Chapter 5. Sales & Marketing - BB

Chapter 5. Sales & Marketing - BB - Chapter5:...

Info iconThis preview shows pages 1–7. Sign up to view the full content.

View Full Document Right Arrow Icon
HRT203 Chapter 5:
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
OBJECTIVES Explain the steps in a convention booking Identify the advertising functions of a hotel Describes the brochures and collateral materials used in  pricing to maximize the profit
Background image of page 2
Traditional emphasis => “sales” Today’s emphasis=> “marketing” Sales staff- main contact point corporate executives, travel agents etc “nothing happens until someone sells something” Major responsibilities: Sales Rate management Database marketing Packaging and promotions
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
SALES STAFF Director of sales Reports to the general manager Establishes and coordinates all efforts to obtain group business Work closely with advertising agencies in the development of all printed  materials and promtional programs Sales manager Reports to the director of sales Responsible for specific market segment (corporate, association,  convention, trade show or geographic segment) Sales representative Reports to a sales manager responsible for a specific market segment Has a specific are of sales responsibility Sales secretary Greets clients, takes messages, files client information etc.
Background image of page 4
SUCCESSFUL SALES DEPT. Have a fully stocked reference library Useful reports (research of past conventions from CVB) Copies of booking reports from other hotels in the chain Helpful internet sites (chamber of commerce, CVB, local service,  contractors Pertinent telephone directory (city and stae manufacturer directory,  directory of associations etc) Hold memberships - Networking Chamber of commerce Convention and vistors bureau (CVB) Local, state, and national hotel sales managers association
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
TELEPHONE SURVEY Sales representative or manager conducts a telephone solicitation campaign 
Background image of page 6
Image of page 7
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 17

Chapter 5. Sales & Marketing - BB - Chapter5:...

This preview shows document pages 1 - 7. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online