SALES TRAINING ON SALES PERFORMANCE IN THE HOSPITALITY INDUSTRY A CASE STUDY SERENA HOTEL NAIROBI

  • Type: Project
  • Department: Marketing
  • Project ID: MKT0974
  • Access Fee: ₦5,000 ($14)
  • Pages: 47 Pages
  • Format: Microsoft Word
  • Views: 218
  • Report This work

For more Info, call us on
+234 8130 686 500
or
+234 8093 423 853

ABSTRACT The study was set out to investigate the effect of sales training on sales performance in the hospitality industry. The study was guided by the following objectives; To determine the characteristics of a good sales training program in the hospitality industry, to determine the caliber of staff to be included in a sales training program and to establish the importance for sales training program in the hospitality industry. The study findings were that characteristics of a good sales training program should include personal selling technique, interpersonal communication skills, product and service knowledge, customer relations skills and negotiation skills. The caliber of staff to be trained should include production managers, business development managers, team leaders, food & beverage managers, communication officers, customer care and receptionists. The importance of sales training program is that it increases the selling techniques that will result in increase in sales performance. Constant training enables staff gain more skills to meet thE:ir targets. The study recommended that more emphasis should be put on the regular training of employees in every relevant sector of the hotel to have an impact on sales performance, through sales training the hotel staff can reach their targets efficiently, It is also recommended that a combination of training techniques be used, management should be keen on whom are to train the staff, identify areas that need new training to be more efficient and to-avail necessary resources when need for training arises.


TABLE OF CONTENTS 

DECLARATION .......................................................................................... i 

APPROVAL .................................................................................................... ii 

DEDICATION ................................................................................................ iii 

ACKNOWLEDGEMENT ........................................................................... iv 

TABLE OF CONTENTS .................................................................................... y 

ABSTRACT .................................................................................................. viii 

CHAPTER ONE ............................................................................................... 1 

1.0 Introduction ................................................................................................................... 1 

1.1 Background of the study ............................................................................................... 1 

1.2 Statement of Problem ................................................................................................... 2 

1.3 Objectives of the study ................................................................................................. 3 

1.4 Research Questions ....................................................................................................... 3 

1.5 Significance of the study ............................................................................................... 3 

1.7 Limitations of the study ................................................................................................. 4 

2.1 Theoretical orientation ................................................................................................. 6 

2.3 Research Gaps ............................................................................................................. 10 

2.4 Conceptualization ...................................................................................................... 10 

2.4.2 The personnel to be trained ..................................................................................... 10 

2.5 Operationalization ................................................................................ 12 

CHAPTER THREE ......................................................................................... 13 

Research Methodology ..................................................................................................... 13 

3.0 Introduction ................................................................................................................. 13 

3.1 Research Design .......................................................................................................... 13 

3.2 Target Population ........................................................................................................ 13 

3.3 Sampling Design .......................................................................................................... 14 

3.3.1 The Sampling Methods and Techniques .............................................................. !.4 

3.4 Data Collection ............................................................................................................ 14 

3.6 Ethical Issues ............................................................................................................... 16 

CHAPTER FOUR ........................................................................................... 17 

4.0 Introduction ................................................................................................................. 17 

4.1 Analysis of Questionnaire response ............................................................................ 17 

4.2 Personal Information .................................................................................................. 18 

4.2.1 Gender ...................................................................................................................... 18 

4.2.2. Age ................................................................................................... 19 

4.2.3 Department ....................................................................................... 20 

4.2.4 Length of service ................................................................................ 21 

4.2.5 Education level .................................................................................. 22 

4.3 Research Question One ........................................................................ 23 

4.3.1 Whether respondents had ever attended sales training organized by 

their hotel .................................................................................................. 23 

4.3.2 Contents of a sales training program ................................................. 24 

4.4 Research Question Two ........................................................................ 25 

4.4.1 Staff who should be trained ............................................................... 25 

4.4.2 Whether Sales Officers meet their sales targets ................................ 26 

4.4.3 Challenges to better sales performance ............................................ 27 

4.5 Research question Three ...................................................................... 27 

4.5.1 Importance of sales training .............................................................. 28 

4.5.2 Whether sales training can enable one meet his/her sales targets .... 29 

4.5.3 How often Hotels train their Sales officers ........................................ 30 

4.5.6 Sales training methods ...................................................................... 31 

4.5.7 Rating of sales training consultants ............................................. .-:' .... 31 

4.6 Comments on sales performance improvement in the hotel industry .. 32 

4.7 Summary of the Chapter ...................................................................... 33 

CHAPTER FIVE ............................................................................................. 34 

SUMMARY OF FINDINGS, CONCLUSIONS AND RECOMMENDATIONS ......... 34 

5.0 Introduction ................................................................................................................. 34 

5.1 Summary of the findings ............................................................................................. 34 

5.2 Conclusion ................................................................................................................... 36 

5.3 Recommendations ..................................................................................................... 36 

5.4 Suggestions for further Research .......................................................... 37 

REFERENCES ............................................................................................... 38 

SALES TRAINING ON SALES PERFORMANCE IN THE HOSPITALITY INDUSTRY A CASE STUDY SERENA HOTEL NAIROBI
For more Info, call us on
+234 8130 686 500
or
+234 8093 423 853

Share This
  • Type: Project
  • Department: Marketing
  • Project ID: MKT0974
  • Access Fee: ₦5,000 ($14)
  • Pages: 47 Pages
  • Format: Microsoft Word
  • Views: 218
Payment Instruction
Bank payment for Nigerians, Make a payment of ₦ 5,000 to

Bank GTBANK
gtbank
Account Name Obiaks Business Venture
Account Number 0211074565

Bitcoin: Make a payment of 0.0005 to

Bitcoin(Btc)

btc wallet
Copy to clipboard Copy text

500
Leave a comment...

    Details

    Type Project
    Department Marketing
    Project ID MKT0974
    Fee ₦5,000 ($14)
    No of Pages 47 Pages
    Format Microsoft Word

    Related Works

    ABSTRACT The study investigated, The Impact of Employee Training to Employee Performance in Grand Imperial Hotel from 2005 to 2008. Objectives that guided the study included; investigating the relationship between training and performance, to establish areas of training in order to determine performance, to identify the measures put in place to... Continue Reading
    TABLE OF CONTENTS DECLARATION ii APPROVAL iii DEDICATION iv ACKNOWLEDGEMENT v LIST OF TABLES x ABSTRACT xi CHAPTER ONE 1 BACKGROUND OF THE STUDY 1 1.0 Introduction 1 1.1 Background to the Study 1 1.2 Statement ofthe Problem 2 1.3 Purpose ofthe Study 3 1.4 Research Objectives 3 1.4 Research Questions 3 1.5 Scope of the Study 4 1.5.1 Geographical... Continue Reading
    ABSTRACT A lot of beverages manufacturing companies in Nigeria are suffering from the piling up of unsold stocks. In recent years, Nigeria witnessed sales promotions by most beverage industries such as Nigeria Bottling Company Plc, 7up Bottling Company, Nigerian Breweries and Guinness Nigeria Plc., etc. Beverage industry such as NBC Plc. uses... Continue Reading
    ABSTRACT A lot of beverages manufacturing companies in Nigeria are suffering from the piling up of unsold stocks. In recent years, Nigeria witnessed sales promotions by most beverage industries such as Nigeria Bottling Company Plc, 7up Bottling Company, Nigerian Breweries and Guinness Nigeria Plc., etc. Beverage industry such as NBC Plc. uses... Continue Reading
    ABSTRACT This research work has been designed purposely to determine the ways in which hotels keep proper accounting records.  Hotels are industries that provide hospitality to people, making them have a home away from their normal homes; they are mostly a tourist sight for visitors in the country.  They provide services such as rooms, meals and... Continue Reading
    ABSTRACT This research work has been designed purposely to determine the ways in which hotels keep proper accounting records. Hotels are industries that provide hospitality to people, making them have a home away from their normal homes; they are mostly a tourist sight... Continue Reading
    ABSTRACT This research work has been designed purposely to determine the ways in which hotels keep proper accounting records. Hotels are industries that provide hospitality to people, making them have a home away from their normal homes; they are mostly a tourist sight for visitors in the country. They provide services such as rooms, meals and... Continue Reading
    Background of the Study In any organization whether profit or nonprofit oriented the main purpose of the organization is to achieve its objective. The objectives cannot be achieved in a vacuum there must be a clearly set strategy that management should use in order to meet these objectives.  Sales promotion became an essential motivating factor... Continue Reading
    ABSTRACT The aim of this research is to look at and asses the strategies of production planning and inventory control in the hospitality industry. This research work stated with a background on production planning and inventory control strategies. Then the research tried to establish an understanding of production planning and inventory control.... Continue Reading
    ABSTRACT The aim of this research is to look at and asses the strategies of production planning and inventory control in the hospitality industry. This research work stated with a background on production planning and inventory control strategies. Then the research tried to establish an understanding of production planning and inventory control.... Continue Reading
    Call Us
    Get this work
    whatsappWhatsApp Us