The sale of accommodation capacities in the hotel is a very dynamic activity whose purpose is to ensure the highest quality of services and to expand the assortment offer in the hotel. Hotel sales is one of the most important business functions because timely information on accommodation capacities is the basis for making key decisions for the future hotel business. First of all, hotel sales must be creative, initiative and contain elements of promotion, PR and marketing. Hotel sales must be functionally structured, and regardless of ownership relations or business forms, along with the booking office should be included in the hotel’s organizational chart. The aim of this paper is to show detailed processesand functions of hotel sales and, in the concrete example of the D-Resort in Šibenik, to point out the importance of the sales department as an essential factor in the businessof a hotel.