The document discusses marketing and market segmentation in the hotel industry. Market segmentation involves dividing a broad target market into subsets of consumers who have common needs and applications for goods and services. Effective market segmentation criteria include segments that are measurable, profitable, stable, reachable through promotion channels, internally consistent, externally different, responsive to marketing, and cost-effective to target.

1. Sales and marketing in
hotel industry

2. Introduction
Advertising, promoting and merchandising are
essentially a process and consequence of an
establishment objective seeking and satisfying device
known as Marketing.
“Sensitively serving and satisfying human needs”
Philip Kotler
“Focusing on needs of the buyers”
Peter Druker

3. Market segmentation
Is a marketing strategy that involves dividing a broad
target market into subsets of consumers who have
common needs (and/or common desires) as well as
common applications for the relevant goods and
services. Depending on the specific characteristics of
the product, these subsets may be divided by criteria
such as age and gender, or other distinctions, such as
location or income.

4. Criteria for segmenting
• Possible to measure
• Large enough to earn profit
• Stable enough that it does not vanish after some time
• Possible to reach potential customers via the organization’s
promotion and distribution channel.
• Internally homogenous (potential customers in the same segment
prefer the same product qualities)
• Externally heterogeneous, that is potential customers from
different segments have different quality preferences.
• Responds consistently to a given market stimulus
• Can be reached by market intervention in a cost-effective manner
• Useful in deciding on the marketing mix.

5. Basis for se