Importance of Sales Management in Hospitality Industry

This report explores the importance of sales management in the hospitality industry, focusing on sales planning, reporting, and selling methods. It evaluates the advantages of sales structures and their preparation using detailed hospitality examples. The report also explains the implications of having sales-oriented staff and the usage of various sales distribution channels. Additionally, it examines the philosophies and techniques for effective selling and how they contribute to building and managing guest relationships. Finally, the report describes the significance of emerging sales strategies and incorporating account management within the sales structure.

SALES MANAGEMENT

Table of content
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
P1 Discover the important values of sales management in connection to the significance of
sales planning, sales reporting and selling methods...............................................................3
TASK 2............................................................................................................................................4
P2 Estimate the advantages of sales structures and how they are prepared by using detailed
hospitality examples...............................................................................................................4
P3 Explain the implication of having sales orientated staff within hospitality industry........5
P4 Evaluate the usage of various sales distribution channels for detailed example of
hospitality industry.................................................................................................................6
TASK 3............................................................................................................................................7
P5 Examine the important philosophies and techniques for effective selling and how they
underwrite to building as well as managing guest relationships in solicitation to specific
hospitality organisational examples.......................................................................................7
TASK 4............................................................................................................................................8
P6 Describe the significance of emerging sales strategies that produce highest profitability as
well as incorporating account management within sales structure........................................8
CONCLUSION................................................................................................................................9
REFERENCES..............................................................................................................................10
Books and Journals...............................................................................................................10

INTRODUCTION
Management of sales is described as a procedure in which the business firm maintain sales
personnel, organizing the different operations as well as activities connected to sales and
executing technique of sales for achieving sales target in stipulated time period. In assistance
of this, it is significant for the manager to marketing their business products and services in
such a manner for boost future sales and profitability level. This report is carried upon
Marriott located in Bethesda, Maryland, U.S. It is the American international hospitality
industry which manages a wide range of hotels in well-defined manner. This company was
founded by J. Willard Marriott in the year of 1927. This report shows the different
philosophies of sales management as well as the advantages of structures of sales are
mentioned. Along with this, there are various techniques which are used in successful selling
and maintain good relationship with its guest within hospitality industry.
TASK 1
P1 Discover the important values of sales management in connection to the significance of sales
planning, sales reporting and selling methods.
Management of sales is described as a procedure in which the business firm focuses on
monitoring as well as guiding the sales personal and resources for achieving vision in an
appropriate manner (Byun, 2018). In references of Marriott, the sales manager of hotel
emphasised on managing sales person in suitable manner for accelerating sales and profitability
level. There are various important factors of sales management that is discussed below:
Sales Planning: Planning of sales is described as a procedure in which the business entity
setting target related to sales, forecasting the sales in upcoming time period. In relation of
Marriott hotel, the manager emphasised on establishing appropriate sales target for achieving
goal and objective in stipulated time period. It helps in boosting sales and profitability level in
future period of time.
Recruitment of Sales staff: Hereby, the HR manager focuses on acquisition of talented and
competent employees for performing different business operations as well as functions in an
actual way. In reference of Marriott hotel, the supervisor emphasised on recruiting highly skilled
as well as knowledgeable sales person to fill the vacant job position within business firm.

Sales Reporting: The sales report is organised for assessing the overall performance of
team member at workplace. On the basis of this, the manager takes effective decision in order to
raise the performance of business firm (Cuevas, 2018). The higher authority of Marriott hotel
emphasised on identifying the entire performance of sales group in an actual manner. It provide
assistance in boosting the productivity and profitability in future time period.
Significance of Sales management
 Through management of sales, the business firm can launch new as well as unique
products and services at marketplace. The supervisor of Marriott hotel emphases on
offering innovative services to its guest for satisfying them. It helps in enhancing brand
image and reputation of the hotel in mind-set of client at marketplace.
 Through sales management, the supervisor emphasised on decreasing the cost connected
to selling, handling and delivery of products as well as services at marketplace. In
reference of Marriott hotel, the manager emphasised on managing sales in such a manner
that helps in eliminating the cost of providing services to its customer in an actual
manner.
 Due to increase in GDP of country, it aid assistance in boosting the income of company
in future period of time. The manager of Marriott hotel can earn more and more profit
due to accelerate the GDP of country.
TASK 2
P2 Estimate the advantages of sales structures and how they are prepared by using detailed
hospitality examples
The manager of Marriott hotel focuses on complying horizontal sales structure for sales
management in an appropriate manner (Cusumano, 2020). It offers opportunity to employees in
taking suitable decision which will be advantageous for the company. In addition to this, the
business firm emphasised on boosting sales and profitability level in future time period. Apart
from this, the HR manager of hotel emphasised on some process for increasing performance
level of employees which is going to be mentioned below:
Recruitment: The supervisor focuses on recruiting highly skilled as well as competent
candidate in order to perform the business operation and functions in actual way. Apart from
this, the manager of HR manager of hotel recruits those candidates who perform the business

task in better way. The main purpose of business firm is to offer high quality services to its user
for boosting sales and profitability level at workplace.
Training and development: It is necessary for manager to conduct effective training session for
increasing the skill and knowledge of employees within marketplace. In reference of Marriott
hotel, the main purpose of manager is to provide suitable training that helps in enhancing
productivity and profitability level at workplace (Deeter-Schmelz, 2016). Apart from this, the
trained employees offer high quality services to its customer for satisfying them. It helps them in
achieving competitive benefits over rival firm within business firm. In assistance of this, the top
management of Marriott hotel provide health facilities, insurance and so on in order to encourage
them for accomplishing vision of business organisation in targeted time period.
Advantages of Sales structure
 The sales structure discusses duties and responsibilities of employees in order to perform
the different task and functions of business firm in an appropriate manner. In context of
Marriott hotel, through the sales structure, they provide the task to its employees in order
to complete them in short span of time.
 Hereby, the sales structure assists in analysing performance of employees working within
business firm. In reference of Marriott hotel, the manager assessing the performance level
of employees in order to increase productivity level at workplace.
 The key benefit of having a suitable sales structure is it acts as an opportunity for
increasing skill, knowledge and talent of subordinates within business organisation.
P3 Explain the implication of having sales orientated staff within hospitality industry.
`Every business organisation need a sales personal which is dedicated towards its vision as
well as provides contribution for increasing sales and profitability level in future period of time.
Therefore, it is the duty of top management of company to recruit candidate who can create lead
in order to accelerate the profit within business firm (Jiang and Gu, 2016). It is necessary for
business firm to have sales oriented staffs that attract large number of customer towards products
as well as services which is offered within business firm. In addition to this, the supervisor will
see the different kind of skill and knowledge in order to recruit the candidate for vacant job
position at workplace. They search for qualities such as capability to gain the trust of its user,
influencing them towards purchasing products as well as services of the business organisation. In
context of Marriott hotel, the supervisor stressed on having a talented sales personal who can

convey necessary details regarding accommodation and lodging services in order to attract huge
number of customer. It aid assistance in enhancing sales and profitability level at workplace.
Apart from this, the business firm offer rewards and incentive to its employees in order to
improve their motivation level towards providing services in an effective manner.
Importance of having sales oriented staff
 The significance of having a sales oriented staff member is it increases the performance of
business firm in an appropriate manner (Viio and Grönroos, 2016). It helps in growing sales
and profitability level in upcoming period of time.
 The sales oriented staff person generates the sales leads which will be advantageous for the
firm in future time period.
 The talented personnel provide high quality accommodation and lodging services in order to
attract large number of client thus it assists in increasing future success as well as growth of
business organisation. It assists them in enhancing the loyalty as well as trust of customer
towards products and services provided by firm.
P4 Evaluate the usage of various sales distribution channels for detailed example of hospitality
industry.
The manager adopts the various sales distribution channel for increasing sales and profit in
upcoming time period. In context of Marriott hotel, the management team adopt four kind of
sales distribution channel that is going to be discussed below:
Manufacturer: The sales distribution channel plays an important role within hospitality
industry. The producer delivers products and services to wholesaler who delivers to its retailer
and finally delivers to its user (Johnson, 2016). It helps in boosting sales and profitability level in
upcoming time period. In reference of Marriott hotel, the marketing manager delivers high
quality services to its end user for satisfying their need and wants at marketplace.
Wholesaler: The manager of business firm emphases on executing advanced technology in
order to offer new products and services to its user for satisfying them. The manager of Marriott
hotel offer innovative services to its customer for gaining competitive advantage at workplace.
Retailer: Herein, the supervisor of Marriott hotel adopt various promotional tools and
techniques such as advertising, sales promotion and publicity for attracting ample of customer.
They analyse the changing taste and preferences of customer for satisfying them. They offer free
sample, discount and so on to its customer for sustaining them for a longer time period. It aid

assistance in boosting the brand image as well as reputation of company in mind-set of
consumer.
Through Internet: The manager adopt the modern technology in order to stay updated on web
with the help of social media as well as online marketing channels to obtain potential user for the
business organisation. In addition to this, Market segmentation assists in implementing different
strategies which included trip planning, recognising special benefits as well as lifestyles through
the adoption of latest technology (Syam and Sharma, 2018). Apart from this, Interactive
marketing improves the probabilities of satisfaction level of customer requirements and wants
with the convenience of services accordingly.
TASK 3
P5 Examine the important philosophies and techniques for effective selling and how they
underwrite to building as well as managing guest relationships in solicitation to specific
hospitality organisational examples
There are various technique and method for successful selling in respect to Marriott hotel
that is going to be discussed below:
Efficient and active: It is necessary for business firm to provide efficient and active
services to its customer for becoming a successful marketer at workplace. In reference of
Marriott hotel, the manager emphasised on maintaining good relationship with its consumer in
order to sustain them for a longer time period (Johnston and Marshall, 2016).
Extensive variety of customers: It is important for the business organisation to possess
competent and talented subordinates for offering appropriate services to its buyer. In addition to
this, the organisation faces issues and problems for offering innovative and unique services to its
customer for attracting ample of customer at workplace. In reference of Marriott hotel, they
emphasised on providing unique accommodation and lodging services to its user for accelerating
their satisfaction and motivation level at workplace.
Transaction plus retailing: The main purpose of business organisation is to gain
prominent position by offering appropriate services to its buyer. In reference of Marriott, the
manager focuses on boosting reputation as well as goodwill of business firm.
Strategy: The marketing manager of Marriott makes appropriate strategy and procedures for
providing high quality accommodation and lodging services to its buyer for satisfying them. In
assistance of this, the employer makes a worthy relationship with its user by offering them

services as per their need and requirements. It helps them in achieving a leading position for
successful selling within hospitality industry (Lancaster and Massingham, 2017).
In reference of Marriott, there are various techniques adopted by the management team for
building good relationship with its user. It assists in boosting sales and profitability level at
workplace. And also achieve leading position in offering effective services to its user
successfully.
TASK 4
P6 Describe the significance of emerging sales strategies that produce highest profitability as
well as incorporating account management within sales structure.
It is vital for the marketing supervisor to build an appropriate sales strategy for increasing future
sales in future period of time at workplace (Monden, 2019). In assistance of this, it is significant
to assess the need as well as requirement of buyer in order to increase their experience level at
marketplace. Apart from this, there are various strategies which are used by the business
organisation to yield high profitability at marketplace. In context of Marriott hotel, the top
manager makes effective strategies in order to boosting sales in future time period which is going
to be discussed below:
Be Flexible: In present scenario, the taste and lifestyle of customer is change frequently.
Therefore, it is essential for manager to build appropriate strategy for satisfying the need and
requirement of customer. In addition to this, there are different issues which are faced by the
manager for satisfying the changing need of its user. In context of Marriott hotel, the manager
emphases on making effective sales strategy for increasing sales upcoming time period.
Seasonal Pricing: Seasonal pricing is an effective sales strategy which is adopted by
marketing manager for accelerating sales future period of time. In addition to this the
management team of Marriott hotel imposes price as per occasion and season at workplace. It
assists them in satisfying the requirement as well as wants of consumer as per their need and
wants. In addition to this, they adopt the sales strategy in tackling customer demands in an
appropriate manner.
Perfect Sales Pitch: Herein, it is vital for marketing manager to maintain a motivation level
in services that is offered to its user for achieving competitive benefits at workplace. In reference
of Marriott hotel, the manager has full confidence in offering accommodation as well as lodging
services to its buyer for satisfying them.

Align sales and marketing: The business firm focuses on aligning sales as well as
marketing in an effective manner. The duties and responsibilities of manager are not only
providing services to its customer. They also focus on satisfying the need and wants of buyer by
providing appropriate services at marketplace.
Analyse the need of customer: The manager make effective sales strategies, policies as well as
process in order to analyse the need as well as requirement of consumer. They offer new
products and services to its buyer at relatively affordable price. In reference of Marriott hotel, the
management team emphases on identifying the need and wants of buyer for achieving
competitive advantage over rival firm within business organisation (Sharma, 2016).
On the basis of above discussed sales strategy, the marketing manager of Marriott hotel
emphases on using seasonal pricing strategy for boosting sales in future time period. It increases
the loyalty and trust of customer for sustaining them for a longer time period. In assistance of
this, they provide innovative accommodation and lodging services to its customer for gaining
competitive benefits over rival firm at marketplace.
CONCLUSION
From the above discussed topics, it has been observed that management of sales plays a
significant role in making appropriate strategy for achieving the vision in stipulated time period.
In assistance of this, the sales management managing as well as coordinating sales persons in
order to enhance the growth as well as development of business organisation. Beside from this,
there are various sales structures which enhance the sales in future time period. The main
purpose of Marriott hotel is to gain leading position at workplace. It helps in increasing the value
and reputation of organisation. In addition to this, they provide high quality accommodation and
lodging services for satisfying customer. It helps them in enhancing loyalty as well as trust level
of customer for sustaining them for a longer time period. The main motive of manager of
Marriott hotel is to earn more and more profit in achieving a leading position at workplace.

REFERENCES
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modern sales organization. Industrial Marketing Management. 69. pp.198-208.
Cusumano, M. A., 2020. The Japanese automobile industry: Technology and management at
Nissan and Toyota. Brill.
Deeter-Schmelz, D. R., 2016. Personal selling and sales management abstracts. Journal of
Personal Selling & Sales Management. 36(2). pp.206-220.
Gonca, T. Y. and Düzgün, F., 2018. Performance of Sales Person in a Smartphone Market in
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Jiang, W. and Gu, Q., 2016. How abusive supervision and abusive supervisory climate influence
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Johnson, J. S., 2016. Improving online panel data usage in sales research. Journal of Personal
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