are serving high quality hospitality services. So, to attain that it become
necessary to know the needs and requirements of customer so that they could deliver
them accordingly (Patel and Guedes, 2017). For the Corinthia, the sales orientated staff
helps to target their defined customers and also useful in increasing the market base
across the country. As, trained sales staff will clearly identify the demand and needs of

respective visitors and they accordingly deliver them the services that will increase the
trust of visitors towards the organisation.
 Create balanced relationship with customer- As, the main focus of any organisation as
that they build the better relationships with their loyal customers. This could be gained
after giving the appropriate training programs to the sales staff about building the healthy
relations with customers. In the context of Corinthia, this become important to identify
their loyal visitors so that they can easily fulfil their demands and can build the balanced
and mutual relations with them. Through this they will get the long term benefits as loyal
customer will get back to the same hotels.
 To be consistent and reliable- This is will be useful for the organisation in their long
term and reliability also increase the trust that motivate the visitors to book same sales
person (Singh, Gupta and Maheshwari, 2019). It develop the efficiency as orientated
sales staff will develop the overall improvement in the sales department and this inspire
the customers to looking for the same hotels. For the selected hotel, this will promote the
growth of number of visitors in their hotel as they believe that sales staff is so reliable or
trustworthy.
P4. Assessing the different sales distribution channel
Distribution channel is chain of business through which goods and services passes until it
reaches the final buyer and it involves wholesalers, retailer, distributor that take participate in
this process. In the chosen Hotel, this channel plays important role in delivering its services and
make it more efficient in providing the best way to serve them through proper method. This
make it easy for the hotel to fulfil the goals so that they can achieve the objectives. Some of
distribution channel are as follows-
 Hotel online website- This is obvious distribution channel and most cost-effective
marketing tools and it most convenient way to handle the sales distribution channel. This
provide the ideal platform for the selected hotel, that helps in convey the brand value and
deliver the marketing message to target audience. SEO is also carried main factor that
will develop the website and hosting and initiate in sales numbers through increasing the
visitors in the hotel.
 Online travel agents- This is another distribution channel that important in revenue
management strategy and it include the famous OTAs such as Booking.com, Expedia,

Orbitz.com that gives numerous benefits to many hotels. For the Corinthia Hotel, this
makes so easy to target the costumer through online and increase the sales in the
organisation (Permatasari, 2020). This will be useful in generating the customer who are
more mobile users and they accordingly increases the design of their interface of
website. It become important for the hotel to keep the information up-to -date and enure
the proepr description of rooms and other facilitates.
 Global distribution system- This also called as GDS system that is used by travel agents
to book seats and hotel rooms for their clients. This also work as sales distribution
channel that facilitates in improving the process of booking faster and for that they need
some system. For the hotel Corinthia, this is opportunity to attract the across the world
and key way to success the distribution channel and keep the information updated.
 Tour operators- This is new way to increases the sales distribution channel and this
include the curated tour packages that are appealing to guest and design the travel
according to the personalization and experiences (Singh and Meena, 2018). This is new
way to grab them and persuade for the tour. In the context of Corinthia, this channel
might proof as useful method to increase their customer base and that also need to
develop the packages for the customers to increase the sales.
TASK 3
P5. Analysing the key principles of selling in hospitality sector
In the organisation there are certain methods which is used in selling the goods and
services that will help the organisation to deliver the better products to customers. This is
important to understand the some techniques and principles of selling to improve the efficiency.
For the Corinthia, following selling principles will help them to reach new heights and promote
the effectiveness in the organisation. Following are the principles are as follows-
 Selling is relationship- This is necessary to understand that selling is kind of relationship
that need to maintained with its customers (Povoroznyuk, 2017). First thing that need to
understand that buyer will show interest when they are properly convinces by the seller
and its products. For the hotel, this is essential to understand this principle that building
the healthy relationship will help in their long term growth and this will increase the
effectiveness in overall growth.

 Price and value go hand in hand- This is to important to understand that in competition
the major impact is changing in the price of products and influence the potential buyer. In
the context of Corinthia hotel, this is to consider that price of product should not be much
expensive and should give some value to the customers. In the industry price play
necessary role as it decide whether buyer will going to buy that or not. This is essential to
understand that organisation is carried out by good relationships with the visitors.
 Listen to the costumer- This is also important techniques and principles that states that
sales person also need to listen to its customer and understand their needs and problem
and accordingly deal with them (Seraphin, Gowreensunkar and Ambay, 2016). In the
chosen hotel, this principles can be use by sales person that will increase the sales and
profitability through which develop the better understanding between both buyer and
seller. From the effective listening the person will able to satisfy the needs and demand of
buyer so that they can deliver the high quality of services.
TASK 4
P6. Determining the importance of sales strategies to increase the profitability
Sales Strategies- These are the strategies which can be quite useful for the different types
of organizations so that they are able to enhance their overall level of sales without facing
problems and issues. In this way the organizations can ensure that they are able to target a wide
range of customers and can meet out their different types of goals, objectives as well as targets.
Thus in this way the following strategies can be used by Corinthia Hotel so that they are able to
enhance profitability level and can incorporate account management-
 Multiple fronts- When the hotels operate on Multiple fronts this can lead towards a
higher-level of revenues as they are able to ensure that they can reach audience without
facing problems and issues (Rodwin, 2019). Thus by operating on multiple fronts the
hotels like Corinthia Hotel will be able to make sure that they can attract the customers. Membership rewards- Top-class hotels can offer membership rewards to their
customers and clients which can help them in being able to ensure that they can increase
their sales. In this way Corinthia Hotel will be able to make sure that the sales can be
enhanced by offering the loyal customers membership rewards.
The importance of developing these particular Sales Strategies is as follows-

 Enhancing the level of sales- The use of Sales Strategies is important because it can help
a lot in enhancing the overall level of sales within the organizations (Richnak, Gubova
and ZENDULKA, 2016) Therefore it becomes highly crucial for Corinthia Hotel that it is
able to increase the sales amount by using appropriate sales strategies. If the hotel uses
the right sales strategies then it will be able to make sure that it can increase the sales
figures properly.
 Identifying the scope for marketing- Sales Strategies can be helpful in identifying the
scope for marketing of the goods and services. For an organization like Corinthia Hotel it
can be useful in ensuring that it is able to do proper marketing of its different types of
goods and services which will help in ensuring that it is able to attract the customers.
 Increasing the level of profits- Sales Strategies can be useful in ensuring that the overall
level of profits can be increased in the right manner. For Corinthia Hotel, they can be
highly helpful in ensuring that it is able to bring an enhancement in the overall
profitability level so that the hotel is able to make sure that it gains a strategic and
competitive advantage over the competitors in the market.
 Promotion- The use of Sales Strategies can be done by the organizations so that the
promotion of different types of products and services can be done. Thus for Corinthia
Hotel, it is highly important that the use of Sales Strategies can be made so that the
promotion of the services can be done in the right manner.
CONCLUSION
From the above report it is concluded that Hospitality sector has many departments and
services that they used to deliver to their customer and it involves the sector such as travel, food
and packaging. This sector provides the employment to many employees and it mainly deals
with the different services. In this report, it is discuss that sales management has some principles
such as planning, coordination and goal orientated and understand their importance. Some sales
structure are geographic structure, functional structure and market based structure are in
hospitality sector and evaluating its benefits. Apart from that discussing the sales orientated staff
in the management which are very important to increase its overall profitability and success.
Assessing the sales distribution channel such as Hotel own website, GDS System, tour operators
and Online travel agents will help in sales distribution channel and analysing the key principles

and technique of selling. Identifying the sales strategies that will lead to higher growth in the
organisation.

REFERENCES
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