What is hotel sales? How to do a good job in hotel sales?

Sales and marketing are the same concept. 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. When organizing hotel marketing, we should do the following: \x0d\ 1. Delineate 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. \x0d\ 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 include: hotel marketing management concept \x0d\ (1) sales quantity, such as room sales days, catering sales, average house price, sales revenue, etc. \x0d\ (2) The number of sales and the number of sales calls that should be made every day or month. \x0d\ (3) Indicators and control of sales expenses, such as monthly transportation expenses and entertainment expenses of sales staff. \x0d\ Because each salesperson is responsible for different customer demand potentials, 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. \x0d\ 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 regulations for the sales staff to submit the sales report every month, understand the sales situation and feed back the sales information in time. \x0d\ 4。 Reasonable 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. Product portfolio hotel marketing can develop a variety of popular portfolio products to attract customers according to the sales requirements of enterprises and the different needs of guests. Existing portfolio products include: \x0d\, song and dance entertainment activities. \x0d\ (2) Conference portfolio products. The conference package products include the use of the conference hall, tea and coffee during the meeting break and working meals during the meeting, which are provided at a discount of one package per person. \x0d\ (3) Family accommodation combination products. Family double rooms, free extra beds for children living with their parents, provision of child care services, free use of children's entertainment facilities, children's menus in restaurants, etc. \x0d\ (4) Honeymoon holiday products. Honeymoon holiday products are only available to newlyweds, and generally require beautiful and quiet rooms and some special services, such as beautifully decorated new houses, free American breakfast before going to bed, free champagne, and flowers and fruit baskets in the rooms. \x0d\ (5) Wedding portfolio products. This kind of products are mainly aimed at the local residents' market, combining the wedding consumption form, adapting to the consumption psychology, emphasizing the festive atmosphere and attracting consumption: the product portfolio includes luxurious Beijing-style or Cantonese-style banquets, free full-court soft drinks, a four-story exquisite wedding cake, a grand wedding banquet hall decorated with flowers and double happiness banners, creating a wedding atmosphere according to specific requirements, playing wedding marches, providing wedding suites, flowers, fruits and champagne free of charge on the wedding night, and providing wedding banquets in the bridal chamber. \x0d\ (6) weekend combination products. Weekend combination products can attract guests to rest and entertain after a week's work, so it is necessary to plan and organize some entertainment and sports activities, such as holding weekend parties and acrobatic performances. And combine entertainment activities with hotel accommodation services into cheap package products. \x0d\ (7) Off-season holiday products. In the off-season, provide guests with accommodation and meals for one week or ten days at a package price. At the same time, in order to attract guests, it is necessary to plan and organize guests to enjoy entertainment activities for free. \x0d\ (8) Special activity combination products. The development of this combined product needs the creative and practical thinking of the marketing staff. \x0d\ Design new and feasible products in economy and sales, and make use of existing facilities and service organizations, such as table tennis, tennis and bowling competitions, to enhance the reputation and image of the hotel. To plan and promote hotel marketing, we should not only develop new products and activities, but also introduce unique publicity methods to attract tourists, which requires making more fuss about advertising planning and marketing. \x0d\ (1) You can choose TV, radio, newspapers, internet and other media to regularly report the new special dishes, room environment and activities of the hotel, so as to enhance the guests' sensory impression of the hotel. \x0d\ (2) Promote hotel products by using trade magazines, newspapers, travel brochures, guides, advertising leaflets and direct letters. \x0d\ (3) Enhance the momentum and influence by inviting famous performances, and create hot spots for hotel consumption, such as inviting provincial and municipal model contests and fashion shows; Large-scale singing and dancing instrumental music performances and other promotion methods. \x0d\ (4) Designing and launching the Oktoberfest can increase hotel consumption and increase revenue. \x0d\ Hotel marketing should not be limited to one stage, stick to one mode and indulge in one state. It must create and design the best business model suitable for hotel management and development with the most acute, advanced and unique sense of smell, so as to make hotel management more perfect, advanced and unique and to be invincible in the fierce competition in the hotel industry.