Management in the 21st Century

This document discusses the key principles of sales management, benefits of sales structure, importance of sales oriented staff, and successful selling techniques in the hospitality industry. It also explores the significance of developing sales strategies for highest profitability and incorporating account management within sales structures.

Management in the
21st Century

Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
Key principles of sales management and analyses of these principles the way they are
different in response to consumer and organisation behaviour...................................................3
A coherent, fully justified critical analyses of benefits of sales structure and application of
different types of sales structure in Rosewood London..............................................................5
The importance of having sales oriented staff and different sales distribution channels in
hospitality industry......................................................................................................................5
Evaluation of key principles and techniques for successful selling and their contribution in
maintaining and building healthy relations with guests in Rosewood London..........................6
Concluding Statement.................................................................................................................7
TASK 2............................................................................................................................................8
The significance of developing sales strategies that return highest profitability and
incorporating account management within sales structures........................................................8
Analysis of ways in which core finance principle and successful portfolio management led to
increased profitability and competitive edge for hospitality business......................................10
Critical analysis of recommendations on sales structure and approaches can improve financial
viability.....................................................................................................................................12
CONCLUSION..............................................................................................................................12
REFERENCES..............................................................................................................................13
Books and Journals:..................................................................................................................13

INTRODUCTION
Sales management refers to the strategies of a business that have their focus on tools and
techniques which can be used to boost and management of sales in organisation. Sale
management is a team work and it cannot be achieved by a single person(Larres and Wittlinger,
2020). It is a compulsory operation among all the operations in the organisation. Sales manager
is a person who holds the responsibility of managing sales in the organisation. Rosewood
London is a luxury hotel in London. It provides for various amenities to their customers which
attracts lot of guest to visit in the hotel. It is one of the finest hotel of capital of England that is
London. This report contains various principles which is required for management of sales. They
can be different in response of different in behaviour of consumers and organisation. There are
several benefits of having sales structure which varies in different organisations. It also contains
that the importance of having sales oriented staff in hospitality industry. There are significant
principles and techniques of selling which helps in maintaining healthy relations with the
customers. This report also contains importance of development of sales strategy and its
importance in the profitability of the organisation.
TASK 1
Key principles of sales management and analyses of these principles the way they are different in
response to consumer and organisation behaviour.
There are several principles of sales management which needs to be understand by a sales
manager of Rosewood London to manage sales in the organisation. The basic four principles of
sales management are explained below:
Consistency: Consistency is most important principle which needs to be followed in an
organisation. It does not mean that organisation should follow inflexibility. But flexibility should
not be used in wrong manner. According to this principle, the rules and regulations which are
formulated for the employees needs to be followed in consistent manner. In context of Rosewood
London, the employees needs to be punctual towards office hours.
Delegation: Delegation refers to the transfer of authority and responsibility to the lower
level of management(Istighfaroh and Nuraeni, 2020). In order to manage sales in the
organisation it is necessary to delegate some of the responsibility to the lower level management

to diversify the work and effective decision making in the sales department. It also helps sales
representatives a required freedom to give their best in their jobs. It results in building of trust
between employer and employee. In context of Rosewood London, the manager puts delegate
the handling of sales to their representative and provide them freedom to give services to the
customers to attract them in the hotel.
Equality: It states that there must be equal treatment with the employees and somewhat
related to the consistency principle of sales management. It helps to motivate representative in
the organisation otherwise they started feeling that other employees are getting preferential
treatment in the organisation. In Rosewood London, they also follow the principle of Equality as
it is essential to increase bookings in the hotel (Law, 2020).
Conviction: It is really tough for a sales manager to deal with hard choices and bad
conversation with customers. In order to maintain decorum of the organisation it is essential to
have representatives who have the patience and can avoid their short term pains. In Context of
Rosewood London, they should ensure that the representatives are polite in nature no matter how
much business they are providing to the hotel if they are not polite with management as well as
customers it will create an toxic environment in the hotel.
Analysation of the importance of sales management principles
Sales management is an important part for any organisation which provides business and
lead to development of business. In context of Rosewood London, sales management team is
responsible for attracting more and more customers to the hotel. It increases the net profit of the
business which results in expansion and growth of the Hotel. In Rosewood London the
importance of Sales management is given below:
1. Goal focused – The sales management team of Rosewood London regularly frame
policies to increase sales of an organisation. They are responsible to achieve those targets
which are provided by higher level management.
2. Continuation of the sales targets – With achievement of last target the target provided
to the sales team are continuously increased by the authority to keep them motivated to
perform well and provide more business to the organisation.
3. Strong relationship with the customers – The sales team of organisation is responsible
for healthy relationship with the customers(Mehrotra, 2020). In context of Rosewood
hotel they are responsible for the revisit of the guests of hotel by maintaining good

relations with them.
A coherent, fully justified critical analyses of benefits of sales structure and application of
different types of sales structure in Rosewood London.
The sales structure refers to the dividation of sales team into some specialised groups
according to their capabilities. It is beneficial divide individual in a team so that work of
particular nature can be assigned to them(Retsikas, 2020). Having a sales structure helps the
organisation in having accuracy in forecasting of sales. It helps to improve performance of sales
team. The sales structure of an organisation is depend upon the type of hotel, their size and
budget of the Hotel. Rosewood is a large hotel having 262 rooms in which they have 44 suites
and 3 restaurants. As it is considered in large hotel they have a good sales and marketing
department which consists of general manager under whom various departments are segmented
that are department of convention sales, public relation and Advertising, travel and trade, online
marketing and revenue manger. Under these departments they have various managers who
manages different sales executive who provide and coordinates sales of the organisation. The
persons who are responsible for handling each department are considered as directors of those
departments and the person who are under them are managers who manages sales executive and
provide them training to enhance sales for the organisation and also responsible to guide in them
in their respective area. These department are assigned on the basis of customers in the
Rosewood Hotel. The business clients are handled by different manager and executive while the
travel and tourism client is handled by different sales executive.
The importance of having sales oriented staff and different sales distribution channels in
hospitality industry.
Importance of sales oriented staff in Hospitality Industry
The sales oriented staff refers to those people of staff in the organisation who are motivated as
well as dedicated to make sales in the organisation. Organisations uses various methods to make
their staff sales oriented as it is every essential to improve sales. They provide them training to
make them understand the product and services offered by the organisation. The sales oriented
staff in the organisation helps them to understand the competition in a better manner as they are
the one who are directly connected to the customers(Duarte, 2020). If the staff is sales oriented
they communicate this information to the higher level management which helps them in better
decision making. A sales oriented team in hospitality industry helps the organisation in building

a brand image in the society. They will attract new customers and build healthy relations with
them it helps them to get or maintain loyalty with the customers. Having sales oriented staff in
the organisation helps them to provide their best of services to their customers. Sales oriented
staff understands the value of customers and attract more and more to the organisation.
Importance of Different sales distribution channels in Hospitality Industry.
The hospitality sector involves customers from several places especially tourist. The sales
of organisations in hospitality industry is majorly depends on the tourist which came in the
country from several places(Ruby and Li, 2020). The availability of distribution channels creates
a positive impact on the customers that the hotel provides for good services to their customers.
Various chains of organisations helps them to get more and more customers and help to create
some of the loyal customers for the organisation. The distribution channel includes several
people in between like wholesalers, online travel agents, retail travel agents and many more.
Generally in order to increase their sales the Hotels has tie up with these agents and
intermediaries. They are the persons to whom the tourists are connected and they suggest them
the hotels they can stay for good experience. When they have tie up with these hotels they advice
their customers to stay there which increase sales in the hospitality industry.
Evaluation of key principles and techniques for successful selling and their contribution in
maintaining and building healthy relations with guests in Rosewood London.
Successful selling of the services of Hotel requires several techniques which are to be followed
by the sales team to increase sales in effective manner in the Hotel. These principles and
techniques are provided below:
 Should know how to retain the client – The representative have the quality to retain the
client and build healthy relations with them. Healthy relation with clients makes them
feel connected to the organisation. This feeling of connectivity in the customer attract
them to give more visits to the hotel. This needs a proper research about the nature and
behaviour of customers to know them in better manner. The services provided by the
organisations in the hospitality industry should be in best manner and fulfils all the
requirements which sales representative promise customers to provide so. The healthy
relations can be made in the organisation only if they are sales representative are truthful
to their clients(Omegna, 2020). In context of Rosewood London they keep research of
their clients to understand the motive of their repeated visit. They also take feedbacks of

their clients to provide them better services in their next visit. The technique the hotel use
to retain their customers is they identify their VIP customers and personalise their
experience for their revisit in the hotel.
 Upgrading social media outlet – In this modern era of social media where every one is
connected with each other through social media, it is essential for organisations to update
their social media websites. Social media serves as a means to connect with large number
of customers and understanding the new market trends. In respect of Rosewood London,
their sale are depend upon the experience they provide to their customers. If they update
the experience of customers on social media the services they introduce time to time in
their hotel, it will result in attracting more and more customers to their hotel(Kerrigan,
2020). They collect several pictures and videos in which their customers are enjoying
their services and update them on their sites which creates a point of attraction on their
website.
 Making sense of data – There is a lot of data which is collected by business organisation
from various sources. The data is very useful for any business to achieve success. The
data collected needs to be interpretative so that it can provide data to improve sales. In
context of Rosewood London they collect their data from sources like feedback from
customers, social media, enquiries and many more. The sales team use this data to
provide offers to the potential customers. Various seasonal offers which are introduced
by hotel are send to the potential customers in several ways. It also helps to provide
several complaints of the customers which can be solved by the hotel to make their visit
on repeat basis in the organisation.
 Understanding and Utilising Technology – As the use of technology is increasing day
by day it emerges the high need for using as well as understanding the technology. In
respect of Rosewood London, they also use several technology to increase their sales.
They use digital marketing for the promotion of their hotels. They also provides for
various amenities which have latest technologies(Kovalevsky, 2020).
Concluding Statement
According to the above discussion it is clear that sales management is very essential in
order to grow in the hospitality industry. There are several important principles which needs to
be followed in an organisation for the better management of sales in the organisation. These

principles are designed according to the response organisations get from the behaviour of
organisations and consumers in the organisation. There are different types of sales structure hich
are followed by different hotels. It helps them in departmentalisation of different segment of
sales and attend different types of guests in an effective manner. It is very essential for any
organisation to have a sales oriented staff and various sales distribution channels to enhance sales
in the organisation. It also helps to understand principles and techniques which are important for
successful selling and which helps to maintain and build good as well as healthy relations with th
guests in hospitality sector.
TASK 2
Sales strategies refers to the strategies which are formulated to manage sales in the
organisation. As a part of finance is also allocate to sales department for increasing sales in the
organisation. A proper plan needs to be followed to use that finance. This project contains the
importance of formulation of sales strategies which helps in getting high profitability for
business(Wingfield, 2020).
The significance of developing sales strategies that return highest profitability and incorporating
account management within sales structures.
Sales strategies play vital role in performing sales targets in order to achieve goals and
objectives. Every management function whether it is related to selling, production, marketing or
any other require effective strategies to carry out performance by taking guidance of set paths.
These strategies provides a framework on how to move toward the targets. Managers of
Rosewood London, entitles to plan and implement strategies that are suitable for their
organisation. It contains much significance by building strategies according to the requirement of
hotel. Several sales strategies are conducting to generate higher profitability in increasing sales
into market.
Be flexible: this strategy has much relevance into the market. As consumer and market have
flexible demands and trends that are expected by organisation to fulfil effectively. An
organisation could think of increasing their sales only by performing into dynamic market and
accept all trending elements that influence on buyers persona. Flexibility involves the targets of
managing customer needs and wants into leading competitive market. There are a lot old hurdles
faced by organisation to implement quick change as per requirement. For that instance, needs for

sales strategies arises to develop a type of culture in which flexibility move like water. Managers
of rosewood London must guide employees in such a manner to accept changes into demands
very often an prepare themselves top initiative in fulfilling each customers need so that it could
not left with unsatisfactory performance of hotel(McCausland and Vossler, 2020).
Seasonal Pricing: Under this strategical development, price must have decide by taking seasonal
requirement into consideration in order to make sales and eliminate unsold option for stock.
mainly organisation use this strategy when seasons of the product is nearby to gone. Managers
applies seasonal pricing for say discounted pricing options to make sales as much as possible.
9In hospitality industry like, rosewood London make the seasonal food, drinks and room services
available at low prices. Whereas, demand off high seasons rise up prices for the same products
due to requirement of many. It is an advantage for hotel and other hospitality sector that they
could make change in price whenever they want but considering looking out other competitors.
People are usually ready to pay at hotel serving during occasions where hotel Rosewood enjoy
high profitability and decline in price in off-seasons.
Perfect sales pitch: Sales pitch refers to the strategies in which organisations main their
professionalism while making customer attract towards product or services. Sales pitch are the
strategical development of organisational product in which they set targets how to set prices
with each level of production and selling unit. This strategy mainly influence in maintaining
confident behaviour while treating customers and make them understand about features and
creditability of products and services provided. Rosewood London provide employees training
and leadership programmes in which they learn how to play a role of attractive marketing
manager who could influence clients through their words and professionalism so that not client
will get unaware of one time experience of hotel tour, through which sales get increase,
customers get permanent and profitability enhance(Cuervo, 2020).
Reward and recognize: this strategy is mainly influence on the performance of employees and
team work which made possible efforts in making the target possible to achieve. Organisation
culture must be evaluate to keep the things motivated and dedicated by enhancing appreciation
and happiness into little achievements. Targets and goals could only be achieve by taking one
slight step . No organisation could touch the heights directly, there must be clearance of middles
paths to reach destination. Small wining needs to be appreciated and celebrated within the

organisation so that employees feels value into their efforts also, get motivated to perform with
more dedication.
These sales strategy are majorly concerned about attaining sales target within the
organisation (Asher, 2020). This needs to be well performed, cooperation, together efforts,
financial funding and all the operational activities must be considered to increase in sales as
well as profits. Rosewood London has effective workforce, smooth functioning and achievable
targets are the best part of organisation.
Analysis of ways in which core finance principle and successful portfolio management led to
increased profitability and competitive edge for hospitality business.
There are several principles of core financial performance to maintain profitability and
productivity under hospitality sector. These principles are useful for attaining desired target to
pool up targeted selection of financial resources. Finance principle are useful in distinguishing
level of funding each department requires into management of sales. Profitability is depended
upon cost factor which could get minimize by ensuring involvement of financial resources into
better manner. There are several important principle in relation with Rosewood hotel:
the matching principle: this principles helps in analysing money flow by comparing it top
expenses incurred during receiving money at hotel premises. This principle mainly undertaken
by small hotel which have limited facilities and gets their accounts maintained regular basis.
Through the principle working capital get assured eliminate wastage of money into unnecessary
area. Due to lack of manpower an sound management, there must not be the maintenance of
proper records towards cash outflow and inflows and financial accounting gets disturbed when
P&L account will not match. In order to remove thes3e crises, hospitality industry take records
of payment via computers.
The materiality principle: this principle put influence on undertaking each and every tiny
expenses that hotel incurred during their business hours which needs to be recorded into balance
sheets(Espeleta Maestre, Llorente Oliveros and Ramos Marulanda, 2020). No expenses would
left idol whether it is miscellaneous of any others. Materiality principle focus on every material
the hotel is using to operate for running their business to get the exact cost of process and
eventually exact revenue will reflects. In hospitality industry, the work and area of serving is

huge and complex that requires material in bulk no matter sit get used or not. But a matchstick
would consume cost so that it needs to be written down into accounts before its closure.
The business entity principle: this principle is all about distinction of separate entity in relation
with organisational assets and liabilities. This principle considerable part from the sole
protectorship firm, such as limited liability or partnership as the owners of these company liable
up to their capital contribution and enjoy limited liability over companies assets. In that case,
hospitality industry runs not all where one owner may die, but the organization will continue to
run as per the function of perpetual succession.
Successful portfolio management:
a successful portfolio is a group of various project activities that must be in order to
manage and run projects. In order to make it successful, there comes first need to analyse ability
and capability of organization so that, analysis could become made about financial funding.
There are key elements or successful portfolio management:
project selection: this element consist the fact that there should always make selection of project
as per organisational abilities for which Rosewood London need to go through with its relevance,
efficiency criteria, income and expense evaluation. These factors must be taken care while
selecting project to increase profitability. Here comes the importance of core principles of
financial performance through which, the hotel could analyse expected cost from past results in
order to make standard costing for their new project.
Resources: another next eliminator components of portfolio management is to gather resources
as per selected resources in terms of financial limits. These resources must be settled in terms of
analysing cost factor and availability to acquire only limited and avoid wasteful substance from
the organisation As the resources are scare and limited which make organisation to think about
its fuller optimization(Gillett and Tennent, 2020). No organisation has all the resources to fulfil
its availability into pool of departments. So that, Rosewood London need to first accumulate the
actual requirement of resources so that, no extra expenses would get incurred at workplace.
Information: this elements focus on attaining a relevant sources of information through which
managers and employees could make effective conversation in relation with the objectives, paths
and guidelines. The information needs to be shares accurately and promote accountability in
order to miss conduct of performance mainly while choosing for financial sources. Rosewood
London must concern about conveying information through the relevant source as they have

complexity in working this will result in increment into sales and profitability grow within
organisational context.
There are a lot of benefits of project portfolio by considering financial principles as financial
positions an methods of the company reflects how the potential company contains to take part
into project success. .benefits of using principles is to analyse effectiveness of project cycle by
ascertaining resources and information sources. These benefits include all the relevant factors
that are must required into hospitality industry.
Critical analysis of recommendations on sales structure and approaches can improve financial
viability.
The recommenced strategy involves financial stability to boost the performance criteria
into the organisation in order to be productive and profitable into the organisation. There should
be the concept of effective cost reduction methods and professional experts to undertake
financial decisions appropriately(Gillett and Tennent, 2020). These factors will increase sales
strategy of the organisation. Rosewood must be incorporate with the strategies of take advantage
in competitive market by building employees trained towards selling techniques and efficiency
within organisation.
CONCLUSION
From the above discussion it is concluded that sales management provides an structure to
organisation to manage sales. The finance used for increasing sales is very essential in the
organisation and it should be used very precisely. In order to use it in precise manner it is
essential to develop proper strategies for sales. In accordance to the strategy formulated for sales
the amount is incorporated in the structure of sales. The finance principles and portfolio
management helps in increase in profitability in the organisation. There are several
recommendations also which helps the Rosewood London about how the various sales strategies
and approaches can help them to improve their financial property.

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