Revenue (yield) management is an important instrument for harmonizing supply and demand and dividing customers into several different segments based on their purchase intentions and allocating the capacity of different segments in a way that maximizes certain profit and revenue. It is the application of information systems and strategies to determine prices and allocate the right capacity to the right customer at the right price at the right time. The purpose and goal of the paper is to describe the sales department in the hotel and its tasks and way of working. The hotel sales department is very important for the hotel's business and survival on the market. The hotel sales manager ensures sales in the market in order to increase revenue, gain market share. Directs associates to increase account share and revenue from local assets.Manages and directs market sales techniques for retention opportunity management, account management sales, local and social catering, business travel and stay extension sales.