Principles and Techniques for Successful Selling in Hospitality Industry

Unit 32: Sales Management

Table of Contents
INTRODUCTION ..........................................................................................................................3
TASK 1............................................................................................................................................3
P1 Determining key principles, sales planning importances, selling and reporting methods in
sales management...................................................................................................................3
P2. Evaluate the merits of how sales structures and how they are organised using specific
hospitality examples...............................................................................................................5
P3. Explain the importance of having sales orientated staff within the hospitality industry. 6
P4. Assess the use of different sales distribution channels for specific hospitality examples.7
TASK 3............................................................................................................................................8
P5. Analyse the key principles and techniques for successful selling and how they contribute
to building and managing guest relationships in application to specific hospitality
organisational examples.........................................................................................................8
TASK 4............................................................................................................................................9
P6. Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures...................................................9
CONCLUSION..............................................................................................................................10
REFERENCES..............................................................................................................................11

INTRODUCTION
In current time market competition is increasing daily as new products or services are
introduced in regular manner which enables high competition in marketplace. In order to face
this fierce competition a business is required to manage their sales in such a way that aim of
gaining high profit and customer can be accomplished. Sales management is defined as the
process in which measurements to attain sales target are established(Bălan, 2017). This is the
process under which continuous implementation of sales techniques in order to make a path for
attaining sales targets. In service industry sales is defined as selling of services and this report is
highlighting various concepts of sales management in the background of Marriott. Marriott is a
multinational hotel chain headquartered in US. The hotel chain is using various strategies in
relation to managing their sales and to attain appropriate benefits out of these strategies. This
report involves principles of selling that can be used by Marriott in order to maximise their sales
and benefits of sales structure along with different channels which can be used by Marriott for
attracting and retaining customers.
TASK 1
P1 Determining key principles, sales planning importances, selling and reporting methods in
sales management
For managing sales in successful manner various tools and tactics are used by businesses.
This helps the business to manage cost of sales and profits margin in direct manner. Sales
management is a wide concept which is helpful for the business to attain aims and objective by
intensifying sales target. In order to meet appropriate sales target sales persons are required to be
handled in proper manner. In the context of Marriott the organisation is following various sales
management principles in order to manage sales in significant manner and the same are
elaborated as under:
Key principles of Good sales management
Consistency: This is regarded as the primal principle of sales management in which
various philosophies are applied in order to bring consistency over following rules and regulation
established within business. Consistency is defined as adopting consistent rules and regulations
so that prominence can be attained within business functions. In the context of Marriott leaders

have given deadlines to sales personnel so that they can manage their whole day schedule in
appropriate manner in which sales target can be attained as well.
Delegation of work authority: Major purpose of using this principle is linked with
attaining sales targets by managing team activities and aligning every single person with
attaining sales target. Micro sales management is adopted by Marriott and in this manner
managers are delegating responsibilities to each and every staff member. This is helpful for
Marriott to bring creativity within business functions.
Equality: This principle of sales management is emphasised over giving fair treatment to
each and every employee those are associated with selling activities(Boles, 2019). Each and
every employee working within an organisation is required to be treated in similar and fair
manner. In the context of Marriott equal treatment is given to every working employee which is
helpful in promoting gender equality and bridging gap in relation to discrimination and freedom
of speech.
Conviction: This is defined as the principle which is followed by sales manager. This is
an alternative option which is helpful in analysing market trends and analysing product in
appropriate manner. For Marriott appropriate evaluation of market and customers are performed
so that business objectives can be dealt in easy manner and sales related target can be attained.
In order to implement aforementioned principles sales manager is required to examine
various factors that are directly linked with product. Sales management is regarded as the
essential concept which is essential for an organisation to manage sales target. Some of the
aspects are elaborated as under:
Assisting in launching new product: Sales management is helpful in giving direction to
manager regarding complexities and positive aspects related with introducing new product into
market. In the context of Marriott when the organisation is planning to provide new services in
the marketplace this is essential for the business that they analyse resources and use them in
optimal manner so that any wastage can be avoided. In the industry of hospitality the larger
attraction for customers are usage of high technologies and prominent facilities for leisure.
Cut down selling cost expenditure: With the help of sales management selling cost
expenditure can be minimised and all the acquired resources can be used in fuller manner. In the
relation of Marriott different innovative technologies are used by them in order to minimise
manual working and to provide efficiency in obtaining sales target.