HNHM332: Sales Management Report on Sales Strategies in Hospitality

This report delves into the core principles of sales management, exploring their significance in the hospitality industry. It examines key principles such as consistency, equality, and the importance of launching new products, along with the role of sales planning and reporting. The report analyzes how sales management adapts to consumer and business buying behaviors, using Rosewood London as a case study. It evaluates different sales structures, including geographic, market-based, and product sales structures, and assesses the importance of sales-oriented staff. Furthermore, the report discusses the use of various sales distribution channels and emphasizes the importance of developing sales strategies for profitability, incorporating account management. It provides recommendations on enhancing financial stability through improved sales structures and approaches, offering a comprehensive understanding of effective sales management practices within the hospitality sector.

Sales Management

Table of Contents
INTRODUCTION ..........................................................................................................................4
TASK1.............................................................................................................................................4
P1 Determining key principles, sales planning importances, selling and reporting methods in
sales management........................................................................................................................4
M1 Evaluate how principles of sales management will be different in response to consumer
and business buying behaviour...................................................................................................6
P2. Evaluate the merits of how sales structures and how they are organised using specific
hospitality examples....................................................................................................................6
P3. Explain the importance of having sales orientated staff within the hospitality industry......7
P4. Assess the use of different sales distribution channels for specific hospitality examples....8
M2 Evaluate the implementation of different sales structures using the specific hospitality
examples......................................................................................................................................9
TASK 3............................................................................................................................................9
P5. Analyse the key principles and the important techniques for successful selling and how
they contribute to building and managing guest relationships in application to specific
hospitality organisational examples............................................................................................9
M3 Analyse the application of successful selling principles and techniques in application to
specific organisational examples...............................................................................................10
D1 Produce the coherent fully justified critical evaluation based on the comprehensive
understanding of sales management structures and selling techniques within a hospitality
organisational context...............................................................................................................11
TASK 4..........................................................................................................................................11
P6. Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures......................................................11
M4 Evaluate how core finance principles and the successful portfolio management can lead to
increased profitability and the competitive edge......................................................................12
D2 Recommendation on how sales structures and approaches improve the financial stability.
...................................................................................................................................................12
CONCLUSION .............................................................................................................................13

REFERENCES..............................................................................................................................14

INTRODUCTION
Sales management covers all the important tools that are important for the business
practises and it covers certain techniques that are important for all the organisation in order to
attain the techniques through which the growth of the company and there products can be made.
The sales management involves all the essentials in the sales through which all the company can
maintain there strategical goals. Sales helps in maintain the target market achievement and also
in centralizing all the elements required in it(Basheleishvili and Bardavelidze, 2018). The
organisation chosen for this report is Rosewood London which is a luxury hotel in London, as
there will be given various principles for the sale management with their benefits and different
behaviour for the consumers and the organisation. There will be provided different techniques
through which the sales can there by be increased for the profit gaining of the organisation.
TASK1
P1 Determining key principles, sales planning importances, selling and reporting methods in
sales management
In order to maintain all the efficient areas in the sales and the management there implies
that for managing sales and other tools and tactics there can be implied that all the margins and
the cost of the sales and profit there by be maintained. So as to meet all the necessities of the
sales it is important that all the company can there by handle the proper organisation. Marriott
will maintain all the principles that are required to be frame in an elaborated manner which is as
follows:
Key principles of Sales management Consistency- This is being regarded as all the important and the primal areas of
management through which varies strategies are being applied. All the business functions
which are adopted as in order to ,maintain the time period in all the areas and to give the
effective sales personnel their has been made the timely arrangement of the sales. Equality- In the sales management there has been emphasised that all the employees will
there by be treated equally and there will not be made any discrimination in any of the
employees. As in Marriott they tries to maintain all the areas and the staff to be treated in
proper and equal manner(Chapman, Schetzsle and Wahlers, 2016).

 Launching new products- This helps out all the person in order to maintain the sakes and
give adverse knowledge about all the products and there information that is being
required in the market. Marriott make proper planning in all the market place so as to get
the benefit and all the optimum resources which can be used so as to launch all the new
products in the market.
 Conviction- This covers out that all the sales there by be managed by all the marketing
trends that are important in all the organisation. There has been analysed that in certain
cases all the market trends are being covered in appropriate manner. Marriott properly
evaluates all the marketing risk and the areas through which they can work in all the
technological aspect(Cuevas, 2018).
As to maintain the value of the products the sales management comprise with all
the sales manager. And the sales manager implies to gain all the products through which targeted
market can be framed. Delegation of Work Authority- All the management teams and the activities through
which all the sales is being aligned and pertains the activity through various manner. The
sales team, try to maintain and divide the work in a manner like to give the sales target
and the responsibility in the targeted market area. The Marriott tries to maintain all the
Micro sales management as they delegate the responsibilities of the managers and the
staff members for all the effective business functions. Cut down cost expenditure- For attaining all the sales requirements there will be set all
the required resources and the expenditure in order to maintain the resources. Marriott
covers all the innovative and the technological areas through which the sales target can
there by be achieved. Increasing Profitability- All the organisation tends to maintain the the high profit margin
through which there has been made and sustained the essential margins that will be
allocated and framed by setting the budget and all then profit which is in gain important
for all. Sales management helps in the execution of the business and with that all the
areas that are being affecting the profitability of the market. Sales reporting-It covers all the reports of the employees in regard of the sales there has
been seen that all the working and the daily target of the sales is being covered under it
with varies duplication in all the areas of strategies (Deac, Dobrin and Gîrneață, 2016).

 Sales Planning- Through this there implies various strategies in the company in order to
maintain all the planning that is being executed in the market. Marriott performs all the
pricing strategy that helps in continuous sales planning and the methods in which the
organisation will tend ton maintain growth and gives the diversification in all the areas
and the nature.
M1 Evaluate how principles of sales management will be different in response to consumer and
business buying behaviour.
Sales management as there by implies to be effective by maintaining the quality and the
various adaptability in all the various areas, there has been framed that all the sales management
tends to maintain the consumer business buying behaviour as they tries to keep regular check on
the market and the areas in which they involves and maintain the nature and the quality of the
products the pricing strategy and all the other allocation and the new advancement of the
technology in the market there by depends on the sales management(Deeter-Schmelz, 2020).
Cost cut down, launching of new products, delegation etc. all covers to be the important area in
order to maintain the sales . Marriott implies there sales team to keep check on the regular
consumer changes and the advancements in the markets.
P2. Evaluate the merits of how sales structures and how they are organised using specific
hospitality examples.
Sales structures gives out all the segmentation through which the company can there by
obtain the sales as when seen that all the organisation in order to maintain the sale and the
growth learn and adapt all the marketing strategy in which they can access all the areas of
working. There the sales team keep record of all the areas that can effect the sales of the
company, it governs all the in-bound sales objectives which helps to achieve the target in the
market by there segmentation according to various sectors. Marriott there by helps to maintain
all the supply chain and also focus on attaining the higher profitability in the market. They use
various sales promotion techniques for large group of customers that can help out to increase the
sales(Evans, Stonehouse and Campbell, 2012).
Geographic structure- As all the sales there by being made as in terms to maintain the
growth of the organisation,the sales team is being divided in various groups and that also being
recorded so as to maintain all the segments of the people and with that there regions of sales.

Marriott as being situated in all the region s they try to maintain all the teams through which they
identify the requirements of the organisation so as to keep and maintain the essential areas and
the requirements for the customers and for the growth of the company(Havaldar and Cavale,
2017).
Market based structure- This can also be termed as customer based structure as there
has been seen that all the organisation in order to maintain the growth in the company try to
frame the customers in order by maintain there unique identity and also the brand image. As,
Marriott covers the huge market in various segments there has been analysed that all the
promotion strategy and the diversified products and the services are kept in the record and they
try to maintain there sakes in accordance with that. All the market structure can maintain the
segments in all diversified method.
Product sales structure- The organisation tends to maintain the product image in the
company so as top gain the advantages and the increased image there by. As the products of the
company helps out to gain more and varies areas and there has been analysed as Marriott use to
cover all the essential services like food, beverages and accommodation they try to maintain
there brand image in the customer by getting advance brand knowledge and attaining there
growth in the market segments.
P3. Explain the importance of having sales orientated staff within the hospitality industry.
In all the companies there has been seen that it tends to be the effective part in all the
organisation so as to fulfil all the objectives in the business. As to increase the growth in the
market and the revenues that can led to imply all the benefits there has been framed that efficient
staff is being required of all the potential employees that is being directed by the sales of the
company(Jensen and Chindarkar, 2019). At certain areas there are specific elements through
which all the sales of the company can there by be increased. They are as follows:
Better understanding of product and services- The person who is being appointed by the
company there by frames to have the better knowledge about all the products and the services as
they should be aware about the customers needs and the requirements and with that all the
adaptability in all the market trends and culture. Thus all the understanding of the products can
thereby be maintained in all the products and areas.
Enhancing the market growth and structure- as there has been analysed that all the
companies there by maintain the region and the and there is being required that all the potential

employees can be appointed as to increase the growth in the market . As the Marriott gives all
the staff which specify the current trends and try to adapt in current market trends.
Balance in customer relationship-The growth can there by be maintained by the person
as to frame out all the areas in the customer requirements. The customer being required daily an
new product and with the changing demand all the companies try to maintain the products and
the qualities through which this will help out in growth(Johnson, 2015). So the teams and the
sales staff try to ,maintain good relationship with the company in order to know the required
growth terms.
P4. Assess the use of different sales distribution channels for specific hospitality examples.
Distribution channels are the source through which various goods and the services are
being passed out to all the owner of the products there has been vitalised that Marriott has been
a multinational brand try to gain and record all the areas as they have a long and effective
distribution areas and by all this channels the potential customers can attain the distribution
channel by implementing the goals various operators are as follows: Tour Operators- They are the key people who tries to manage all the important areas of
working like by operating the tours and the travel packages. The operators maintains all
the package with there accommodation and the bookings with certain planning of the
trips this implies and helps in the growth. As Marriott also have the teams which signifies
to maintain all the tour packages for the clients and also gains top attribute the larger
groups of customers so that they can gain more benefits. Hotel website- This is the cheap process as it provides all the various and the direct links
of the websites of the hotels through which the customer can there by attain and make the
requirements . This helps out in maintaining the brand value of the company and also
make it easy for the customer to choose the area of there choice. All the hotel website
pertains to make the proper areas of growth and this gives out and maintain the brand
value and attain proper knowledge. Online travel Agent- Through this distribution channels all the essential areas are being
considered as the online agents helps out to convince the customers about the hotels and
make them focus on that bright side of the company. This helps the Marriott to generate
revenue and to gain more benefit in all the areas. It attracts the customers by making the
profitability in the market.

 Global Distribution system- Through this channel all the tickets booking can there by be
framed and also maintains all the areas through which the better trips can be analysed and
maintain. Marriott works out in this channel by booking all the tickers and the rooms
through this channel and with proper planning.
M2 Evaluate the implementation of different sales structures using the specific hospitality
examples.
Sales structure considers to be the important area in which all the company use to focus
on the segmentation of the market by them as it covers out all the important areas through which
the market can there by be tend to increase. Marriott as being the multinational company tends to
focus on various segments in the market and with that they try to implement the strategies
through which they can increase the sales as geographical segment the company tends to focus
on all the area, like which considers to be the important by making the products according to the
needs and the requirement of the people living in that region. As customers demands is the
important element in all the sectors. So they try to maintain all the segmentation by following the
sales structure(Johnston and Marshall, 2016).
TASK 3
P5. Analyse the key principles and the important techniques for successful selling and how they
contribute to building and managing guest relationships in application to specific
hospitality organisational examples.
In order to maintain the sales of the company there has been analysed that all the
company can there by try to gain the advantageous areas and the nature by which they gain out
the services. As the products are being sold in the market and that helps in gaining customers and
revenues there use to be made enhancement in the sales. Marriott also implies various roles and
the methods through which they can gain and increase there sales that is as follows: Listen to customers- All the customers are the important person in every market and
there has been seen that in certain areas when the market is being reached out it is
important that all the companies should listen the requirements of the customers and
make there products and the services as according to growth. Marriott maintain a good

relation with the buyers and tend to maintain a proper areas and the approach through
which they fulfil the requirements of the customers. So by this it can be attain that all the
companies should maintain the customers and there varies areas and values. Price value- All the sales of the company will be framed by the pricing strategy as the
organisation in attaining the maximum revenue and maintaining the standard of the
company they will have to take a peak of the marketing goals and will have to implement
the areas through which all the pricers can there by be increase and decrease effectively
with the change in the market. Marriott has a team that incurs all the restart and the
pricing strategical through which the gaining and the requirements of the company is
being framed(Laudon and Laudon, 2016).
 Selling relationship- Selling frames out to be the most important method and
requirements which implies that there can be made all the be benefits that tends out to
cover all the products that the customers tend to maintain. For all the growth of the
company it is important that the relationship in the seller and the buyer will have the
equal and proper relationship . Marriott builds a strong relation with there employees and
that helps them out to gain and build strong relationship with the organisation.
M3 Analyse the application of successful selling principles and techniques in application to
specific organisational examples.
To maintain the productivity and the revenue in the company there tends to be made an
important elements in all the areas like there can be applied all the successful strategies by
successful selling principles through increasing the customer for the organisation and that can be
done by raising the demand and listening the requirement of the customers with that by also
maintaining the relationship with the seller and the buyer. Marriott there by maintain a strong
relation with there seller as they provides them all the areas through which the company and the
organisation pertains good relationship with the employees and also with that the price value of
the product that has been raised in the market is also there by being adapted. They tries to create
and attain full knowledge with there customers in order to know about the changing trends in the
market and also analysing all the required areas that are important.

D1 Produce the coherent fully justified critical evaluation based on the comprehensive
understanding of sales management structures and selling techniques within a hospitality
organisational context.
In order to maintain all the areas and the regions through which the company can there by
attain the equal and the organisational growth there is being analysed that it is important in all
the framework through which this work is been setted out it involves the methods and the
working of the company(Pyanikova, Kovaleva and Zaikina, 2018). The organisation implies to
governs the variable areas and the further market range and the adaptability all the companies
tends to focus on the changes in the nature and with that they have to develop all the suitable
areas in which they develops the relation with the customers and the sellers and gain out
important and the innovative ideas and nature.
TASK 4
P6. Explain the importance of developing sales strategies that yield highest profitability and
incorporating account management within sales structures.
Sales governs out all the effective areas through which the sales can there by be made and
it helps out to maintain and identifies all the opportunities ion the business that helps in the
growth of the company and its productivity. The business can there by helps out in maintain the
strategy and the growth for the customers and the higher sale opportunity. The companies
implies to set the sales targets which frames out to give the essential requirements and make the
company to work in the better way with ll the enhanced growth and culture. As for Marriott there
has been an increased sales in the company by there proper development and the relation with
the customers for there profitability and the relation with the customers ans the sellers:
 Multiple Fronts- All the problems of the company can there by be changed as in order to
maintain the relation of the customer and as that also attracts the customers and gain the
requirements with the increasing growth. Membership and rewards- This is the sales strategy in which all the important
customers will there by get the membership as by the complementary offers and also
benefits them for the best services and all the complementary offers,. This helps them to
utter important sales. Marriott gives out the offer through which they provide the

membership into all the loyal customers as in order to frame and maintain the increase in
the sales.
Importance of Sales Strategies Increasing profit level- By maintaining the sales strategy there implies to enhance various
culture and areas all the profit can there by be increased by the profit in various areas and
market. Various scope of marketing- The company can by applying on the various marketing
strategy there by tends to maintain all the important areas and segments through which
the market profitability can be increased.
 Expanding Sales level- The company can there by try to use the proper sales strategy
through which all the promotions and the techniques can there by be framed and can also
opt to promote the various areas in sales promotion (Sharma and Syam, 2018).
M4 Evaluate how core finance principles and the successful portfolio management can lead to
increased profitability and the competitive edge.
All the companies by generating all the successful areas of the growth and through this it
helps out to maintain the necessary areas and the requirements all the successful portfolio is
being framed this implies that in all the companies and the sectors they have to follow the
successful strategy in which there will be implied a connection and the variability ion there
marketing strategy. The technical advancement and the changes frames that there will not be
made any implies change in the obligation and the working of the company. This predicts out
that finance plays a major part bin all the fund raising and the capital sharing of the company as
tit can there by gave focused in all the extent that no person can able to maintain the nature and
the reasons through which the companies increase the stakeholders and also there banking
sectors so as to attain all the projects and there working (Wang and Miao, 2015).
In order to increase the profitability the companies there by maintain the good relations
and the technological approach in varies sectors and also manage there sales team to work on
applying good approach in strategies.
D2 Recommendation on how sales structures and approaches improve the financial stability.
As in the companies it is important that all the financial stability will there by be
maintained, as analysed this can be recommended that though all the organisation carries varies
strategies for maintaining the areas and the nature through the skilled zone. It implies that in the

core and the working areas there seems to have the increased sales in various areas. The sale
management is the important aspect in all the organisation. Marriott can attain the equal
importance by advance and making the work which helps out in framing the areas and the nature
of work that is being carried out (Syam and Sharma, 2018). All the implications regulates that
the Marriott can attain a strong team in the as management in which they can attribute all the
essential areas through which all then working and there nature can be maintained. There is
being analysed that all the certain areas and the sales team can adversely focus on the marketing
strategy through which there products can be framed and with that there may also be implies that
finance teams of all the companies can give out various equity and the raised funds with various
zones and the nature. The organisation in order to know the growth of the company can there by
focus on the work of the nature and also the projects and the innovation that is being assigned.
CONCLUSION
From this above report it is concluded that, Sales management plays an important role for
all the organisation it comprise of various sales strategies and the approaches through which the
numerous of customers can be attracted. The techniques used in the sales management helps out
in competitive advantages in all the markets. In hospitality sector there has been analysed that the
sales management improvise and maintains the various areas and helps in the growth of the
company. Furthermore there has been analysed that all the areas in the sales management can
covers and attains the growth in the market sector.

REFERENCES
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