Management in the 21st Century

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