Importance of Sales Management in the Hospitality Industry

Management in the 21
st century

Table of Contents
INTRODUCTION................................................................................................................................3
TASK 1 ................................................................................................................................................3
P1 Analyse key principles of sales management in relation to importance of sales planning,
methods of selling & sales reporting ..............................................................................................3
TASK 2 ................................................................................................................................................5
P2 Evaluate benefits of sales structures & how they are organised using specific organisational
examples..........................................................................................................................................5
P3 importance of sales oriented staff in hospitality industry...........................................................7
P4 Assess the use of sales distribution channel In the hospitality industry.....................................8
M2 Critically evaluate implementation of various types of sales structures..................................9
TASK 3 ................................................................................................................................................9
P5 Discuss key principles & techniques for successful selling and their contribution towards
building or managing relationship ..................................................................................................9
M3 State the application of successful selling principles & techniques in application to
organisational context ...................................................................................................................11
TASK 4 ..............................................................................................................................................11
P6 Discuss importance of developing sales strategies that yield highest profitability &
incorporating account management within sales structures ..........................................................11
M4 Examine how finance principles & successful portfolio management can lead to increased
competitive edge............................................................................................................................12
D2 Evaluate & make recommendations on how sales structures & methods can improve
financial viability ..........................................................................................................................12
CONCLUSION .................................................................................................................................13
REFERENCES...................................................................................................................................14
Books & Journal:...........................................................................................................................14

INTRODUCTION
In organisation, concept of selling is crucial which is required to be adopted so that goals
& objectives are accomplished. Sales management is concept which focuses on developing of sales
process, activities, coordination & cooperation and sales operations (Chase, 2019). Main aim of this
report is to critically analyse the impact of sales management in business. London House Hotel, a
three star hotel located in London. The hotel provides fine dining and room services within a budget
of guests & audience. This report comprises of principles of sales management, benefits of sales
structure, importance of having sales oriented staff, use of sales distribution channels, contribution
of key principles & techniques for successful selling and importance of developing sales strategies.
TASK 1
P1 Analyse key principles of sales management in relation to importance of sales planning, methods
of selling & sales reporting
In enterprises, sales planning is crucial concept on basis of which firm is able to generate
higher profit & sales revenue. In relation of London House Hotel, they too focuses on sales
management which assist them in managing of every activity which is linked with sales process.
Further, it is also examined that there are various types of principles which are described as follows-
Retention –
It is essential principle of sales management in which main aim is to increase the retention
period of customers as well as clients. This is because market situations are flexible & too deal with
such situations, retention is important. In reference of London House Hotel, they have provide
affordable services to customers which increases their expansion of business (Cuevas, 2018).
Making sense of data-
It is another principle which is needed and it is necessary to focus on collection of
information & data so that it is easy to target audience fulfil their needs or demands specifically.
Information as well as data can be gathered through various sources which are easily accessible. So,
in viewpoint of chosen hotel, they generate data of clients & guests by social networking sites &
secondary sources (Dombrowski, 2017).
Sales planning
Sales planning refers to process or procedure which is used by entity to identify the activities
as well as resources which are needed to fulfil the objectives of business. It is critical process which
require appropriate level of knowledge & understanding of market so that planning is done in most

effective manner. In relation of London House Hotel, they conduct their sales planning on basis of
brainstorming sessions, group discussions which helps in implementation of planning & strategies
effectively.
Sales reporting & methods-
Sales reporting is to be defined as a written document which is used for overview the sales
activities & analysis within a firm. It basically reflects the changing trends, sales volume & sales
funnel as well as performance of sales person. In relevance of selected hotel, they uses sales
reporting in such a way that they are able to manage every activity within sales management. There
are different types of sales report such as weekly, monthly, annually which are prepared by entity
(Gu, 2017).
Hence, explained paragraph shows that it is essential for hospitality industry to have
relevant knowledge of these sales planning, reporting and methods so that it is easier to do selling
in effective manner.
M1 Examine how principles of sales management will be different in response to consumer &
business buying behaviour
Principles of sales management are important which are to be considered effectively so that
positive output is easily generated. The use of principles are applied depending upon situations and
analysis. They are different in response to consumer & business buying behaviour which is
explained below-
Consumer behaviour buying process-
This process focuses on how to influence the needs or decisions of consumers to make the
sales. It comprises of several stages like problem recognition, information search, evaluation of
alternatives, purchase decisions, purchase and post purchase evaluation. So, principle of sales
management is used in different way because they used for concern of customers thinking (Hải,
2019).
Business buying behaviour process-
It is different process of consumer behaviour in which it focuses on using of sales
management principles with aim of increasing business revenue through analysing behaviour of
individual. It includes eight stages which are problem recognition, problem description, information
search, supplier evaluation & selection and post purchase evaluation. The principle of sales
management such as sales is all about relationship is used differently with wide procedures as
compared to consumer buying behaviour process (Hirvonen, 2019).