Hi!
Doctor Mac here.
Welcome to another session of Hospitality Sales Management

This is

PHASE ONE: Personal and Professional Strategy

Step # 1: Professional Management

Topic 4: The Sales Management Function

In the last topic, you learned how the marketing concept is related to sales. You learned that today's consultative salesperson must adopt the principles of marketing and apply them to their management of customers. Today's salepeople are "micro-marketers." They market to a very specific and highly defined market segment…their individual customers.

In this topic you will learn how salespeople are managed. Specifically, you will learn the major functions of a Director of sales and the essentials of their job.

The purpose of this topic is to provide you a perspective of the salesperson from the viewpoint of their boss. What are the concerns of the Director of Sales? When a salesperson can see their job from their boss's viewpoint, they are in a better position to perform successfully

When you have completed this topic, you should:

1. Know the five components of designing an effective salesforce,
2. Know the five components of managing the salesforce on a day-to-day basis, and
3. Be familiar with some current statistics regarding the basic costs of operating a salesforce.

Close

Management of your professional development dictates that you understand what is expected of you in a sales job. Getting inside the shoes of your boss and viewing what is meant by "success" will help you achieve this objective.

The next topic, Hospitality Salespeople and Organization, continues Step # 1, Professional Management. Now that you understand what a Director of Sales expects from a salesperson, you will learn how the boss organizes the sales department and some of the personal characteristics of successful salespeople.

So, let's get to work!

This is Dr. Mac saying, "Persevere and be of good cheer!"