Key Principles and Techniques for Successful Selling in the 21st Century

Management in the 21st
century
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INTRODUCTION.................1
Task 1...............................................................................................................................................1
Explore the key principles of sales management in relation to the importance of sales planning
.....................................................................................................................................................1
Task 2...............................................................................................................................................2
Evaluate the benefits of sales structure and how it organised by selected hotel.........................2
Explain the importance of having sales oriented staff in the hospital industry...........................4
Assess the use of different sales distribution channel for specific hospital industry...................5
Task 3...............................................................................................................................................6
Analyse the key principles and technique for successful selling.................................................6
CONCLUSION................................................................................................................................7
PROJECT 2.....................................................................................................................................7
Importance of developing sales strategies that yield highest profitability and incorporating
account management...................................................................................................................8
How core finance principles and successful portfolio management can lead to increase the
profitability..................................................................................................................................9
Critical assessing of recommendations you have put forward, on how sales structures and
approaches can improve financial viability...............................................................................10
CONCLUSION..............................................................................................................................11
REFERENCE................................................................................................................................12
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INTRODUCTION
Sales management is explained as segment of the marketing mix in relation to any
organization that can help to increase the business performance. Each organization is require to
focus on sales strategies, pricing , product merchandising, sales promotion, distribution function,
planning, staffing, supervising and motivating the sales personnel that can help to attracts the
large number of customers. The report based on Easy Hotel that is international super budget
hotel chain, headquarter in London. This owns and operates the hotel by promoting products and
services. The hotel is located minimum 40 locations that can help to develop the organizational
productivity by managing their customers and providing them best services. This organization
was founded in January 2004 that serve number of people and increase productivity. This report
covers understanding about principles of sales management, how sales structure organised, and
application of principles that can help to get success in selling the products and services. . Sales
oriented staff is those individual who have special knowledge about marketing and selling
activity that can help to regulate the business.
Task 1
Explore the key principles of sales management in relation to the importance of sales planning
Sales management is the process of developing a sales force, managing talent, and
coordinating the sales operation. This is important for each business concern to conduct the
market analysis and know what people wants that can help to provide the products and services
accordingly.
Sales planning are defined as effective method that involves sales forecasting, demand
management, setting profit based sales targets and others which are used to complete the goals
and increase productivity. If an organization is having effective planning then it will be
opportunity for organization to increase the number of customers and attain the higher
profitability.
The importance of sales planning
Better implementation of corporate plans: Sales planning is important for business
organization as it helps to implement the corporate plans or changes effectively. In relation to
Easy Hotel, management formulate the effective plans and implement them in their workplace
for the purpose of influencing number of customers and increasing performance.
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Focus on realistic objectives: In each organisation selling function is important which
can help to increase the productivity by providing better quality of products and services. The
management of Easy Hotel use sales planning for the purpose of converting vision in to realistic
goals. This can help to develop the business performance and productivity properly.
Improve coordination: Sales planning is also important for improving the coordination
between customers and management that supports to provide products and services. In Easy
Hotel, coordination and communication can be improve as management share all details with
people and convert them in to customer.
Reduce uncertainty: Sales planning is also requiring to reducing the uncertainty and
challenges which might be arise in the organization. In relation to Easy Hotel, management can
use sales planning for reducing uncertainty and managing task properly.
Key principles of sales management
Managing people individually: For any business concern it is needed to manage the
people individual in organizational working and getting the task done. The sales management
team of Easy Hotel using this principle to managing individual in particular activity that can help
to complete the project timely.
Delegation: This means work should be delegate between team members according to
their roles and responsibilities. In relation to Easy Hotel, management use this principle to
delegate the work and influencing customers in order to buying products and services.
Be direct and to the point: This principle states a best way to getting message across is
to be direct with sales people. This helps individual to be direct and honest people that can help
to complete the task and attain higher performance.
Be goal oriented: According to this principle, goal should be decided by management
that can help to attain the competitive advantages. The management is responsible to set goals
and maintain good relation with employees that can help to accomplish the task.
Task 2
Evaluate the benefits of sales structure and how it organised by selected hotel
Sales structure is defined as segmentation of sales team in to specialized groups. This
state’s how an organization organizes their sales and how to generate the profitability. Every
business industry needs to understand the demand and desire of customers then provide products
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