Professional Documents
Culture Documents
Sales Planning & Operations
Sales Planning & Operations
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of amenities for a comfortable and 370/per
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Task 1
Explain the sales strategies and how these strategies can be revised in
line with the companys corporate objective
Strength :
1. Facilities
babysitting,
car
park,
business
centre,
Opportunity :
1. They can promote their hotel during festival that being
held in Penang
2. High potential in emerging markets
Threats :
1. Economic and political turbulence
2. There are many more hotels that are cheaper at the
beach.
Generating and selecting strategies. Parkroyal used pull
strategy. Pull strategy refers to customers who are actively
seeking products and customers to place orders by request to
the supplier. A pull strategy requires close brands which can
Task 2
Explain the two technique used to coordinate and control sales
output for the company
Budgeting is important for any business. Without a budget companies
can't track process or improve performance. The first step in creating a
master company while budget is to create a sales budget.
A sales budget estimates the sales in units as well as the estimated
earnings from these sales. Management carefully analyzes economic
conditions, market competition, production capacity, and selling expenses
when developing the sales budget. All of these factors play an important
role in the company's future performance. Basically, the sales budget is
what management expects to sell and the revenues collected from these
sales.
Budget determination
The marketing manager must determine based on the marketing plan for
the year ahead, what portion of the budget be allocated or each of the
three parts
The selling expenses budget includes sales personnel, salaries,
those
expenses
directly
Sales forecast
Sales forecasting is the process of a company predicting what its future
sales will be. This forecast is done for a particular period of a time in the
near future, usually the next fiscal year. Accurate sales forecasting
enables
company
to
make
informed
business
decisions.
Sales
continuing as usual.
Identifying clients and timeline - In addition to what is selling, an
accurate sales forecast also should identify who is buying the most
and when they are buying. For example, if 80 percent of your sales
will come from six clients, it is much easier to know who should be
getting most of your time
the survey and solve the problem that are listed from the survey.
Panel of executive opinion counselled who have knowledge of the
industry being examined such as those who are expert in finance.
Quantitative
Time series usually the only variables that forecasters use is time
factor
Task 3
Explain the use of database in effective sales management for
Parkroyal Penang Resot
Typical information stored on a database includes the following :
1. Information on actual potential customers detail of the customers
like name, address, telephone number and other
Name : Melati binti Ahmad
Telephone number : 019-5672345
Days of stay : 5 days
Date of previous purchase : 7/5/2014
Name : Sazali bin Kasim
Telephone number : 017-6547865
Days of stay : 2 days
Date of previous purchase : 23/6/1014
Name : Khalida Asiah Binti Zulfakri
Telephone number : 011-4637845
Days of stay : 2 days
Date of previous purchase : 3/4/2015
Name : Lim Ming Ah
Telephone number : 012-0346785
Days of stay : 6 days
Date of previous purchase : 4/1/2015
2. Transactional information total amount, type of transaction and
type of bank account
Bil.
Name
Country
Bank
Transactio
1.
2.
3.
Malaysia
Malaysia
Taiwan
Maybank
n
MasterCar
CIMB Bank
d
MasterCar
Citibank
d
MasterCar
d
3. Promotional information any promotion campaigns that have been
run from Parkroyal Penang such as Festival of Seafood Buffet and
others. Results from these campaigns can be in term of contact,
sales and profiles can be stored in marketing database.
4. Product information which product have been promoted, how,
when and where. For examples, Parkroyal can offers discount for
Valentines Day for couples who are married. So when there are
customers who use the discount offer, their information will be
stored.
Sales
Task
4 plan
January 1st 2013
Develop a sales plan for a product or services of Parkroyal Penang
2014 sales plan draft volume 1.0
Vision
To focus assets expansion in key destinations within the Asia-Pacific
market, with Parkroyal as the master brand and hotel of choice
Mission
To set hospitality standards that are unique to our current portfolio
and that the cater to the exclusive needs of our customers
Objectives
Sales strategies
Hotel rooms will take customers breath away with their spacious
comfort and magnificent view
Giving membership card for customers to receive discounts
Serve a fascinating cuisine in a cozy dining mood
Action plan
Task 5
Investigate how Parkroyal Penang can create opportunities to sell
its various packages internationally
Networking
Sales staff operating in international of environment are responsible for
networking with high level government and business individuals to
convince them to check on the hotel. For example, let them know what
are the facilities at the hotel and what are the latest customer preview of
the hotel. As in case, Parkroyal Penang is a foreign branch so in Malaysia
there are so many travel agents that can help to promote the hotel
Cultural factors
The sales staff need to understand the culture of foreign countries. They
need to find right way to offer product to international client. For example,
if the targets are customer from Australia, show them how beautiful the
beach is and what are the facilities or sport game that involve at the
beach.
Task 6
Investigate opportunities for the chosen company for using
exhibitions or trade fairs in orders to attract more visitors/tourist
in Malaysia
i.
ii.
iii.
REFERENCES