Business Finance
Boston University Benefits of Sales in Hospitality Sports and Tourism Paper

Boston University

Question Description

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Complete a 27+ page research paper (25 pages of content, 1 title page, plus reference pages). The research paper should have a minimum of 15 peer-reviewed resources that address the significance of sales in the fields of hospitality, sport and tourism. Additionally, the paper should address the importance of a sales component being added into the curricula of hospitality, sport and tourism undergraduate studies courses/programs and its overall relatedness to student success in these fields after graduation. The paper should be APA formatted, Times New Roman font, double-spaced throughout.

**Students will receive a 5 point deduction for any noted APA Issues. The remainder of the paper will be evaluated using the following college-level writing rubric (Booth, M. of St. Mary’s College, 2020).

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Benefits of Sales in Hospitality, Sports, and Tourism
Student Name
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For a long time, sales education has not been taught in courses that are deemed "not
sales." This has secluded students majoring in tourism, sports, and hospitality as the courses
are thought not to need any sales education. Learning about sales and marketing within the
fields of tourism, sports, and hospitality is paramount. Sales play a huge role in allowing
managers and employees within these industries to attract and maintain customers for the
organizations in which they work. Sales representatives take the time to know all the
information they need from a customer to offer the best services for their needs. The
salespeople will ask about what a customer prefers, what they need from experience, and how
they need certain things done. They will then communicate this information to the managers
and make a customer's experience incredible. In this era, where customers review companies
immediately and online, where millions of potential clients can see, salespeople are now,
more than ever, crucial for company success. The salesperson also has a platform to convince
a customer to leave a positive review and thus increase company sales. These are some of the
advantages that students who have learnt sales in school can inject to companies, thus
improving revenue and customer satisfaction.



Benefits of Sales in Hospitality, Sports, and Tourism
For any business, a salesforce is a resource for market intelligence and an essential
vehicle for implementing any marketing strategies the business may have. Historically, sales
functions are separated from marketing strategies, but today, more and more companies are
looking for ways to integrate sales and marketing for positive improvements within the
company. The organizations are, however, facing challenges while adapting to environmental
changes for them to survive and thrive for many years and continue making profits. The
companies that have an active response to the market turbulence are likely to have a
competitive advantage, unlike their rivals, who have limited or no response at all. The macroenvironmental forces demand that there are new threats and opportunities due to the changing
competitors and customer expectations. These are often well beyond the control of managers
and workers in the company, but with proper adaptation, the companies can smoothly and
quickly guarantee the prosperity of the company.
Companies are comprehended to change, and therefore the sales team has the mandate
to implement strategies that will guarantee changes are happening (Ciges, 2015). At first,
these changes may be smaller. Still, they could grow into bigger responsibilities such as
allowing the hospitality, sports, and tourism industry to enter new markets, adopt new
distribution channels, and allow them to launch new products. The salesforce of companies in
different industries can be both implementation and formational for all strategic plans
because of the connection of the team to the market and their awareness of the changing
customer needs and the developments of the competitors. This paper will look at the
importance of sales in the hospitality, sports, and tourism industries. In this digital age of
competitiveness and fast dissemination of information, companies must maintain their



position in the curve with the latest marketing strategies. Understanding new trends will help
keep business owners from the risks of falling behind.

Role of Sales in Guiding Organizational Change Efforts
Researchers have found that companies that are willing to change with the market
tides are likely to function much better than their rivals who do not. The role of the sales
departments in guiding organizations to change is imminent and dependent on how these
departments adapt to environmental changes. Throughout businesses, in different industries,
putting into consideration market-driven influences is a basic requirement in various
departments in all industries, but their role in hospitality, tourism, and sports is limited. In
market intelligence, sales play a significant role, but only limited companies in these
industries genuinely leverage the potential (Convention sales and services, 2018).
Salespeople should, therefore, be in a position to build a better customer relationship and
learn more about their competitor's pricing, projects, and products hence enhance their longterm behaviors, preferences, and new projects that will have customers coming back for
As the company changes its strategies, menus, players, and other parts of the customer
experience, the salesforce plays a crucial role. In many cases, however, the efficacy of how
the information is disseminated within the organization often faces challenges, including
difficulties mobilizing, inadequate communication gathering when engaging in marketing
intelligence, and long communication lines between departments. How well a company's
intelligence is received in the organization and how well customers respond to products
depends on the way the sales team transmits information, which is often overlooked. Lack of
better communication regularly contributes to negative perceptions when introducing changes
within the processes. There has been some compelling empirical evidence that suggests that



integrating marketing and sales and tactics can positively affect growth within any company.
However, this activity is not entirely straightforward for most companies to achieve.
Traditionally, these departments could not get along due to cultural and economic differences
arguing that marketers are thinkers while salespeople are doers. Thus, these two have
undervalued and misunderstood each other's contributions. Integration is often threatened by
the fact that this mentality has meant that marketing departments are not synchronized with
the market. This, therefore, brings the question of whether the marketing departments are
enough to get customers through the doors.
The sales department has the role of guiding the organization to adapt to the changes
that are implemented while warning that there may be some challenges with accepting the
new changes. However, it is clear that the conflicts between marketing and sales departments
are a sign that the new strategies may not go as far as the managers would like. This is why
different sales departments must work with marketing departments to ensure that they are
reaching as many customers as possible. The integration of sales to organizations enables
them to be more sensitive to any changes within the market and allows them to implement the
right strategic responses.

Importance of Sales in the Hospitality Industry
The numerous changes that have been taking place within the hospitality industry in
the United States over the past few years have caused the role of sales within the industry to
become increasingly competitive. Providing the guests with a comfortable place to stay
through the night and good food is the primary concern for any hotel operator. However, this
is not the only way to get customers. Hotels need to find ways to sell their food and sell their
hotel rooms. The sales strategy of the hotels will reflect the organization's commitment to the
guest experience as well as creating an emphasis on the booking of as many rooms as



possible each day. Hotel managers need to employ techniques that guarantee that they are
profitable both in and out of season (Feiertag, 2019). Hoteliers need to ensure that they have
brand awareness so that the customers will repeatedly use the services as well as recommend
it to others. For a marketing strategy to be effective, it requires to be split into two so as it
focuses on enhancing past customer relationships and looking for new customers on the other
The hospitality industry is considered one of the most challenging industries to
succeed in. The main reason is that most people assume that if they start a hotel at a prime
location, the business will flow right in. Thus they invest disposable income in the business
and hope that the industry does not require a lot of work. This is why most are bitter and end
up leaving the industry all together and incurring losses of both time and money. The key to
the hospitality industry is to understand what makes other companies thrive in the industry.
This often means creating effective sales strategies and using the information from customer
wants and competitor strategies to succeed (Feiertag, 2019). For the hotels, marketing and
sales have become extremely complex. Managers are not just looking for ways to manage
rooms, serving guests, and check availability and pricing. They also need to find new
channels for digital communities that emerge daily.

The Scope and Diversity of the Hospitality Industry
The hospitality industry is one of the industries that drive the economy bringing in
just over $570 billion in 2017. Big hotels like the Marriot International bring in about $22.3
billion in revenue each financial year. Even with such big companies working 24/7 and
making a tin of profits, there are still companies that struggle to attract the right customer,
find the right price for services, and earn enough profit to expand. The internet has made the
world into one big village. Globalization has benefited the tourism and hospitality industries



and, therefore, has affected new graduates in how they apply for jobs within the sectors.
Companies are looking for diversity as a way to make their services better for international
guests. Consequently, employees have increasingly focused on the creation of an equitable
workplace environment (Feiertag, 2019). This means that most professionals have
educational and cultural backgrounds and can, therefore, work together to create welcoming
and diverse teams.
Diversity in the hospitality industry does not just refer to religious or cultural
backgrounds. It also speaks to the unique perspective that each employee brings to the
company from previous work experience and the unique way workers analyze and solve
problems. As the industries begin to think of diversity in complex ways from education,
culture, and personal experiences, employees can distinguish themselves in a job interview.
Variety also covers the ability of an employee to deal with different gender, physical abilities,
and sexual orientation. This guarantees that customers will ge...

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