TUI Group: The Principles Of Successful Selling

Tui Group Name Institution Tui Group Introduction TUI group has had tremendous growth since being started in the year 1923. Today, the company is the world leader in tourism. They have strong tour operators, leading online portals, 1,600 travel agencies, 6 airlines and round 150 aircrafts, more than 325 hotels containing 239,000 beds, and 15 cruise liners (‘’ Tuigroup.com.,’’ 2018, n.d). TUI AG got into the tourism business in 1997 when they acquired Hapa-Lloyp, Germany’s leading Tourism Company. The company has since gone on to acquire more tourism companies to become one of the leading tourism groups in the world. The concept of sales management refers to the process of coordinating sales, developing a sales force, and implementing sales methods which allow a company to hit, and even exceed its sales targets (Jobber and Lancaster, 2006, p15). Sales manager boosts business performance in terms of the amount of revenue collected which enables an entity to remain competitive within the market. The aspects of sales management include sales operations, strategy, and analysis. The aspects help the business and employees in understanding results, developing a sense of control, and predicting future performance. The group reported revenue of 18,478 million Euros in 2013, 18,715 million Euros in 2014, 20,012 million Euros in 2015, 17,185 million Euros in 2016, and 18,535 million Euros in 2017 (‘’ Financials.morningstar.com.’’ 2018, n.d). The data shows that the performance of the company in terms of sales consistently improved from 2013 to 2015 before declining in 2016 and again increasing in 2017. Principles and Techniques of Successful Selling Principles and techniques of successful selling help a person in developing the needed skills in selling any product to anyone. Making meaningful sales volume requires creating good relationships with the buyers. Buyers have several alternatives to choose from as there are various companies that offer the same product. Therefore, there is need to create better relationships with customers through identifying their needs, building trust by offering quality products, building rapport, and showing genuine interest in order improve sales. A better relationship with customers will give the buyers a reason to buy from a company instead of other rival firms. The principles of successful sales management are discussed below: Planning Planning involves forecasting into the future to identify what should be done and who will do it. Planning is done after conducting an extensive market research and facts verified at every phase of the process (Kerzner and Kerzner, 2017, p67). A plan should be evaluated after analyzing the market for a given commodity and flexibility be provided for adjustments to allow the variation in production. Also, a plan should be reviewed continually to incorporate the changing needs of various heads of department and the subordinate staff members. Reporting Reporting is the process of analyzing sales data, keeping track of information at each stage of the process, and determining where to make improvements. A report includes details of product sold in a particular time, sales volume per product, the number of current and new accounts contacted, and the costs in...