Sales Management in Service Sector

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.