What is a hotel representative?

The professional and standardized hotel market requires a professional marketing team, and a professional hotel marketing team needs a group of professional sales managers. How to select and train a group of sales managers with good quality, strong ability, vigor and vitality is the magic weapon for professional agency hotels in today's hotel industry to win the market.

1. Standards for Sales Managers

1. Be loyal, reliable, and willing to contribute. All things should be based on the interests of the hotel, be loyal to their duties, and not seek personal gain with power.

2. Dare to manage, be good at management, be dedicated and conscientious.

3. Management should be fair, just, treat everyone equally, be broad-minded, tolerant and kind to others, and appoint talents. There must be a fair scale.

4. Positive, enthusiastic and energetic. Use your enthusiasm to infect your subordinates and care about their work and life.

5. Good business ability. Train sales staff, help sales staff issue orders and answer customers' difficult questions.

6. Have unique personality charm.

2. How to carry out daily sales management

1. Hotel image management: The quality of the hotel's image directly affects the customer's purchasing mood. The management of the hotel's image can be based on the following two aspects: management in all aspects.

A. Static: The hotel environment and items should be kept neat, clean and orderly, giving people a comfortable feeling.

B. Dynamics: The behavior of hotel sales staff should be enthusiastic, polite, respect customers, and make customers feel at home.

2. Hotel personnel management: Through understanding the sales staff, cultivating and tapping their potential abilities, establishing and enhancing the team spirit of the team.

A. Understand the different personalities of subordinates, pay attention to their advantages, and adjust the working status of subordinates to the best.

B. Adhere to principles, dare to manage, establish good interpersonal relationships, enhance team fighting spirit, resolve conflicts, and deal with bad apples.

C. Implement the hotel's attendance and examination system, never let things slide, and urge subordinates to abide by the hotel's rules and regulations.

D. According to the existing problems of personnel, conduct targeted personnel quality training, rectify the sales team, and establish integrity.

3. Hotel sales management: The quality of sales management is directly related to the sales results. The sales manager should formulate a practical management system based on the hotel's situation and characteristics to ensure the smooth progress of the sales work. .

A. On-site reception:

☆ Reception of new customers (telephone customers, visiting customers).

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

☆ Customer attribution principle.

☆ Strict management, adhere to principles, and mobilize the enthusiasm of the team.

☆ Handle customer ownership disputes.

B. Customer management and tracking:

☆ Answer customers’ difficult questions.

☆ Collect customer information and conduct customer analysis and tracking.

☆ Create customer files.

C. Sales process:

☆Sales control: ⊙Determination of sales control personnel. ⊙Time and purpose of sales control. ⊙The number and amount of units that can be sold and controlled. ⊙ Release processing of sales control units. ⊙The processing of changing units. ⊙Determined processing. ⊙Handling of sales control errors.

☆ Transaction aspects: ⊙Application for preferential discounts and designated person in charge. ⊙Conduct customer signing procedures and review and manage contracts. ⊙Collect customer deposits and manage documents for on-site transactions. ⊙Supervise sales staff to follow up with customers to make down payment and sign hotel sales contract.

D. Training:

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

☆ In-sales training: Provide training on problems that arise during the sales process, clarify the purpose of each stage of sales, and solve problems that arise during the sales process in a timely manner.

☆ Targeted training: Targeted training is provided for special problems that arise during the sales process.

E. Summary:

As an excellent sales manager, you must be good at summarizing your work.

☆ Develop a sales plan and clarify the sales tasks for the next stage.

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

4. Hotel information management: Feedback from sales site information plays a decisive role in the planning team formulating and adjusting the hotel's sales strategy. It is the unshirkable task of the sales manager to collect information and provide first-hand information to the hotel. Information sources can be obtained from the following aspects.

A. Customers: Understand the customer's various reflections on the hotel, such as comments or suggestions on room type, area, facilities, price, payment method, etc. You can also use the form Q&A method to edit.

B. Salesperson: Understand the opinions and suggestions of hotel sales staff, and conduct hotel analysis and feedback on information from surrounding hotels through sales representatives.

5. Coordination and management: The sales department cannot exist independently from other related departments, and coordinating the relationships between all aspects is also a very important job for the sales manager.

A. Communication with major customers.

B. Communication with planners.

C. Communicate with hotel leadership departments.

D. Communication with the financial department.

E. Communication with subordinate employees.

F. Communication with potential customers.

There are many positive attitudes that salespeople need to learn, and there are also many bad habits that should be avoided to avoid affecting their personality and professional abilities. Take a closer look at these shortcomings, reflect on yourself, and mark the areas that need improvement 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 involve others in your improvement process, and you will be more inspired and courageous.

1. The habit of procrastination - the inability to take immediate and determined action.

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

A Poverty; B Criticism; C Sickness; D Loss of loved ones; E Old age; F Death

These basic fears should be added Previous item: The fear that your target customers won’t buy.

3. Spending too much time “chatting” instead of selling.

4． Put the responsibility on the business manager. The business manager is not obligated to accompany the salesman on customer visits. His job is to teach the salesman what to do, not do it for him.

5． Make excuses. Don't make excuses, look for orders.

6． Spending too much time in hotel lobbies or coffee shops. A hotel lobby or a coffee shop is a good place to take a break, but a salesperson who "rests" too much will be fired sooner or later.

7. prosperity. The boom is a common topic of discussion, but don't let your target customers use it to distract from your sales focus.

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

9． Rely on your business manager to find clients for you.

10. Waiting for the economy to recover. There's no use waiting. Orders won't automatically slip through the salesman's door.

11. Hear someone say "no." For a real salesman, this word is just the beginning of his efforts. If every customer said "yes," the salesman would be out of a job because there would be no need for salesmen.

12． Fear of competition.

Henry Ford had many competitors, but he was not worried at all because he had the courage and ability to launch an eight-cylinder car at an ultra-low price that other brands could not catch up in the short term.

13. Failure to plan the day's work in advance. People who plan in advance can complete the day's work reasonably and effectively. If there is no organization, the salesman will naturally "not know how to start."

14. Neglect to visit customers. Target customers will quickly become alienated from salespeople who do not visit within a certain period of time. Customers want products, and they want them now!

15． lazy. A salesperson who is late for business meetings or appointments with clients and who returns to the office early will accomplish nothing and will soon have to find a new job.

16． Use shabby or outdated promotional materials. Dirty, worn, and scattered sales materials show that the salesperson is careless.

17. Didn't have a pen with me. A writing instrument is a salesman's most effective weapon, and sales masters always carry a suitable pen with them. Target customers will quickly become disgusted with salesmen who always borrow pens to write with, especially those who borrow pens and never return them.

18. Distracted by glasses or accessories. Looking at the watch, turning the ring, pushing the frame or biting the spectacle frame uneasily, pretending to be thinking, will make the target customers nervous and lose the opportunity to close the deal.

19. Listless commentary. Listen carefully to your own explanation. If you don't want to listen to yourself - talking to yourself, boring - the customer must feel the same way.

20. Mention personal issues. Your problems are your own problems. Everyone has their own problems and doesn't want to hear your problems.

21. Did not read or listen to the on-the-job training materials. The company's promotional materials are not meant to make origami airplanes or airdrop trash cans. They have something to tell you, so they should be read carefully and applied at any time.

22. Park at will. Parking your car in a customer's private parking space, occupying other people's driveways, causing traffic jams, irritating customers, and definitely cutting off the possibility of future transactions. Park your car a little further away and it's not a hassle to walk.

23． Promise what the company cannot do. When a salesman promises something, the customer will have expectations. If it cannot be fulfilled, it will only cause embarrassment and unhappiness to the customer and the company.

24. There is no protection on rainy days. I was soaked in the rain. I knew it was going to rain but didn’t bring an umbrella. I was embarrassed in front of my customers. Always have a light raincoat and umbrella ready for emergencies.

25． Stationery supplies ran out. If the contracts, instructions, and blank orders are not fully prepared, the chance of closing the transaction will often be lost.

26. Pessimistically, the results were as bleak as expected.

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Please refer to it, I hope it will be helpful to you! !