浙江工商大学饭店管理学英文版ppt第六章PPT资料.ppt

浙江工商大学饭店管理学英文版ppt第六章PPT资料.ppt

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Chapter6Sales&@#@MarketingLearningObjectiveslTounderstandthesalesandmarketingorganizationchartanditsmajorfunctions.lTobefamiliarwithsomekeyconceptsregardingsalesandmarketing.QuestionMajorpurposesMajorFunctions:

@#@lEstablishandmaintainaproductivecustomerbase.lCoordinatesalleffortstoobtaingroup,meeting,conference,eventsandaccountbusiness.lFollowuptheconventionsorfunctionsandmakecommitmentstotheservicequality.lWorktogetherwiththeadvertisingagenciesinthedevelopmentofallprintedmatterandpromotionalprograms.lHasresponsibilityforthepublicrelationactivities.OrganizationChartDir.OfSales&@#@MarketingDir.OfSales&@#@MarketingP.R.ManagerP.R.ManagerSalesManagerSalesManagerAssistantDir.AssistantDir.OfSales&@#@MarketingOfSales&@#@MarketingSalesSecretarySalesSecretaryChiefArtistChiefArtistArtistArtistRevenueManagerRevenueManagerSalesSalesRepresentativesRepresentativesRolePlaySalesExecutiveJobDescriptionREPORTSTO:

@#@SalesManagerINDIRECTSUBORDINATES:

@#@RoomsDivisionStaffFood&@#@BeveragestaffSCOPE:

@#@Tomaintainanactiveandproductivecustomerbaseorsetofaccounts,withtheaimofachievingrevenueandoccupancyinaccordancetotheHotelsBusinessPlan.ToalsoworkwiththeSalesManagertoprovidesolutionstosaleschallenges,maintainpropersalesadministration,andpromoteapositiveimageoftheHotelinordertocreateprofitableopportunitiesforinternalaswellasexternalcustomers.Inaddition,workwithHolidayInnWorldwideofficesandotherappointedsalesagentsintheinterestoftheHotel,andensureahighlevelofproductawareness.SalesStaffpersonalitylForceful能说会道lExtroverted性格外向lSuccessOriented努力进取lSelfassured充满自信CaseStudy杭州某四星级饭店中餐厅原以本地菜系为主，生意平常，只是略有赢利，连续四年没有完成部门预算。

@#@饭店管理层经研究后，决定重新装修中餐厅，重新聘用了厨师长和餐厅经理，并推出了以鱼翅、鲍鱼为主的粤菜菜系，但是开业一月以来，餐厅的生意与装修前相比更差，中餐厅的经营陷入困境问题：

@#@请提出相应的营销对策，帮助中餐厅走出经营困境。

@#@KeyConcepts:

@#@lAccount客户lSalesCall销售拜访lUpsell促销lPressRelease新闻发布KeyconceptlBrochure宣传小册子lFlyer宣传单lNewsLetter通讯lTentcard台卡lLogo标志lFactSheet酒店简介lSalesKit营销套册ReviewQuestionslPleasedescribethemajorfunctionsofhotelsalesandmarketingdepartment.lWhatisthepersonalityofmostgoodsalespeople?

@#@lPleasedescribetheguidelinesformakingpersonalsalescall.lWhatarethesalesexecutivemajorduties?

@#@