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Unit Number and Title	HNHM332: Sales Management
Academic Year	2021/22
Unit Tutor	Omar Al-Habash   Fahim Shahbdeen
Assignment Title	Sales management in the 21st century
Issue Date	03 February 2022
Submission Date	19 April 2022
IV Name & Date	F. Khan (31 January 2022)

Guideline for Final Submission

This Module has two assessments: ASSIGNMENT 1 and ASSIGNMENT 2. Ideally, you should complete ASSIGNMENT 1 before WEEK 6 and make sure you RECEIVE FORMATIVE FEEDBACK on your assignment from your lecturer during teaching on WEEK 7. It is also recommended that you complete ASSIGNMENT 2 before WEEK 9 and get FORMATIVE FEEDBACK from the lecturer during teaching WEEK 10. Once you complete ASSIGNMENT 1 and ASSIGNMENT 2, you need to put both assignments into one Microsoft Word file for Final Submission. Remember, there will be only one submission Link. You CAN NOT Submit ASSIGNMENT 1 and ASSIGNMENT 2 separately. As mentioned above, you must put both ASSIGNMENT 1 and ASSIGNMENT 2 into one Microsoft Word file and submit it once. Best of Luck!

Assignment 1

Submission Format

The submission is in the form of a report. This should be written in a concise, formal business style using single spacing and font size 12. You are required to make use of headings, paragraphs and subsections as appropriate, and all work MUST be supported with research and referenced using the Harvard referencing system. The recommended word limit is 1500 to 2,000 words, although you will not be penalised for exceeding the total word limit.

Unit Learning Outcomes

Demonstrate an understanding of the principles of sales management within the hospitality industry evaluate the merits of how sales structures are organised within the hospitality industry and recognise the importance of having sales orientated staff analyse and apply principles of successful selling within the hospitality industry

Assignment Brief and Guidance

Scenario: You have recently been hired by a small hospitality/tourism company of your choice in London as a business development consultant. You have been asked by your line manager to develop a small training manual that is to be used in new staff training. The name of the manual is ‘Sales Management in the 21st Century. Please note that the selected organisation MUST be from the tourism/hospitality industry. Anything otherwise is NOT acceptable for the purpose of this assignment. What you are required to do: The assignment requires you to work independently to produce a small training manual titled ‘Sales Management in the 21st Century. The manual should contain the following information: An introductory statementExploration of the key principles of sales management and an evaluation of how these principles may be different in response to consumer and organisation behaviour. A coherent, fully justified critical evaluation of the benefits of sales structure and the implementation of different types of sales structure using specific hospitality examples explanation of the importance of having sales orientated staff and different sales distribution channels within the hospitality industry Analysis of the key principles and techniques for successful selling and their contribution to building and managing guest relationships using specific hospitality examples concluding statement

Assignment 2

Submission Format

The submission is in the form of a report. This should be written in a concise, formal business style using single spacing and font size 12. You are required to make use of headings, paragraphs and subsections as appropriate, and all work must be supported with research and referenced using the Harvard referencing system. The recommended word limit is 1500 to 2000 words, although you will not be penalised for exceeding the total word limit.

Unit Learning Outcomes

4. Demonstrate an understanding of the finance of selling.

Assignment Brief and Guidance

Scenario Based on the same scenario used in Assignment 1, continue to explore different types of sales. Sales strategies, profitability, and portfolio management are some of the major areas of investigation here in detail.   What you are required to do: Continue with the same company you have selected for the Assignment This Assignment 2 requires you to work independently to produce a report. The report should include the following: Introduction to the report explanation of the importance of developing sales strategies that yield the highest profitability and incorporating account management within sales structured evaluation of how core finance principles and successful portfolio management can lead to increased profitability and a competitive edge for a hospitality business Critical evaluation of recommendations you have put forward, on how sales structures and approaches can improve financial viabilityConclusion.

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