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Sales Management Presentation

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by

Iwan Bigwanto

on 25 August 2014

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Transcript of Sales Management Presentation

Healthy Competition
Sales Management
Ms Judy Koh
As an inspiration
Develop new ways for maintaining the employees' ethical behaviour

Ethics - Important factor
Ethical Work Climate
Influencing Ethics
Briefing Before Work
Gathering at 5:45 P.M

Improving Ethics
Rewards for employee of the month
Daily gift for outstanding employees
Solution for breaching code of ethics
Influence company's performance
Reflect company's reputation
Help to avoid the breach of legal codes
Background
1907 - The Fairmont San Francisco
Iconic Hotel
"Place of occasion"
Glittering balls
Presidential visits
Political gatherings

(The Birth 2012)

Expansion of Fairmont Hotel Chain
Fairmont Singapore
80 Bras Basah Road
769 luxurious guestrooms and suites
16 distinctive restaurants
70,000 square feet of prime meeting space
Award Winning - Willow stream spa

(Fairmont 2012)
Outline
Conclusion
Importance of Ethics
1. Background of Fairmont
2. Interviewee - Ms. Judy Koh
3. What is Ethic and Code of Ethics?
4. How to maintain a positive ethical environment in the company?
5. How important is ethics?
6. Resolution for breach of ethics
7. Conclusion
Case Study - Fairmont Hotel
Clement Hardjadinata 15408071
Iwan Bigwanto 15408165
Wilianto Lokaputra 15474577
Jessica Sutrisno 15117115

Singapore
BEIJING
SINGAPORE
WASHINGTON, DC
HAWAII
LONDON
MONTE CARLO
TORONTO
VANCOUVER
BARBADOS
JAKARTA
CHENGDU
MOSCOW
NEW YORK
FAIRMONT HOTEL
Who did we interview?
Name: Judy Koh
Position: Director of Sales, Corporate & Consortia

Working Experience:
- Mandarin Hotel Singapore - 2.5 years
- Conrad Hotel Singapore - 6 years
- Fairmont Hotel Singapore - 7 years

Job Scope:
Attract as many customers as possible to stay in the hotel, especially big groups
Question - Topic 8
In your selected
company, how does the sales manager
seek to positively influence ethics
and how important is it?
Organisational Chart
Merging of Fairmont and Swissotel Sales team
Ethical Dilemma
Individual Approach
One to one conversation
Informal environment
OR
Refer to HR Department
Thank You
For Listening!
Reference List
Fairmont Singapore. 2013. Fairmont Hotels and Resorts. Accessed 23 January, http://www.fairmont.com/singapore/.

Hair, Joseph F., Rolph E. Anderson, Rajiv Mehta and Barry J. Babin. 2010. Sales Management: Building Customer Relationships and Partnerships. Mason, OH: South-Western Cengage Learning.

Schwartz, Mark S. 2002. "A Code of Ethics for Corporate Code of Ethics." Journal of Business Ethics 41 (1): 27-43. http://www.springerlink.com/index/u01w6242n78079rm.pdf.

The Birth of the Brand. 2013. Fairmont Hotels and Resorts. Accessed 23 January, http://www.fairmont.com/about-us/ourhistory/.
What is Business Ethics
What is Code of Ethics
A written, distinct, formal document which consists of moral standards which help guide employee or corporate behavior
(Schwartz 2002, 28)
A study of how business people behave when facing a situation with moral consequences (Hair et al. 2010)
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Full transcript