Fundamentals of Sales & Marketing Management for Hospitality

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

• Introduction and Concepts 1:08:19

  • 1: 1.0 Intro to Course Preview 00:29
  • 2: 1.1 Marketing Stages History Preview 05:17
  • 3: 1.2 marketing Concepts - Segmentation Preview 08:58
  • 4: 1.3 - 4Ps of Marketing 03:48
  • 5: 1.4 Pricing Concepts in Marketing 08:04
  • 6: 1.5 Product Concepts in Marketing 10:42
  • 7: 1.6 Place Distribution and Promotion Aspects in Marketing 07:27
  • 8: 1.7 Difference in 4Ps between B2B and B2C Models 09:00
  • 9: 1.8 Characteristics of Modern Selling 06:08
  • 10: 1.9 Planning for Sales & Marketing 03:31
  • 11: 1.10 Formal and Traditional Definitions of Marketing 04:55

• Sales and Marketing Management - Organisation & Roles 34:04

  • 12: 2.0 Sales Management and Organisation Chart 04:43
  • 13: 2.1 Sales and Marketing Organisation for Hospitality 07:03
  • 14: 2.2 Roles and Responsibilities of Sales Managers 03:39
  • 15: 2.3 Expanding Roles of Sales Managers 03:46
  • 16: 2.4 Qualities required of Sales Managers 03:21
  • 17: 2.5 Changing Behavioural Trends in Sale Management 05:08
  • 18: 2.6 Technological Trends in Sales 03:09
  • 19: 2.7 Managerial Trends and Skills Required in New Millenium 03:15

• Ethical Behaviours and Management in Sales 35:53

  • 20: 3.1 Introduction to Sales Ethics 03:54
  • 21: 3.2 Customer Vulnerability creating ethical issues 04:58
  • 22: 3.3 Examples of Customer Vulnerability and Code of Ethics 03:17
  • 23: 3.4 Behaviours to be avoided by Sales Persons 04:40
  • 24: 3.5 Moral Judgements and Ethical responsibilities of employer towards employees 06:52
  • 25: 3.6 Unethical behaviours towards employer, colleagues, customers 05:33
  • 26: 3.7 Ethics in Sales Mix and How to create Ethical culture in organisation 06:39

• Customer Relationship Management 20:07

  • 27: 4.1 What is Customer Relationship Management system 04:15
  • 28: 4.2 CRM and Different marketing and transaction approaches 07:50
  • 29: 4.3 Customer Life Time Value and How to manage relationships 08:02

• Operation Planning and Organising Sales Departments 1:02:21

  • 30: 5.1 Benefits of Planning and Responsibility of planning 03:30
  • 31: 5.2 Process and Stages in Sales Function Planning 04:44
  • 32: 5.3 Stage 1- Anlayse the Situation Relevant for Sales Planning 04:22
  • 33: 5.4 Stage 2-4 - Setup Goals and Strategies 10:47
  • 34: 5.5 Allocating Resources and Implementation Plans 07:13
  • 35: 5.6 Performance measurement Metrics Setting Guidelines & Planning method 07:45
  • 36: 5.7 Designing Organisation Setup for Sales 08:09
  • 37: 5.8 Examples of Orgnisation structures and guidelines to develop 10:04
  • 38: 5.9 Sizing of work force and fixing Sales Quotas 05:47

• Budgeting and Forecasting Techniques for Revenue 24:56

  • 39: 6.0 Importance of Sales budget and forecasting 05:43
  • 40: 6.1 Process of Making Forecasts and Characteristics of good plan 05:35
  • 41: 6.2 Estimating Demand in Breakdown Approach 06:55
  • 42: 6.3 Quantitative and qualitiative method to estimate demand 06:43

• Recruitment and Selection for Sales Teams 47:06

  • 43: 7.1 Importance of Recruitement Selection Preview 04:19
  • 44: 7.2 Recruitement Process 04:31
  • 45: 7.3 Job Analysis and Description 05:56
  • 46: 7.4 Developing Qualifications 04:32
  • 47: 7.5 Sources of Sales peoples 03:16
  • 48: 7.6 Selection Process - Initial Screening 04:20
  • 49: 7.7 Predicting Performance and Turnover 04:50
  • 50: 7.8 Reference Check and Interview Process 06:50
  • 51: 7.9 Responsibilities in Interview 02:49
  • 52: 7.10 Socialisation of Workforce - Orientation 05:43

• Training and Development for Sales Team 20:09

  • 53: 8.1 Training of Sales Persons 04:21
  • 54: 8.2 Developing and Implementing Sales Training 04:57
  • 55: 8.3 Training Need assessment and Type of Training 05:57
  • 56: 8.4 Training Content and Delivery 04:54

• Developing Sales Team Compensation Plans 12:06

  • 57: 9.1 Sales Compensation Plans 03:48
  • 58: 9.2 Developing Compensation Plans 02:46
  • 59: 9.3 Objectives and developing Compensation Mix 05:32

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

- Recruitment , selection, training and compensation of sales managers for staff.

If you feel any topic is missing, write to us

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

• Basic understanding of hotel operations

After this course you will be able to advance you career in sales management as Director of sales

Currently there are no Q&As for this course. Be the first to ask a question.

Reed courses certificate of completion

Digital certificate - Included