Sales department in a hotel & its function in a hotel

1. Marketing & Sales Department
SALES OFFICE
THE SALES AREA
RECRUITING & HIRING, TRAINING SALES
PERSON

2. General
Manager
Assistant GM
Director of Marketing
Director of advt
Director of Sales Director of
& Public
Revenue
relations
Telemarketing Market Research Managemen
Asst t
director Coordinator
Director
Sales Manager
Secretary Secretary
Clerical Staff
Salesperson
Clerical
Staff
BAC 2211 Sales & Marketing 2 4/16/2012

3. Organizing the Marketing & Sales office
3
Factors affecting the organization of a marketing &
sales department
 The organization’s goal & objectives
 The budget available for marketing & sales
 Available outside assistance
 The total market potential & the number of people
needed to take advantage of that potential.
BAC 2211 Sales & Marketing 4/16/2012

4. Factors affecting the functioning of the sales
department
4
 The sales area
 Recruiting & hiring effective sales person
 Training salespeople
 Managing salespeople
 Evaluating salespeople
 Compensating salespeople
 Supplemental sales staff
BAC 2211 Sales & Marketing 4/16/2012

5. Sales Area
5
 Easily accessible but private
 Adjacent to meeting rooms
 Information sheet of products
 Samples of products
 Photograph of events
 Awards received
BAC 2211 Sales & Marketing 4/16/2012

6. Recruiting & hiring
6
Characteristics of sales personnel
 Professional
 Ability to communicate
 Intelligence
 Ability to analyze
 Motivation
 Efficiency
 Persistence
 Empathy
 Curiosity
BAC 2211 Sales & Marketing EHL 4/16/2012

7. Training Salespeople
7
 Product knowledge- product fact book, rate structure,
market segment, sales reports
 Office procedures- SOP
 Performance standards- sales quotas, deadlines,
numbers, types of sales calls, correspondence, inter
property communication
 Salesmanship- identify the personality type of buyers-
director, socializer, relater, thinker
 Training techniques- Simulated sales calls, double
calling, market segmentation drills, case study exercises,
in-basket drills
BAC 2211 Sales & Marketing EHL 4/16/2012

8. Personality types of buyers
8
 Director
 Socializer
 Relater
 Thinker
BAC 2211 Sales & Marketing EHL 4/16/2012

9. Training techniques
9
 Simulated sales call
 Double calling
 On joint calls
 On coaching calls
 On model calls
 Market segmentation drills
 Case study exercise
 In basket drills
BAC 2211 Sales & Marketing EHL 4/16/2012

10. Managing salespeople
10
 Assigning account responsibility
 Evaluating salespeople
 Compensating salespeople
 Supplemental sales staff
BAC 2211 Sales & Marketing EHL 4/16/2012

11. Types of marketing & sales meeting
11
 Weekly staff meetings
 Weekly function meetings
 Monthly sales meetings
 Marketing committee team meetings
 Annual or semiannual sales meeting
BAC 2211 Sales & Marketing EHL 4/16/2012

12. Types of sales records
12
 Call reports
 Lost business reports
 Master account card
 Account file
 Trace file
 Trace card
BAC 2211 Sales & Marketing EHL 4/16/2012

13. Sales filling
13
 Alphabetical
 Keyword alphabetical
 Numerical
 Master card file
 Account file
 Trace file/ Tickler file
BAC 2211 Sales & Marketing EHL 4/16/2012

14. Evaluating the marketing & sales office
14
 Customers needs come first, role of marketing is to
fulfill those needs
 Thorough understanding of marketing plan
 Knowledge of the product, competition, market place
 Salespeople submitting a weekly call plan, including
assigned accounts to be traced & followed up
 Proper maintenance & security of account file,
including trace & follow up file
 All systems of operations in place
BAC 2211 Sales & Marketing EHL 4/16/2012