Sales Performance Improvement : Case Hotel Sorsanpesä

Abstract

The aim of this thesis was to obtain in-depth knowledge about the current sales and marketing strategy of the case company, a hotel, and its implementation, as well as the methods and steps to be used to improve the overall sales. The key aim of this study was to propose possible solutions, which could help the hotel increase their potential customers and have stability in their operations. The theoretical part of the thesis includes the following topics: sales in general and the sales performance of Hotel Sorsanpesä. The empirical part includes research methodology, the results of the statistical data, interviews, observations, and possible solutions. The results were collected through qualitative approach for the case company: Hotel Sorsanpesä. The primary data were collected by conducting in-depth interviews, personal observations while the secondary data were collected from statistical source from the hotel by analyzing the sales and income statements, guests’ surveys, competitor analysis and the CRM tool. The outcome of this study shows that the hotel was still using the outdated traditional marketing approach. New marketing concept, the need for renovation and new breakfast concept to enhance the sales overall are the must. With the help of this study, the hotel can possibly come out with new approaches to boost their sales and general performance.