Sales Management in the 21st Century: An Easy Hotel Analysis

This report provides a comprehensive analysis of sales management principles, structures, and strategies, focusing on the context of Easy Hotel. It begins by exploring key principles of sales management and the importance of sales planning, highlighting how effective planning can improve corporate plans, focus on realistic objectives, improve coordination, and reduce uncertainty. The report then evaluates the benefits of different sales structures, including geographic, product, and market-based structures, and how they are organized within the hotel industry. It emphasizes the importance of sales-oriented staff, particularly in the hospital industry, and assesses the use of various sales distribution channels such as intermediaries, e-commerce, and direct sales. The analysis extends to the key principles and techniques for successful selling. Furthermore, the report delves into developing sales strategies to increase profitability and incorporating account management, core finance principles, and successful portfolio management for financial viability, concluding with critical recommendations on improving sales structures and approaches.