Familiar with which department is the venue area and capacity of the banquet hall.

First, the basic concept of the banquet:

What is a banquet? In short, a banquet refers to a gathering centered on catering, which is characterized by gathering many people together and using the same menu or buffet for party activities.

Two. Forms of meetings that can be held in the banquet hall of our store:

At present, meetings held in the banquet hall are not limited to dinners. The following 10 activities are all served by the banquet hall, which shows the diversity of banquet forms.

1. engagement party, wedding banquet;

2, full moon banquet, birthday banquet;

3. Group visits, spring tea parties and tail tooth banquets (limited to 65438+February-February New Year);

4. Class reunion, thank-you meeting, graduation dinner and celebration banquet;

5. Press conference;

6 seminars, training courses, member or employee meetings, briefings, new product launches and product exhibitions;

7 cocktail parties (such as opening reception, anniversary reception, wedding reception, etc.). );

8. Fashion show, singer autograph session;

9. Official banquets;

10, others (such as beauty contests, various board games, signing ceremony, etc. ).

Third, the management form of the banquet:

Due to the different forms of banquets, some banquets need luxurious decoration and layout, such as wedding banquets, celebration banquets, press conferences, various exhibitions and so on. Some only need general furniture and audio-visual equipment, such as briefings and training courses. Therefore, the basic decoration of the general banquet hall is usually relatively simple. In case of special needs, such as weddings and birthday parties, it is necessary to add stages, red carpets, flowers, balloons, lights, special effects, orchestral music and backgrounds. According to the needs of customers, create a gorgeous atmosphere for the banquet.

Four, the basic duties of banquet marketing personnel:

Responsible for internal communication and coordination with relevant departments, contact meetings, banquets and related businesses on behalf of the hotel, expand and develop new customers while maintaining good relations with old customers, and assist superiors in formulating strategies through business activities and understanding market information to achieve the annual plan and budget revenue targets of the hotel.

Verb (abbreviation for verb) responsibility and task;

1, keep in touch with the hotel's customer groups to meet their reasonable needs;

2. Maintain good relationship with existing customers and develop new customers at the same time;

3. Promote the existing banquet products, facilities, venues and services of the hotel;

4. Organize and archive customer information and keep it complete and accurate;

5. Obey the assignment of the department head, visit customers outside the hotel, engage in business or inspect the venue outside the meeting;

6. Be responsible for contacting and assisting the restaurant to make reservations during the shift hours and before other restaurants open;

7. Be responsible for leading the surrounding visiting guests to visit and introduce the hotel banquet hall facilities, and hand them over to the superior for business when necessary;

8. Attend regular business communication meetings held by the department, and submit daily business briefings and any designated meetings;

9. Track any potential business sources, be highly alert to market information, report to superiors in time, and formulate corresponding strategies;

10. Record customer opinions and peer comments, and report the improvement to the superior;

1 1, always keep a proactive attitude to greet guests, pay attention to personal appearance and keep dignified;

12. submit weekly key work reports, including confirmed businesses and businesses that need to be tracked, and submit monthly performance reports;

13. Go to work according to the time arranged by the duty watch. In case of busy business and insufficient manpower, we should adjust flexibly to assist;

14, responsible for filling in the banquet reservation and following up with the guests;

15, know the banquet hall, dining room and service facilities of the restaurant like the back of your hand, so as to give a comprehensive introduction to customers.

I. Banquet and conference negotiations:

When holding a banquet, the first thing customers should do is to consult their favorite hotels for relevant information.

There are about three ways: calling, faxing and negotiating in person. The problems of ordinary guests are nothing more than the availability of the venue, the cost of banquets and conferences, the size of the banquet hall, the relevant instruments and equipment that the banquet hall can provide, the content of the menu, the minimum consumption, the venue planning, the deposit and the acquisition of information about manufacturers related to banquet activities. Faced with such problems, salespeople must always explain to customers and try to grasp every possible business opportunity.

First of all, once it is known that the customer is willing to hold a banquet, the salesperson had better invite the customer to the banquet hall to see the venue. After all, customers often can't really understand the actual situation of the banquet hall by telephone, but their understanding of the venue is rather vague. No matter how detailed the salesperson introduces the perfection of the venue, it is difficult for customers to understand. Therefore, as far as possible, guests are invited to the banquet hall for face-to-face explanation, so that the sales staff can clearly answer the questions of the field equipment, which can not only increase the persuasiveness and make customers unwilling to go, but also the sales staff should consider visiting at home. Generally speaking, only about 75% of banquet business comes to your door, and the other 25% must rely on sales staff to carry out promotional activities and actively win customers.

During the negotiation, the sales staff in charge of contact must prepare enough materials for customers' reference, such as site plan, price list of various menus, guest capacity list, rent list, equipment rental list, etc. When consulting, customers should first understand the size and shape of the venue. Even if the customer has visited the site, the salesperson still needs to prepare the site plan for explanation. Due to the different number of tables and the different types of venues suitable for different forms of banquets, the banquet hall should be equipped with various floor plans to meet the needs of customers.

Two. Reservation and confirmation of banquets and meetings:

If the customer intends to reserve a banquet, the salesperson should ask about the date, time, name and nature of the banquet, as well as the name and telephone number of the contact person, and write it down in writing. In addition, the contents of the menu, the types of drinks, the number of people attending the banquet, the banquet budget, the arrangement method and the customer's payment should also be truthfully recorded. Of course, in the booking process, the sales staff should provide the quotation to the customers, because most customers may compare the prices with other hotels after signing the contract. In any case, the sales staff should record the results of each negotiation with customers in detail, and besides filing for future reference, they should also correctly convey the information to other relevant personnel. Only in this way can we ensure the success of the banquet.

For the convenience of recording, all the information needed to book the banquet has been included in the banquet negotiation table. With the banquet negotiation table, the sales staff can immediately fill in all the information when negotiating with the guests and choose the requirements of the guests. The banquet notice was sent to all departments, and all banquet requirements were clear at a glance. If the customer only booked a banquet temporarily, the hotel must follow it up until the customer places an order. If the customer cancels the reservation, he should also ask the reason for canceling the banquet and record it as a reference for future improvement.

Usually, except for regular customers, all banquets and meetings must confirm 30% deposit. Paying the deposit means that the banquet venue is really booked. Otherwise, if a banquet is cancelled temporarily, it will inevitably cause great losses to the hotel. Therefore, it is necessary for the hotel to collect the deposit in advance as another way of self-protection. In addition, if other customers want to book the same venue before the customer who originally booked the banquet pays, the salesperson should call the customer who booked first and ask their wishes. If the customer indicates that he is sure to use the venue, he must pay a deposit first, otherwise it will be given to the next customer who wants to book. If the customer's fancy banquet hall has been reserved, the sales staff should not give up any business opportunities easily, but should actively recommend other optional banquet halls or try to persuade the guests to change the banquet date. As long as the sales staff always keep a warm heart, they can often successfully promote every banquet business.

Although the salesperson has written down all the requirements of the customer when booking, it is still a potential problem that the customer may change his mind in the future. All sales staff must record the agreed matters in the contract and ask the guests to sign it to protect the rights of the guests and the hotel itself. If the guest doesn't have time to go to the hotel to sign the contract in person, the salesperson can send the document to the customer by written fax or email, and ask the customer to sign the confirmation letter, and then fax or email back to the hotel to show caution. When signing the confirmation letter, the hotel usually requires a deposit of 30%. Sometimes salespeople forget to sign a confirmation letter with their guests and suffer a lot for no reason. Therefore, in order to ensure the normal performance of the banquet, signing a contract with the guests can not be ignored.

Three. Key points of follow-up work for banquet and conference reception:

1, banquet, meeting follow-up personnel should clearly list every detail requirement of the customer in the banquet memo or banquet notice, so that the boss can check it at any time when necessary or other staff can participate in the follow-up work, and there can be no mistakes or omissions.

2. The responsibility of the follow-up staff of banquets and meetings is to ensure that every detail of banquets and meetings can meet the requirements of customers. Therefore, we should keep in touch with relevant departments before the banquet begins, and indeed all departments have clearly defined the banquet requirements.

3, banquet, meeting follow-up personnel should carefully check the implementation of the arrangements before the banquet, if there are omissions, errors, need to promptly notify the person in charge of the banquet, processing and solving.

Each customer has different requirements for the banquet, but in general, the following points must be followed up by the banquet follow-up personnel before each banquet.

A, one hour before the banquet begins, check whether the signs, banners and Xi Town have been put away and whether there are any mistakes in the text;

B, one hour before the banquet and meeting, check whether all kinds of equipment and thank you work normally, such as lighting equipment, air-conditioned telephone, background music, microphone, reception desk and seat number are placed correctly;

C, one hour before the banquet and meeting, check whether all kinds of equipment and facilities work normally, such as lighting equipment, air-conditioned telephone, background music, microphone, reception desk and seat number are placed correctly;

D, check whether carpets, doors, walls, toilets and decorations are clean one hour before banquets and meetings;

E. Assist the Food and Beverage Department to convene a meeting with the follow-up personnel of relevant departments one hour before the banquet and the meeting, explain the contents of the banquet and matters needing attention, including the number of people, the banquet form, the service mode, the food and drinks, the important guests attending the banquet and the special requirements put forward by the guests, assign specific tasks, and designate inspectors for each work link;

F. If performance companies and hostesses are needed, it is necessary to check in advance whether there is anything in the performance program that damages the image of the hotel, and arrange for them to be present in advance;

G, check whether the cups on the dining table correspond to drinks, such as white wine glasses, red wine glasses, soda cups and beer cups;

H, check whether there is PA on duty in the special lounge during the banquet and meeting, whether the banquet air conditioner has been turned on in advance, and whether the temperature is appropriate;

1. Arrange security guards to assist guests in parking half an hour before the banquet;

J, if it is an important banquet or meeting, arrange artists to be present in advance to shoot;

K. Ask the person in charge of the customer banquet and meeting to arrive at the inspection site in advance. If you are not satisfied, you can

Consultation and amendment;

L, tell the person in charge of the banquet and meeting that you will stay at the banquet all the time, and ask him to call you at any time if necessary;

Four, banquet, meeting tracking service:

After the banquet and meeting, the responsible sales staff will personally visit or call the customer to express their thanks, and track the customer's satisfaction with the banquet and the areas that the hotel needs to improve, so as to show a kind of after-sales service to the customer. If customers have a lot of negative reactions, we should explain the misunderstanding clearly in time, but if the situation is true, we can know the direction of improvement. If the guest's response is positive, it can be used as a selling point to promote future banquet sales. All the tracking results should be recorded and archived as a reference for evaluating the improvement results in the future, and can also be used as a service consultation that the customer should pay special attention to next time, so as to provide higher service quality.