Sales management has a significant function within an organisation to generate a connection between customer needs and business strategy. Moreover, learners can get a deep recognition of how operations of sales operations work, the required skills for managing the sales force, and the techniques to optimise revenue growth for direct consistency. Learners discover the significance of strategies for sales as a core activity of business and its contribution to the success of a long-term organisation.

Another significant focus is on recognition of the sales environment that includes competitive freshers, friends with emerging and evolving expectations of customers. Students identify how external and internal factors impact decision-making and sales planning. It assists in acquiring how to attack sales strategies to change conditions of market conditions and maintain the bay with strong relationships with customers through problem-solving and effective communication.

The essential element of the unit is the practical skills development in terms of budgeting, sales planning and forecasting. Learners identify multiple structures of sales, identify performance metrics and study procedures for setting achievable yet sales targets with ambition. This unit also sheds light on the optimisation of technology that includes digital sales and CRM system tools. It also streamlines operations and provides support for the decision-making data.

Sales team management is another significant theme where students identify techniques for training sales personals lead, and motivation. This unit identifies styles of leadership significance of generating optimism, and methods of performance evaluation with a goal-oriented culture of sales. Professional conduct and ethical practice within the operations of sales are also strongly focused and assist learners to recognise how to generate trust and credibility among clients.

This unit also equips learners with skills and knowledge to design strategies with efficient sales, operations of sales optimisation and high-performance teams of sales management. This unit also develops practical competencies and analytical potential, which enable learners to prepare to contribute efficiently to the functions of sales in advance and diverse business settings in roles of sales management.

Unit Objectives

Unit 32 sales management contains significant objectives which are designed to identify the learning and acquisition of the learners in the hospitality management subject for the HND qualification.

• To identify the external and internal factors which impact the activities of sales and strategies.
• To identify the optimisation of technology, digital tools and CRM systems to improve the customer relationship management and sales operations.
• To develop professional attributes and apply ethical practices of sales for building trust and certifying customer satisfaction while maintaining relationships in long-term business.
• To prepare practical skills in forecasting sales planning, setting targets with measurable sales and budgeting.
• To develop explicit recognition of the significance, purpose and role of sales management in an organisation.
• To recognise how to deal, motivate and manage a team of sales effectively for attaining the goals of the organisation.

Learning Outcomes

Pearson has designed some of the learning outcomes according to the HND qualification for learners of hospitality management, and the learning outcomes of unit 32, sales management, are given below.

LO1: Demonstrate an understanding of the principles of sales management within the hospitality industry.

• Scope and introduction of sales management:
• Sales management definition and its significant aspects for sales management, including reporting, selling and planning
• Sales versus marketing and the significant variation between the two.
• Monitoring and measuring are strategies, including the sales funnel and metric of hit rate
• Multiple selling modes (B2B and B2C) and their influence on seller and buyer dynamics and roles
• Process of consumer buying behaviour
• Process of business buying behaviour
• Incentives and sales promotion, and the way through which they are utilised within the multiple sectors
• How sales of hospitality battery from good sales consumer tangible and intangible products, service selling instead of tangible products
• The challenge of perishable selling
• The sales character in contract catering and food service management
• The significance of an innovative technology on the environment of sales management: the optimisation of video conferencing for improved communication with tablet devices, Skype, and online computing to access information for improvement

LO2: Evaluate the merits of how sales structures are organised within the hospitality industry and recognise the importance of having sales-oriented staff.

• Sales executive and sales leadership:
• Sales leadership, law and ethical behaviour
• Organising and designing the sales force and selecting the appropriate structure: customer-based design, product and geography
• The sales department structure within the industry of hospitality industry and the way in which they are different from old sales departments
• Accurate training and recruitment for efficient sales force development:
• Hospitality sales characteristics for people
• Leading, managing and supervising the sales force
• Reward, performance management and goal setting for Salesforce
• The multiple channels are the distribution of sales, hotels can optimise social media and a divisible property website, online travel agents and systems of global distribution
• The benefits and costs of all these hotels.

LO3: Analyse and apply principles of successful selling within the hospitality industry.

• Turning information about customers into knowledge:
• Classification of leads in sales: cold, warm and hot
• The warm versus cold approach
• Successful positioning and pitching
• Techniques of negotiation and tactics: handling objections, over-promising and behaviour ethics, when to say no, closing the sale
• Managing and building relationships
• Techniques of internal sales: programs with employee incentives, selling suggestions and upgrading rooms of hotel
• Terminating and exit relations

LO4: Demonstrate an understanding of the finance of selling.

• Management of portfolio:
• Margins of calculation
• Terms and mechanisms of payment
• Cycles of sale
• Cycle management with specific sector sales
• Performance management
• The connection between revenue management and hotel sales

Assessment Criteria

This unit contains assessment criteria which have further association with its learning outcomes. Here are the learning outcomes of Unit 32.

LO1: Demonstrate an understanding of the principles of sales management within the hospitality industry.

• 1.1 Explore the key principles of sales management in relation to the importance of sales planning, methods of selling and sales reporting.
• 1.2 Evaluate how principles of sales management will be different in response to consumer and business buying behaviour.
• 1.3 Produce a coherent, fully justified critical evaluation based upon a comprehensive understanding of sales management, structure and selling techniques within a hospitality organisational context.

LO2: Evaluate the merits of how sales structures are organised within the hospitality industry and recognise the importance of having sales-oriented staff.

• 2.1 Evaluate the benefits of sales structures and how they are organised using specific hospitality examples.
• 2.2 Explain the importance of having sales-oriented staff within the hospitality industry.
• 2.3 Assess the use of different sales distribution channels for specific hospitality examples.
• 2.4 Critically evaluate the implementation of different types of sales structures using specific hospitality examples.

LO3: Analyse and apply principles of successful selling within the hospitality industry.

• 3.1 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.
• 3.2 Critically analyse the application of successful selling principles and techniques in application to specific organisational examples.

LO4: Demonstrate an understanding of the finance of selling.

• 4.1 Explain the importance of developing sales strategies that yield the highest profitability and incorporating account management within sales structures.
• 4.2 Evaluate how core finance principles and successful portfolio management can lead to increased profitability and a competitive edge.
• 4.3 Critically evaluate and make recommendations on how sales structures and approaches can improve financial viability.

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