How to do a good job in hotel sales

Hotel marketing is a kind of marketing and an important part of hotel business activities. It begins before the hotel provides products and services, mainly studies the needs of guests and the methods to promote the growth of hotel customers, and is committed to developing the potential of the hotel market and improving the hotel's income. Marketing involves products to meet the needs of guests, which runs through all business activities from hotel circulation to guests, and finally enables the hotel to achieve the predetermined business objectives.

Organizational marketing

When organizing hotel marketing, we should do the following:

1, define the sales area and scope. The marketing manager cooperates with the sales staff to define the sales area and scope, and actively guides the sales staff to expand the sales area at one time. The distribution of sales area and scope should be based on the sales potential of fixed customers, the geographical location and category of customers.

2. Set sales targets. The marketing manager sets the sales target according to the hotel's sales target and policy. Sales indicators are divided into quantitative indicators and quality indicators. Quantitative indicators are: hotel marketing management thought

(1) Sales quantity, such as room sales days, catering sales, average house price, sales revenue, etc.

(2) Sales times, daily or monthly sales visits.

(3) Indicators and control of sales expenses, and the sales expenses involved by sales personnel every month, such as transportation expenses and entertainment expenses.

Because each salesperson is responsible for different customer demand potential, the quality standard of sales should be determined when the salesperson is required to reach the sales quantity. Quality standards include sales staff's products and sales knowledge, the effect of sales call, sales staff's working attitude, working ability and relationship with customers.

3. Performance evaluation of sales staff. The sales manager should take appropriate measures to understand and obtain the performance information of the sales staff, formulate the provisions for the sales staff to submit the "sales report" every month, understand the sales situation, and feed back the sales information in time.

4. A well-organized organization. According to the geographical location and category of hotel customers, the marketing department organizes sales staff to divide sales according to geographical location, which reduces the travel time and improves work efficiency. According to the current development of hotels, hotel marketing should actively tap the potential of hotel products, increase the attractiveness of products, attract customers' consumption and attract business.