Case Study - Read the scenario below then answer the questions in a few paragraphs using topics you have learned in the course (10 marks total)

The message at the staff meeting of The Times Hotel was loud and clear: Increase sales! Ana Chavarria, front office manager, and other members of the management staff meet informally late that evening to brainstorm ideas for increasing sales for the hotel. Eric Jones, food and beverage manager, has brought along a copy of a recent hospitality publication that includes an article on increasing promotional efforts within the hotel as well as increasing marketing efforts outside the hotel. This concept gives Ana an idea: Maybe the front office employees, as well as other employees in the hotel, have ideas about promoting sales. Eric dismisses that thought, stating that management is the only group paid or trained to think. Frank Goss, director of marketing and sales, wants Ana to explain her idea further. She feels the front office is a focal point for information for all guests. Maybe having her staff act as internal sales agents can increase sales in the hotel. She has a good rapport with her employees and feels they will give it a try. She is willing to put in the effort required to develop a plan.

Question: How should Ana Chavarria proceed to develop an internal sales agents plan?