Enrolled: 3 students
Duration: 5 hours
Lectures: 58
Video: 5 hours
Level: Advanced

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The sales department is one of the key departments in hospitality not only because it brings sales but also helps in understanding customer demands and experiences required through market intelligence. The sales department is responsible to position the hotel, price, distribution, and promotion to not only end consumers but also to B2B and intermediaries.

Sales management is the process of developing a sales force, coordinating sales operations, and implementing sales techniques that allow a business to consistently hit, and even surpass its sales targets. If your business brings in any revenue at all, a sales management strategy is an absolute must.

In this course, we will learn theoretical aspects of sales management with practical tips and examples from the hotel industry with templates and checklists.

We will be covering

– Concepts of Marketing

– Organization and Roles of Sales Managers

– Recent Trends impacting sales managers

– Ethics in sales

– Sales Planning, Budgeting and forecasting

– Recruitementment , selection, training and compensation of sales managers for staff.

If you feel any topic is missing, write to us

What you’ll learn

  • Principals of Sales management in Hospitality
  • understanding planning process
  • organisation structure and Roles & Responsibilities
  • 4Ps of Marketing and understanding implications on hospitality
  • budgeting and planning process
  • Ethics in Sales
  • Customer Relationship Management

Are there any course requirements or prerequisites?

  • Basic understanding of hotel operations

Who this course is for:

  • All Hospitality students and staff looking to make a career in hotel sales and marketing

Introduction and Concepts

1
Introduction
2
Marketing Stages History
3
Marketing Concepts – Segmentation
4
4Ps of Marketing
5
Pricing Concepts in Marketing
6
Product Concepts in Marketing
7
Place Distribution and Promotion Aspects in Marketing
8
Difference in 4Ps between B2B and B2C Models
9
Characteristics of Modern Selling
10
Planning for Sales
11
Formal and Traditional Definitions of Marketing

Sales & Marketing Management - Organisation & Roles

1
Sales Management and Organisation Chart
2
Sales and Marketing Organisation for Hospitality
3
Roles and Responsibilities of Sales Managers
4
Expanding Roles of Sales Managers / Directors
5
Qualities required of Sales Managers
6
Changing Behavioral Trends in Sale Management
7
Technological Trends in Sales
8
Managerial Trends and Skills Required in New Millennium

Ethical Behaviors and Management in Sales

1
Introduction to Sales Ethics
2
Customer Vulnerability creating ethical issues
3
Examples of Customer Vulnerability and Code of Ethics
4
Behaviors to be avoided by Sales Persons
5
Moral Judgement and Ethical responsibilities of employer towards employees
6
Unethical behaviors towards employer, colleagues, customers
7
Ethics in Sales Mix and How to create Ethical culture in organization

Customer Relationship Management

1
What is Customer Relationship Management system
2
CRM and Different marketing and transaction approaches
3
Customer Life Time Value and How to manage relationships

Operation Planning and Organizing Sales Departments

1
Benefits of Planning and Responsibility of planning
2
Process and Stages in Sales Function Planning
3
Stage 1- Analyse the Situation Relevant for Sales Planning
4
Stage 2-4 – Setup Goals and Strategies
5
Allocating Resources and Implementation Plans
6
Performance measurement Metrics Setting Guidelines
7
Designing Organisation Setup for Sales
8
Examples of Organisation structures and guidelines to develop
9
Sizing of work force and fixing Sales Quotas

Budgeting and Forecasting Techniques for Revenue

1
Importance of Sales budget and forecasting
2
Process of Making Forecasts and Characteristics of good plan
3
Estimating Demand in Breakdown Approach
4
Quantitative and qualitiative method to estimate demand

Recruitment and Selection of Sales Teams

1
Recruitement Process
2
Job Analysis and Description
3
Developing Qualifications
4
Sources of Sales peoples
5
Selection Process of Sales Managers
6
Factors that may help in Predicting future Performance and Turnover
7
Reference Check and Interview Process
8
Responsibilities during an Interview
9
Socialization of sales Workforce – Orientation

Training & Development of Sales Team

1
Importance of Training of Sales Persons
2
Steps in Developing and Implementing the Sales Training Plan
3
Training Need assessment and selecting right Type of Training
4
Training Content and Delivery methods

Developing Sales Team Compensation Plans

1
Types of Sales Compensation Plans
2
Developing Compensation Mix based on Objectives
3
Developing Sales Compensation Plans
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