Sales Management in Tourism Sector

This document provides a detailed examination of sales management principles, methods of selling, sales reporting, and the importance of sales planning in the tourism sector. It also explores the benefits of sales structure and selling through offers. Additionally, it analyzes the techniques and key principles of successful selling and their contribution to building and managing customer relationships. Finally, it explains the importance of formulating appropriate sales strategies for business growth.

Sales management in
tourism sector

Contents
Contents...........................................................................................................................................2
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
P1. Detailed examination of the key principles of sales management with respect to the
methods of selling, sales reporting, and importance of sales planning.......................................1
TASK 2............................................................................................................................................2
P2. Examination of the benefits of the structure of sales and its usage in the organisation using
suitable examples.........................................................................................................................2
P3. Detailed identification of the concept of selling through offers and its benefits in the long
run................................................................................................................................................3
TASK 3............................................................................................................................................3
P4. Detailed analysis and evaluation of the techniques and key principles of successful selling
and its contribution in building and managing customer relationship while using appropriate
examples......................................................................................................................................3
TASK 4............................................................................................................................................5
P5. Explaining and examining the importance of formulating appropriate strategies that are
related with sales so that it can help the firm to grow in the market...........................................5
REFERENCES................................................................................................................................7

INTRODUCTION
Management of sales is one of the most important as well as crucial aspect for each business
firm that is operational in the market irrespective of the industry in which it is operational since it
helps in evaluating various aspects which can prove beneficial in increasing the volume of sales
and that too within a limited time frame (Angel, Menéndez-Plans and Orgaz-Guerrero, 2018).
Tourism sector is a sector that has a lot of scope in it as it is one of the biggest contributor in the
economy of a country as well as for a firm that is working in that market. TUI UK is a company
which is operating in the sector of tour and tourism since a long time period and thus has
captured a larger share in the market due to this and is geographically located in the UK. In this
report there is a detailed evaluation of the key principles that are related with management of
sales, methods of selling and sales reporting, and importance of sales planning. Apart from this
the report also includes analysis of sales structure in detain and its importance in the long term
scenario. Further the report also covers examination of techniques that are used for successful
selling, their contribution to build and manage customer relationship, and importance of
developing sales strategies so that it can add value to the firm in the long run.
TASK 1
P1. Detailed examination of the key principles of sales management with respect to the methods
of selling, sales reporting, and importance of sales planning
Management of sales and that too in a tourism company such as TUI UK is very essential as
it acts as a tool of marketing mix which helps in increasing and improving the level of sales and
profitability so that the company can sustain in the market for a longer time period.
Significance of sales planning– Sales planning is very important as it helps the above
mentioned company that is TUI UK to foresee the upcoming trends in the tourism sector so that
it can be well prepared for all the upcoming situations and that too in an effective and efficient
manner. Different significance of sales planning with context to TUI UK are given below-
 Targeting customers– Sales planning helps the company to target the prospective
customers so that all the resources can be utilised in a single direction that is to fulfil the
requirements of the buyers (Arffman, 2020).
 Enhancing sale and profitability– While catering the needs of the customers in an
impactful manner the organisation tends to increase its level of profitability by

subsequently increasing its sales.
Method of selling– There are a number of different methods that are used by different
firms in order to achieve their objectives but the most commonly used ones are explained in
detail below-
 B2B (business to business) – It is a method of selling which is internal in nature and
carried out within the boundaries of the business itself. In case of TUI UK it collaborates
with different retail firms that are operating in the similar area so as to improve the
positioning of the enterprise in the market.
 B2C (Business to customer)– It is a method in which the firm targets prospective buyers
that are prevailing in the industry so that it can help in accomplishment of the desired
goals and objectives that are set at the starting of the firm. TUI UK gives quality services
to its customers so that it can add value to the company in the industry in which it is
operational (Baka, 2016).
Sales management principles-
 Follow golden rule of sales management– It is very important for every firm to treat its
customers in an appropriate manner and that too without any discrimination. Thus TUI
UK also does the same thing and it tries to meet all the demands of the buyers so that it
can helps in increasing its market value in the industry.
 Goal oriented – Since it is very important for each firm to be goal oriented so that all the
desired results can be achieved well within a limited time frame and in this case TUI UK
puts a lot of attention on the activities that are performed in the organisation so that
wastage can be reduced that can help the enterprise to attain the objectives that are set at
the starting.
TASK 2
P2. Examination of the benefits of the structure of sales and its usage in the organisation using
suitable examples
Sales team of that department formulates suitable and appropriate structure of sales so that
it can prove beneficial for the company for increasing its value and sales in the long term
context. Sales structure of TUI UK is explained below in detail-

Direct sales- It is a type in which no mediator is involved in between and there is a direct
contact between the company and the buyer. TUI UK uses this technique so that the customers
can avail its services at a much cheaper rate and also it proves beneficial for the firm as it helps
in increasing the share of market that has been captured by the organisation currently.
Customer relationship management– It is a type that involves maintaining good and
effective relationship with customers so that it can help in increasing the revenues of the firm and
that too within a short time period. TUI UK maintains a record of its customers in this regard so
as to give quality services that can help in improving its conditioning in the industry (Claro and
Ramos, 2018).
P3. Detailed identification of the concept of selling through offers and its benefits in the long run
Selling through offers means that the company is giving various types of offers in order to
lure its customers so that it can help in achieving the desired results and that too within a limited
time period. TUI UK also uses this technique so as to beat the competition and to capture a larger
market share by attracting customers by giving lucrative offers. Its advantages are described
below in detail-
 Larger customer base– TUI UK uses offers in the process of selling and it proved very
useful tool for the company as it has managed to increase its customer base. Since buyers
are able to see that the firm is giving same product at a cheaper rate they tends to incline
towards the organisation and this works in favour of the enterprise in increasing its
customer base in the long run.
 Marketing- Selling through offers is also used as a tool of marketing by TUI UK since it
promotes the services that it renders in the market and helps in gathering a large number
of customers in the market that substantially increasing its volume of sales.
TASK 3
P4. Detailed analysis and evaluation of the techniques and key principles of successful selling
and its contribution in building and managing customer relationship while using
appropriate examples
Sales is the most important activity since very firm that is incorporated in the industry is
aimed at maximising its level of profitability and that would only become possible if it manages
to increase its sales volume. Thus it is a very essential activity that has to be performed in a

specific manner so that it can helps in adding market value to the firm in the long term scenario.
TUI UK employs a team of experts that are intellectual and experienced in this regard so that
they can formulate appropriate and accurate strategies so as to achieve the goals and objectives
in an impactful manner (Haque, 2021). Thus there are different principles that are applied in TUI
UK in order to build and maintain effective as well as efficient customer relationship and all of
them are explained in an elaborated manner below-
Selling is all about relationships- While selling the products that TUI UK renders in the
market it a lot of attention is given to build and maintain effective relationship with the customer
since they are the one for which the product is made so the company tends to put a lot of focus
on this aspect that can ultimately help the company to grow and prosper in the long run.
Sale is not about product, but their problem- TUI UK puts a lot of emphasis on
meeting the needs, requirements, and demands of the customers so that they can helps in
fulfilling the desires of the buyers making firm profitable at the end. Also the organisation keeps
tab on the activities that are performed in the enterprise so that all the operations are directed
towards the eradication of the challenges and the problems that are faced by te prospective
buyers rather than just selling the product (Yeboah-Asiamah, Quaye and Nimako, 2016).
Price and value go hand in hand- Price and quality of the product are the two main
things that decides the future of a company and thus it is very important to strike a balance
between the two so that customers can be satisfied and the firm can earn enough profit so as to
sustain in the industry for a longer time period. TUI UK gives high quality services to its buyers
and also keeps the price competitive so that it can attract huge number of customers that are
prevailing in the market.
Techniques used in selling- There are a number of different techniques that are used in
selling and different firms chose the one that best suits their operational style. The techniques
that are used by TUI UK for the purpose of selling are discussed below-
Social networking- It is very important nowadays to use the social media for selling
different products and services since a huge number of people operate it and thus it gives a mass
reach to the company that helps in increasing the sales volume drastically (Kraguljac and
Milašinović, 2016). TUI UK uses different social media platforms to promote its products and
also gives lucrative offers so that it can attract a considerable number of customers that can help
the company in increasing its share in the market that it has captured currently. Also it helps in

evaluating the strategies that other organisations are following and by taking cue from that the
company can use sustainable methods so that it can helps the firm in beating the stiff competition
that is prevailing in the industry.
Regular interaction with the customers- It is very important to take regular feedbacks
from the customers since they are the one that are using the product and knows better that what
can be improved in the existing product so that it can become useful for the buyer. TUI UK
formulates a specialised team that looks after in that matter only so as to interact with the
customers so that intact relations can be made between the company and the customers which
can prove fruitful to the enterprise (Mason, 2020).
TASK 4
P5. Explaining and examining the importance of formulating appropriate strategies that are
related with sales so that it can help the firm to grow in the market
It is very crucial for each and every firm that is operational in the market to formulate
appropriate, accurate, and precise selling strategies so that it can help in achieving and
accomplishing all the targets and that too within a short time period. TUI UK also makes
strategies so that it can help the business firm to sustain and survive in the market that is highly
competitive and dynamic in nature and all of them are discussed below in detail-
Increment of sales and profits- Different sales strategies are formulated with the sole
aim of earning huge amount of profits by increasing the sales volume and TUI UK does the same
by giving attractive offers and discounts in the market so as to attract buyers (Monteiro, Salvador
and Soares, 2017).
Building strong brand image and awareness- TUI UK promotes its products and the
services that it renders in the industry so as to create a good image in front of the customers
which can help the company in improving its sales and subsequently profitability in te hllong
run.
Building rapport with the customers- TUI UK develops strategies of sales and puts a
lot of its attention on improving and maintaining a healthy relationship with its customers so that
it can add value to the organisation in the market as the company takes regular and timely
feedbacks and improves on the quality of its products and services (Susilowati, Wahyuningdyah
and Kurniasari, 2019).

CONCLUSION
It can be concluded from the above that management of sales is one of the most crucial as
well as critical aspect and every firm has to analyse and evaluate all its different factors in detail
so that it does not hamper the operations of the business firm. Apart from that it can it can be
concluded that there are different key principles and techniques that are used by the company
TUI UK so that it can help it in improving its positioning and condition in the industry in which
it is working.

REFERENCES
Books and journals
Angel, K., Menéndez-Plans, C. and Orgaz-Guerrero, N., 2018. Risk management: comparative
analysis of systematic risk and effect of the financial crisis on US tourism industry.
International Journal of Contemporary Hospitality Management.
Arffman, K., 2020. Promotional possibilities in LINE application for foreign tourism sector
companies in South-Korea.
Baka, V., 2016. The becoming of user-generated reviews: Looking at the past to understand the
future of managing reputation in the travel sector. Tourism Management. 53. pp.148-
162.
Claro, D. P. and Ramos, C., 2018. Sales intrafirm networks and the performance impact of sales
cross-functional collaboration with marketing and customer service. Journal of
Personal Selling & Sales Management. 38(2). pp.172-190.
Haque, S. S., 2021. The Effects of Covid-19 Pandemic and Recovery Strategies for the Travel
and Tourism Sector in Bangladesh. Hospitality & Tourism Review. 2(1). pp.1-13.
Kraguljac, V. and Milašinović, D., 2016, June. SOME PRACTICAL ASPECTS OF BUSINESS
INFORMATICS EDUCATION IN HOTEL MANAGEMENT AND TOURISM. In
TISC-Tourism International Scientific Conference Vrnjačka Banja (Vol. 1, No. 2, pp.
501-517).
Mason, P., 2020. Tourism impacts, planning and management. Routledge.
Monteiro, P. V., Salvador, R. and Soares, C.G., 2017. A microcluster approach applied to the
case of the nautical tourism sector of the Algarve region (Portugal). Tourism in Marine
Environments. 12(2). pp.105-124.
Susilowati, M. W. K., Wahyuningdyah, R. Y. and Kurniasari, W., 2019. Developing Ecotourism
and its Supporting MSMs Using Performance, Opportunity and Results Analysis. Case
Study in Pekalongan Regency, Indonesia. Journal of Environmental Management &
Tourism. 10(8 (40)). pp.1947-1955.
Yeboah-Asiamah, E., Quaye, D. M. and Nimako, S. G., 2016. The effects of lucky draw sales
promotion on brand loyalty in mobile telecommunication industry. African Journal of
Economic and Management Studies.