How to write a hotel sales work plan

Time flies by so fast, and our work will usher in new progress. There must be a lot to plan for. But what is the correct content to write in the work plan? The following is the hotel sales work plan compiled by the editor for everyone. I hope it can help you!

Hotel Sales Work Plan 1

In order to better improve the work efficiency of the __ Hotel Sales Department, we will now make arrangements for the work of __ Hotel next week. The specific situation is as follows:

1. Improving software services

In view of the unique environment and existing conditions of Wanguo Garden Hotel, it is difficult to change the hardware services after the investment is completed, so we Hotel software services should be raised to a higher level as much as possible. Including the improvement of the general quality of hotel employees and the efficiency of hotel business processing. For hotels, operation is the premise, management is the key, and service is the backbone. Hotels are a service industry that mainly rely on receiving customers and providing customers with multi-functional services. "Customer first" is the purpose that hotels must follow.

2. Building multi-party channels

In today's society, the Internet and new information technology have become people's indispensable "partners" in work and life. Electronic technology has penetrated into all levels of society and In the field of network information, developing network platforms, using the network as a medium to transmit sales information and develop new customer sources will become an indispensable channel for competition among enterprises.

Therefore, in addition to traditional hotel sales, we have increased the application of network informatization and built a good online sales platform to allow more individual tourists and foreign tourists to learn about Garden of Nations through the Internet and improve the hotel's visibility, thereby achieving brand effect. According to Ctrip's online room order statistics in 20__, the proportion of online sales in total orders has increased significantly compared with previous years, and is showing a gradual upward trend.

3. Team building

Establish a sales team that is familiar with the business and relatively stable. Talent is the most important and valuable resource of an enterprise. All sales performance comes from every member of the sales team. An excellent sales team with cohesion and cooperative spirit is the foundation of the enterprise. In 20__, the sales department will establish The cultivation of a harmonious, lethal and competitive sales team and sales personnel is completed as a major task.

IV. Employee training

In view of the deficiencies exposed by employees in their work in 20__, the department will focus on training employees, improving their business level and personal comprehensive quality, and integrating new talents into their work. Employee training procedures are standardized to improve employees' proficiency in department-related business operating procedures, improve business level, and enhance service awareness. Sales staff implement a work diary. Every working day, they must complete the second, third, and fourth work steps of visiting two new customers, three old customers, and four contact numbers. They must use various methods to win over group and individual customers and stabilize old customers. , develop new customers, collect guest opinions and suggestions in a timely manner during visits, and provide feedback to the department manager.

5. Improve the sales system

Improve the sales system and establish a clear and systematic business management method in the shortest possible time. Sales management has always been a long-standing problem for enterprises. When salespeople see customers, they are in a state of laissez-faire. The purpose of improving the sales management system is to allow salespeople to exert their subjective initiative in their work, have a high sense of responsibility for their work, and improve their ownership. consciousness.

6. Establish a hotel communication network

One of the tasks is to establish a complete customer file, and classify guests according to key customers for signing orders, customers for meeting receptions, customers with development potential, etc. File, record in detail the customer's unit, contact name, address, annual consumption amount and discounts given to the unit, etc., establish and maintain relationships with important customers such as government agencies and groups, enterprises and institutions, businessmen, celebrities, entrepreneurs, etc. Business contacts, in order to consolidate old customers and develop new customers, in addition to daily regular and irregular sales visits to customers, at the end of the year or major holidays and customer birthdays, we send our information to customers through phone calls, sending messages and other platforms. bless. This year, we plan to hold a large-scale customer appreciation liaison meeting at an appropriate time to strengthen emotional communication with customers and listen to customer opinions.

7. Sales targets

According to the sales tasks assigned by hotel management, break down the tasks into monthly, weekly, and daily tasks according to specific circumstances. Then monthly, weekly, and daily sales targets are assigned to each salesperson, who completes the sales tasks within each time period, and improves sales performance on the basis of completing the sales tasks. I believe that the hotel's development next year is inseparable from the overall quality of the entire company's employees, the hotel's upper management policies, and team building. Improving the standard of execution, establishing a good sales team and having a virtuous cycle of work mode are the keys to doing a good job in sales.

8. Close cooperation and proactive coordination

Receive business integration work and cooperate closely with other departments of the hotel. According to the needs of guests, take the initiative to closely contact and cooperate with other departments of the hotel, Give full play to the hotel's overall sales vitality and create optimal benefits.

In 20__, the sales department will work hard to complete the annual sales tasks under the correct leadership of the hotel leaders, pioneer and innovate, unite and work hard, and create a new image and new realm for the sales department. Work together with other departments to bring the hotel's turnover and popularity to a new level.

Hotel Sales Work Plan 2

Based on the company’s total sales of 100 million yuan in Shenzhen in XX and the total sales volume of 50,000 units and the company’s channel strategy in XX The following work plan was made:

1. Market Analysis

The price war in the air-conditioning market for several consecutive years has gradually started. The low-end demand in the secondary and tertiary markets, as well as the continuous improvement of urban construction and people's living standards and the arrival of product upgrading, have driven the continued growth of the primary market, thus driving the expansion of the overall market capacity. The total domestic sales in XX year reached 19.5 million units, an increase of 11.4% compared with 20__. It is expected to reach 25 million-30 million units in XX year. According to industry data, the global market capacity is 55 million-60 million units. The Chinese market The capacity is about 38 million units. According to the division of regional market share capacity, the capacity of the Shenzhen air-conditioning market is about 400,000 units, and the sales target of 50,000 units accounts for about 13% of the market share.

At present, Galanz The air-conditioning market share in Shenzhen is about 2.8%, but according to industry data, it has been in a reshuffle stage in recent years, and brand market share will form a high degree of concentration. Based on the company's strength and its product line for a certain year, it is entirely possible for the company to achieve its annual sales target. In 20__, there were about 400 air-conditioning brands in China, which dropped to about 140 in 20__, with an average annual elimination rate of 32%. By 20__, under the siege of first-tier brands such as Gree, Midea, and Haier, there were less than 50 active brands in the Chinese air-conditioning market, and the elimination rate reached 60%. In 20__, LG was accused of dumping by the United States; Kelon encountered financial problems and its market share declined sharply. Xinke, Changhong, and Oaks have also been adversely affected by companies and brands, and their market share has also declined. Japanese brands such as Panasonic and Mitsubishi were affected by the strong anti-Japanese sentiment of the Chinese people in 20__, and their market share dropped significantly. Galanz air conditioners are showing a rapid growth trend in the Guangdong market. However, the Shenzhen market foundation is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded. Make the following work plan based on the above situation.

2. Work planning

Based on the above situation, we plan to focus on six tasks in a certain year:

1. Sales performance

According to the annual sales tasks and monthly sales tasks assigned by the company. Decompose according to specific market conditions. Broken down to monthly, weekly, and daily. Break down monthly, weekly, and daily sales targets into various systems and stores to complete sales tasks in each period. And on the basis of completing tasks, improve sales performance. The main means are: improving team quality, strengthening team management, carrying out various promotional activities, formulating reward and punishment systems and incentive plans (based on market conditions and the actual situation of each time period). This work is carried out at all times regardless of the off-season and peak seasons. During the peak sales season, we will carry out vigorous sales promotion activities for professional home appliance systems such as Gome and Suning, and strongly promote large-scale terminals.

2. K/A, agent management and relationship maintenance

Effectively manage existing K/A customers, agents or K/A and agents that will be expanded And maintain relationships, establish customer files for various K/A customers and agents, understand the early sales and strength, and carry out the company's corporate culture dissemination and the company's new product dissemination in a certain year. This work was completed at the end of August. Spread from time to time after the peak season ends and before the peak season begins. Understand the basic situation of each K/A and agent responsible person, conduct regular visits, and communicate effectively.

3. Brand and product promotion

Brand and product promotion will cooperate with and implement the company's regular brand publicity and product promotion activities from 20__ to XX year, and plan some investment costs , lower public relations promotion activities to enhance brand image. Such as Galanz air conditioning health, environmental protection, love my home and other public welfare activities. If possible, joint promotion with various K/A systems can not only expand influence, but also establish good customer relationships. Product promotion mainly includes some road shows or outdoor static displays for product promotion and normal business promotion.

4. Terminal layout (in line with the channel expansion of business lines)

According to the company’s sales target for 2006, the popularity of channel outlets will increase significantly. According to this situation, at any time , actively cooperate with the work of the business department everywhere, and actively cooperate with the image construction of store-in-store, garden-in-garden, and store-in-cabinet (according to the requirements of the six atmospheres of the company's booth layout). Actively arrange work on promotions, sample loading tracking and product display. This work is carried out based on the needs of the company's business units. The layout standards are strictly in accordance with the company's unified standards. (Adjustments will be made in due course under special circumstances)

5. Planning and execution of promotional activities

The planning and execution of promotional activities are mainly carried out during the peak sales season from April to August of a certain year. First, strictly implement the company's sales promotion activities, and second, flexibly plan some sales promotion activities based on the market conditions and competitors' sales promotion activities at that time. The theme idea is to avoid its advantages and attack its disadvantages, and focus on planning and execution based on the company's product advantages and resource advantages.

Hotel Sales Work Plan 3

The hotel industry is a highly dependent industry, and its products are non-storable and non-removable.

In other words, hotels need to sell as many of their products as possible in order to ensure normal operations and increase profits.

In 20__, there were 65 five-star hotels in Beijing with average room rates higher than 700 yuan/room night, four-star hotels (127) with average room rates of 446.95 yuan/room night, and three-star hotels with average room rates higher than 700 yuan/room night. The average room price of 981 hotels exceeds 300 yuan/room night, and the average room price of 255 chain economy hotels exceeds 200 yuan/room night. Faced with such a market environment, it is impossible to choose the right target market to satisfy all types of guests. Guest groups should be selected that can be effectively served and bring value to the hotel. Continuously understand customer needs and create customer satisfaction. Attracting a new customer often costs 5 more people than retaining an old customer. To avoid losing customers, the key is customer satisfaction. Strengthen coordination, create a good marketing atmosphere, happy employees——satisfied guests——increased profits

l Fully communicate between various hotel departments to meet guest needs and solve problems as much as possible< /p>

2 Formal training encourages employees to use correct service methods, boldly and effectively authorize employees, and control service error rates through comprehensive inspections. Communicate extensively with guests, listen to their opinions, convey guest needs in a timely manner, respond quickly, and strive to satisfy guests.

3 All-staff sales A hotel is an enterprise with a high degree of contact between customers and employees. The quality of service to guests depends to a large extent on the service performance of employees. The real product differentiation in the hospitality industry comes from the individuals providing the service. Every employee is unconsciously performing marketing activities in the service and process, and they are playing the role of marketers.

The hotel's customer source structure should be adjusted accordingly and the allocation should be flexibly changed. The following is an explanation of the adjustment ratio of the characteristics of each market based on our own situation:

As shown in the figure:

1. Individual customers under company agreement

In With the current number of 182 rooms, the control ratio is about 50% and the proportion of individual guests is 4%. It would be best if it could be higher, and the number of rooms for groups can be reduced accordingly. Individual business travelers from contracted companies are the most important part of the hotel’s customer base. Affected by the domestic stimulus to domestic demand, domestic business individual travelers have increased significantly compared with previous years. We should seize this opportunity and increase individual customer sales. Strengthen efforts to expand the individual passenger market. When expanding the individual passenger market, you can choose the following methods:

1. Develop highly targeted sales strategies based on surrounding agencies and ministries. Under the domestic environment of stimulating domestic demand, various provinces, cities and regions With sufficient funds, civil engineering, energy, metallurgy, and other projects in many places are ongoing or under review. Hotels can be developed based on the characteristics of the surrounding areas by design approval departments such as the National Development and Reform Commission, the Ministry of Construction, and the Second Institute of Nuclear Power. Contact as many liaison offices in Beijing as possible. There are also a large number of scientific research schools and universities located around the hotel.

2. Since the hotel is not far from the Beijing Exhibition Hall, contact the organizer in advance to take the opportunity to develop foreign tourists.

3. In-depth development of individual tourists under the original agreement. This part of the customer base is the basis of hotel operations. In daily work, it should be classified in more detail and managed scientifically. It is necessary to subdivide this part of the customer base into multiple stages and carry out in-depth development to divide them into high, medium and low levels according to the occupancy situation. To achieve the goal of stable growth through meticulous maintenance by sales staff, this type of guests require the hotel to regularly provide special discounts or incentive policies to reward them, so as to continuously stimulate them to become the most loyal customers. For example, based on the number of room nights the agreement company has stayed at the hotel that year, and taking advantage of the chain nature of the hotel group, it can provide guests with free room nights from local or off-site chain stores to achieve the purpose of motivating maintenance.

2. Individual guests in the reservation center

Under the current economic background and the existing number of rooms, the individual guests in the reservation center will reach or be controlled at around 25%. Customers are very important, and their individual customers are mainly foreign guests. Since it is impossible for hotels to devote a lot of material and financial resources to open up foreign markets, hotels have to rely on reservation centers for external publicity. Since there are now more star hotels than reservation centers Cooperation, everyone's commission ratio is similar, so the hotel needs to formulate preferential policies that are different from other hotels, improve competitiveness with other hotels, and achieve high cost performance to expand the hotel's popularity among guests from other places.

Through the promotion of the reservation center and counting the frequent guests of the reservation center in the hotel, we can achieve the purpose of turning these guests into our own business travelers.

For example, the hotel provides a welcome fruit plate and a welcome drink.

3. Conference market

The conference market is controlled at around 12% according to the hotel room volume. There are several subdivisions of the conference market, which are generally divided into three categories: large conferences, Society meetings, corporate meetings. Due to the limitations of the hotel's own conference facilities, we focus on developing the following:

1. Board of Directors meetings. A society usually holds three or four times a year, and they are all carefully planned and arranged. The per capita cost is higher than other meetings. Club meetings should be held at a high level, with around 15 people in attendance.

2. Committee meetings. The society operates through committees, and these committees need to hold several meetings every year, with a total number of about 15 people.

3. For management meetings, corporate managers often need to go to a quiet environment, away from phone calls and other trivial matters, so that they can discuss some important matters with peace of mind.

Choose a hotel suitable for conference reception based on the company's size and management level, usually around 20 people.

4. Technical meetings. Experts often need to discuss matters of mutual concern. This type of meeting is not as complex and detailed as other corporate meetings.

5. Learn about this year’s exhibition from the Beijing Association for Science and Technology and the National Planning Department in 20__.

4. Travel agency market

The travel agency market is divided into travel agency retail Guests and travel team. The number of individual travelers in travel agencies is small and their loyalty is very low. Therefore, the market is still mainly based on groups, and the usage is controlled at about 7%. Through the continuous increase of individual travelers, the number of group rooms will be gradually reduced, because the profit of groups is to the hotel. The lowest one can only supplement the occupancy rate for the hotel.

When cooperating with travel agencies, give up cooperation with small travel agencies and cooperate with large travel agencies such as the National, China and Youth Travel Agencies. The reason is that small hotels have the risk of running out of accounts, and the team flow is unstable. There are often no groups when the occupancy rate is low, and rooms are grabbed when the occupancy rate is high. This can easily lead to losses in the hotel's interests. Cooperating with a large hotel can effectively avoid the above risks. It can establish a long-term series of group cooperation relationships, effectively guarantee room occupancy, and ensure certain settlements. Therefore, we focus on developing the team market of Dashe.

5. Long-term private rooms

Long-term private rooms account for a very small proportion in the normal operation of the hotel, usually around 3%, but their room fee income is the largest. Stable, the hotel starts from the Fifth Academy and its affiliated companies as well as some surrounding companies with higher technological content. Most of these companies invite domestic and foreign experts to participate in long-term scientific and technological projects and stay in Beijing for a long time. These companies are the key Visiting object.

The above five points are Shenzhou International Hotel's adjustments and work policies for guest source distribution in 20__, and it is planned to realize the adjustment of business targets ____ in 20__.

Hotel Sales Work Plan 4

To better improve hotel efficiency indicators, business indicators, service indicators and other indicators, I have the following work plan for the next year:

1. Publicity and Promotion

1. As the hotel’s various indicators are constantly updated, innovated and improved, we will always update new promotional information and new promotional content to make every guest Customers can always understand the hotel's continuous innovation and improvement information, so that customers always feel that the hotel has something to explore and enhance customer consumption potential.

2. Expand the publicity and promotion of the hotel as a whole within the scope of the hotel’s special constitution; we will continue to use various marketing methods such as the network information industry, telephone communication industry, channel customer resources, enterprise and company resources, etc. , transmit the hotel's product information to every promotion platform and every corporate company, and strive to ensure that every customer knows the details of Qingdao Shenjianlou Hotel.

3. Promotion of the tourism market; in the coming year we will choose tourism companies suitable for our hotels to cooperate, and pass the hotel's detailed product information and new quotation system to tourism companies across the country in large quantities to improve The hotel's share and popularity in the tourism market will increase the hotel's occupancy rate.

2. Development focuses on the market

Due to the special circumstances and limitations of the hotel, we will develop a minimum-guaranteed and focused development approach for the sales market; use travel companies as the hotel’s bottom-line resource customers; focus on Develop the conference market, wedding banquet market, contracted individual guest market, online customer resources, and various catering markets, control the hotel's relevant customer structure, make customer resources high-end, business-oriented, and stable, and establish a long-term fixed customer consumer group.

3. Strengthen sales to guide consumption

Guiding consumers to consume is the result of competition. Improving consumer spending power and guiding consumers to enter stores are the core of hotels’ guidance of consumer consumption. , basic knowledge to guide consumption;

1. Guide consumers to enter the store for consumption through publicity.

2. Strengthen consumer consumption by strengthening services.

3. Improve consumer consumption through consumer perception.

4. Form an excellent marketing team

A qualified marketing staff has rich comprehensive strength, high quality, high standard and high efficiency!

1. Establish a complete sales management system and sales workflow.

2. Improve the professional knowledge, business skills, personal qualities, strict self-discipline of work responsibility and dedicated professional ethics of marketing personnel.

3. Train every marketer to have the courage to take responsibility, not to shirk responsibility, to move forward courageously, to be willing to contribute, and to have a good working mentality not to worry about trivial matters or to scheming over work.

4. Improve the overall image of each marketing staff, strictly abide by hotel rules and regulations; be diligent in thinking and good at communication.

5. Marketers must be strict in appearance, courtesy, polite language, and polite working attitude towards guests.

6. Every marketer must be familiar with hotel product knowledge, familiar with the hotel’s surrounding environment and shared resources, answer customers’ questions, and be able to skillfully answer every question raised by customers. Hotel business issues.

7. Strengthen the assessment system and training of marketing personnel; improve the work style of marketing personnel.

8. Do not recognize those who are perfunctory at work, do not recognize those who have no sense of responsibility, do not recognize those who muddle along, do not recognize those who have an unhealthy style of work, do not recognize those who violate principles, and do not recognize those who have no moral bottom line. Approval, disapproval of those who benefit themselves at the expense of others, and disapproval of those who make trouble out of nothing.

9. Train marketers to have a positive and optimistic working attitude. Implement correct and scientific marketing concepts.

5. Improve the marketing concept

To be market-oriented, establishing a market concept requires marketers to understand the market, face the market and develop the market. To understand the market is to understand the management of the same industry in Qingdao level and service level, understand the situation of competitors, and understand the needs of the market. Being market-oriented means paying close attention to market development and changing trends, and trying our best to adapt the sales of hotel products to market needs in order to achieve maximum economic benefits. To develop the market, efforts should be made to discover new market demand levels and demand areas and guide consumption.

6. Increase alertness to market competition

Competition among service industries is inevitable. As a service industry, competition among hotels is essentially competition in service quality, product quality, skill level, information, management level and talent. Competition among peer hotels leads to differences in market share and other aspects, and thus produces different economic benefits.

7. Maximizing Benefits

As a profit-making enterprise, hotels must pay attention to economic benefits in their operation and management process. When formulating and implementing hotel sales targets, hotel marketing personnel must base their efforts on the hotel's economic interests and compare economic benefits with operating costs. Only scientific and correct sales targets and methods are feasible. However, the meaning of benefit does not only refer to economic benefits. In addition to the economic benefits of the hotel, the hotel's marketing managers must also consider the social benefits of the hotel, which should meet the growing needs of the consumer's material and cultural life.

8. Legal and effective use of the network information industry

Today is the information age; this requires hotel marketing managers to have an information concept, pay attention to the role of information, and constantly improve their ability to obtain information, Processing Information The ability to process information and use it. The value of the products provided by the hotel not only increases with the amount of labor, but also increases with the amount of information. Reliable and timely information can bring greater profits to the hotel; while distorted and outdated information can bring huge losses to the hotel.

9. Targets and tasks

This year, all employees of the Marketing Department, under the correct leadership of their superiors, have gone all out to complete the targets and tasks. The total annual target of the Marketing Department in 20__ is 2 million yuan. The base indicator is 1.2 million yuan.

The department plans to divide the above indicators into three quarters, namely, off-season, shoulder season, and peak season; and then subdivide them into monthly plans in proportion to achieve a correct and scientific allocation ratio.

Hotel Sales Work Plan 5

1. Strive to bring the occupancy rate of individual guests to a higher level

In 20__, one of the main tasks of the Marketing Department will be Focus on improving individual guest occupancy rates. We have advantages that most hotels do not have, which are good location advantages and convenient transportation conditions. We will use all possible tools (the Internet, newspapers, magazines and short message applications) to increase the promotion of the hotel. Strive to greatly improve the occupancy rate of individual guests throughout the year.

2. Strengthen contact with major travel agencies

In 20__, the marketing department plans to use the weekend rest time to visit several major tourist cities in the province before the arrival of the Golden Week of Tourism. We conducted visits and established long-term cooperative relationships with major travel agencies in a certain city, which made these travel agencies interested in arranging the team to our hotel to ensure revenue from hotel rooms.

3. Strengthen the application of theme, price, and channel marketing strategies

In 20__, the marketing department will formulate corresponding marketing plans according to different festivals and seasons, and comprehensively use price, product and channel strategies to combine hotel guest rooms, chess and card games, and catering sales. Keep the hotel in an active position in the competition and attract customers to the maximum extent, thereby ensuring the completion of the hotel's business objectives.

4. Strengthen communication and collaboration between departments

Establishing a good communication mechanism is the guarantee for effective implementation of marketing plans and perfect customer service. Therefore, the marketing department will continue to proactively communicate and cooperate with various departments to cooperate with each other. Facing customers as a whole, giving full play to the hotel's overall marketing vitality and creating benefits

5. Clear specific goals

1. The planned conference revenue is 130,000, and the ideal goal is to complete 15 Ten thousand.

2. The total income of the conference team and travel team will strive to reach 450,000.

3. The catering revenue brought by the marketing department exceeded 400,000.

In the new year, we will continue to explore and continue to learn. We hope that we will have another busy and fulfilling year, but when we look back next year to summarize, we hope that we will no longer have any regrets. . We do not expect perfection, but we hope that the hotel marketing department will improve in all aspects of its work in the new year, making breakthroughs and innovations, and ultimately of course achieving good results.

I always believe that God rewards hard work, and if you work hard, there will be fruitful results waiting for you!