Unit 16 Sales Development and Merchandising

Aim of Unit 16 Sales Development and Merchandising

The study would be generated for having ideal understandings on the significance of the sales development as well as techniques of merchandising within the service operations. Learners would identify different operational aspects such as catering and hospitality, beauty therapy and hairdressing, leisure and sports, travel industries. Unit 16 Sales Development and Merchandising is based on its different approaches that would be covering both the practical and theoretical application of different tools used externally and internally. These applications could enable to identify how to maximize sales and profits within product mix. Learners can also find out the staff roles and responsibilities within the industry of hospitality and tourism.


Learning outcomes

1 Understand elements of the product in a business and services context

This unit would help learners to understand different product elements such as product characteristics, features and their benefits, product strategies and development processes, branding and concept development. Market segmentation would also be incorporated in this part for identifying different components like segmentation rationale and methods, market needs recognising, branding constraints and benefits and theme development in the context of catering and hospitality, leisure and sports and travel sector. 

2 Understand external sales development techniques

Learners can also understand different techniques for external sales growth. In this, different essential criteria such as consumer purchasing behaviour, external merchandising and advertising would be incorporated. Various motivational theories would be mentioned for investigating customer buying decision process. In the part of advertising and external merchandising, media selection, target markets, sales promotion, different designs regarding locations, car parking, access and signage would be evaluated. This would help them to find out suitable techniques for sales development in the end.

3 Understand the tools and techniques of internal sales promotion and merchandising

In this unit, it could be understood that different tools or techniques are needed within internal sales and merchandising. For that, the study would evaluate different aspects like internal merchandising, sales promotion and design considerations. In these aspects, various customer ergonomics, event ambience and environment regarding seating, heating, noise and lighting would be incorporated. Ranges of promotional functions, seasonal opportunities, sales materials, matching materials and internal signage would be verified.

Unit 16 Sales Development and Merchandising

4 Be able to evaluate the role of staff in maximising sales

Through this part, learners can be able to analyse different roles of event staff in developing sales and further profits. For that, few criteria such as operational design, training and several techniques in personal selling would be incorporated. In the selling techniques, aspects like up-selling opportunities, non-verbal communication, consumer needs, product knowledge and relationship between service and selling would be focused along with workflow and equipment, sales role, promotional training, rewards and incentives and program preparation for sales training.

Learning outcomes and assessment criteria

Learning outcomes   On successful completion of this unit a learner will:Assessment criteria for pass   The learner can:
LO1 Understand elements of the product in a business and services contextevaluate the key components of the product discuss the range of contributions to sales and profit of elements in the product mixassess how market segmentation contributes to sales maximisation
LO2 Understand external sales development techniquesdiscuss the factors affecting buyer behaviourassess appropriate advertising media for sales development situations evaluate the role of external merchandising in maximising customer volumes, making recommendations for improvement
LO3 Understand the tools and techniques of internal sales promotion and merchandisingassess how design and layout might affect customer spend review and evaluate internal merchandising materials evaluate promotional activities for different scenarios, making recommendations for improvement
LO4 Be able to evaluate the role of staff in maximising salesevaluate personal selling techniques, making recommendations for improvementdiscuss the influence of operational design on sales revenue justify key principles that should be included in a sales training programme


This unit is closely linked with Unit 8 Marketing in Hospitality, Unit 11 Resource Management in Hospitality exploring in more depth some of the theories and how to apply those to the licensed retail sector of the hospitality industry.