How much is the private room in the hotel?

☆ Receiving new customers (telephone customers, visiting customers).

☆ Reception of old customers (reception of acquaintances and friends).

☆ Customer ownership principle.

☆ Strict management, adherence to principles and mobilization of team enthusiasm.

☆ Dealing with customer ownership disputes.

B, customer management and tracking:

☆ Answering customers' difficult questions.

☆ Collect customer information, do a good job in customer analysis and tracking.

☆ Establish customer cases.

C. sales process:

☆ Sales control: ⊙ Determination of sales control personnel. ⊙ Time and purpose of sales control. ⊙ Number and amount of controllable units. ⊙ Release processing of sales control unit. ⊙ Handling of replacement unit. ⊙ Treatment of pile. ⊙ Handling of sales control errors.

☆ Transaction: ⊙ Apply for discount and appoint the person in charge. ⊙ Close the signing procedures of customers and review and management of contracts. ⊙ On-site transaction customer deposit collection and document management. ⊙ Supervise the sales staff to follow up the customer's down payment and sign the hotel business contract.

D. training:

☆ Pre-sales training: organize market research, analysis of this project, analysis of comparable projects around, sales skill training, simulated sales process and performance evaluation.

☆ Training in sales: training for the problems in the sales process, clarifying the purpose of each stage of sales, and solving the problems in the sales process in time.

☆ Targeted training: Targeted training for special problems in the sales process.

E. summary:

As an excellent sales manager, you should be good at summing up your work.

☆ Make a sales plan and define the sales tasks in the next stage.

☆ Summarize the sales situation, and carefully summarize and analyze the sales situation of the previous stage from the aspects of sales situation, personnel situation, customer situation, cooperation with developers, surrounding market situation and cost control.

4. Hotel information management: The feedback of the sales site information plays an important role in the planning team's formulation and adjustment of the hotel's sales strategy. It is the unshirkable task of the sales manager to collect information and provide first-hand information for the hotel. Information sources can be obtained from the following aspects.

A. Customers: Understand customers' various reactions to the hotel, such as opinions or suggestions on apartment type, area, facilities, price and payment method. , or edit in the form of a question and answer.

B. Sales staff: Understand the opinions and suggestions of hotel service staff, and conduct hotel analysis and feedback on the information surveyed by surrounding hotels through sales representatives.

5. Coordinated management: the sales department cannot exist independently without other related departments, and coordinating all aspects is also an important task for the sales manager.

A. communication with key customers.

B. communication with planners.

C. communicate with hotel leaders.

D. communication with the financial department.

E. communication with subordinates.

F. communication with potential customers.

Salespeople have many positive attitudes to learn and many bad habits to avoid, so as not to affect their personality and professional ability. Take a closer look at these shortcomings and reflect on yourself. You still need to improve your painting level until you give yourself a hundred points. Find a good friend who knows you well and ask him to give you an honest score. Give practical examples and let others participate in your improvement process, and you will get greater encouragement and courage.

1. Procrastination habit-can't act firmly immediately.

2. Six basic fears-people who are full of fear will not succeed. The six basic fears are:

Poverty; B criticism; C pain; Lose the person you love; E is old; die

These basic fears should be added: fear that the target customers will not buy.

3. Spend too much time "chatting" instead of selling.

4. Push the responsibility to the business manager. The business manager has no obligation to accompany the salesman to visit the customer. His job is to teach salespeople how to do it, not to do it for him.

5. Make excuses. Don't make excuses, it's useful to find a list.

6. Spend too much time in the hotel lobby or coffee shop. Hotel lobby or coffee shop is a good place to rest, but the salesman who "rests" too much will be fired sooner or later.

7. boom. Prosperity is a common topic of discussion, but don't let target customers divert your sales focus.

Yesterday's party was interesting, but it didn't help the business the next day.

9. Find customers for you by the business manager.

10. Wait for economic recovery. It's no use waiting for him, the order won't automatically sneak in from the salesman's door.

1 1. Hear people say "no". This word is only the beginning of efforts for a real salesman. If every customer says "yes", then the salesman will lose his job because there is no need for a salesman.

12. Henry Ford has many competitors, but he is not worried at all, because he has the courage and ability to launch an eight-cylinder car with ultra-low price, which other brands can't catch up with in a short time.

13. Failed to arrange the work plan for one day in advance. People who plan ahead can finish the day's work reasonably and effectively. If there is no organization, the salesman will naturally "have no way to start".

14. Neglect to visit customers. Target customers will soon alienate salesmen who don't visit for a certain period of time. Customers need products, and they need them right away!

15. Lazy. A salesman who is late for a business meeting or an appointment with a customer and returns to the office early will accomplish nothing and will soon find a new job.

16. Use worn-out or untimely publicity materials. Dirty, shabby and scattered publicity materials show the carelessness of sales staff.

17. I didn't bring my pen. Writing tools are effective tools for salespeople, and sales experts carry their own pens with them. Target customers will soon get tired of salesmen who always borrow pens to write, especially those who don't return them.

18. Being distracted by glasses or accessories. Looking at the watch anxiously, turning the ring, pushing or biting the glasses frame, and pretending to think will make the target customers nervous and lose the opportunity to make a deal.

19. A cold explanation. Listen carefully to your own explanation, if you don't even want to listen to yourself-talking to yourself, boring-customers.

I must feel the same way

20. Mention personal problems. Your problem is your own problem. Everyone has their own problems and doesn't want to hear yours.

2 1. Did not read or listen to on-the-job training materials. The company's publicity materials are not used to fold paper planes or throw trash cans, but have something to tell you. You should study hard and apply them at any time.

22. Stop at will. Parking in a customer's private parking space and occupying someone else's driveway will cause traffic jams and anger customers, which will inevitably cut off the possibility of future transactions. It's no trouble to park your car in the distance and walk.

23. promises that the company can't make. What the salesman promised, what the customer will expect, if it can't be realized, it will cause embarrassment and unhappiness to the customer and the company in vain.

24. I am unprepared when it rains. It rained, and I became a drowned rat. I knew it would rain without an umbrella, and I was in a mess in front of my customers. Keep a light raincoat and umbrella at all times, just in case.

25. Stationery supplies are used up. Inadequate preparation of contracts, specifications and blank orders often leads to the loss of the opportunity to clinch a deal.

26. Pessimism, the result is as bleak as expected.