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Hotel Sales & Marketing Overview

This document provides information on the sales and marketing department of hotels. It discusses that the marketing manager is responsible for maximizing hotel revenues through programs to increase occupancy and profitable use of facilities. They must understand customer needs and coordinate promotional activities. A typical sales and marketing division includes sales, convention services, advertising, and public relations departments. Larger hotels have more organized sales and marketing divisions with key personnel, while smaller hotels may have one person handling these functions. The main function of the sales department is to increase sales volumes across hotel services. The purchase department handles the procurement process for the hotel, working with other departments. Engineering departments monitor elevator systems closely.

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508 views2 pages

Hotel Sales & Marketing Overview

This document provides information on the sales and marketing department of hotels. It discusses that the marketing manager is responsible for maximizing hotel revenues through programs to increase occupancy and profitable use of facilities. They must understand customer needs and coordinate promotional activities. A typical sales and marketing division includes sales, convention services, advertising, and public relations departments. Larger hotels have more organized sales and marketing divisions with key personnel, while smaller hotels may have one person handling these functions. The main function of the sales department is to increase sales volumes across hotel services. The purchase department handles the procurement process for the hotel, working with other departments. Engineering departments monitor elevator systems closely.

Uploaded by

chanda
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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  • Sales and Marketing Department
  • Market Analysis and Hierarchy

SALESANDMARKETINGDEPARTMENT

Marketing is the study and management of the exchange process. It involves the
things
that
the property will do to select a target market and stimulate or alter that market demand for the
property services.A marketing manager in the hotel industry is responsible for maximizing a
hotel's revenues bydeveloping programs to increase occupancy and make profitable use of its
accommodation,meeting and leisure facilities. A hotel marketing manager must maintain
awareness of the factorsthat influence the hotel industry and gain a deep understanding of the
needs and attitudes of a
hotels customers. A hotel marketing manager will be responsible for coordinating marketing
and promotional activities to meet customer needs, working closely with other hotel staff
toensure customers are satisfied with the facilities and their time there.

A typical hotel should usually have Sales & Marketing division. However, if the staff
size,volume business, hotel size, expected group arrivals is low enough, the hotel might
havemarketing staff placed under the reservation department (i.e. No need for a Sales &
MarketingDivision).A typical Sales & Marketing Division is composed of four different
departments:
a)Sales
b)Convention Services
c)Advertising
d)Public Relations
Marketing and sales division can be varied with the size, type, and budget of the hotel to
[Link] hotel only have one person who is handling all the sales activities related to the
hotel business. But large hotel have organized sales and marketing division with no of key
personnel.A sales department is particularly very essential in large hotels and those with
convention
and banquet facilities. The General manger participates actively in this area for and basic reas
[Link] sales and their development is a long-range activity of the hotel and the second sales
policy
of the hotel interwoven with the image of the hotel has in the eyes of public and GM wishes
toenhance that images. This department may have Sales. Manager who assists the GM on
salescalls. The GM and Sales Manager prepare a budget for the year sale of rooms and the
conferencehall. They try and achieve the budget by the end of the year. This is done with a lot
of planningand research. This would be achieved by a contract with one or more travel agents
in and outsidethe town. And for selling the conference hall the sales team should contact
various companiesand other business firms. The main function of this department is to
increase the sales volumesof the different services offered in the hotel, be in terms of rooms,
food, beverages, clubs,restaurants, spa etc. Usually the tools adopted by the department to
make the guests accustomedto different services and offerings in the hotels
The other core areas of its consideration are as follows

Conduct a market Audit.


Analysis of market competition.

Market place analysis.

Formulation of new schemes and niche offerings.

Selection of profitable market segments.

Positioning the property.

Establishing the objectives and the action plan.


HIERARCHYOFSALES&MARKETING
Head of sales Associate Head of Sales Sales Executives Sales coordinators
Purchase Department
While operating a hotel is supposed to be a difficult task, managing the entire
procurement process (for such a unit) is even more so. The purchase department handles the t
ask of procurement yet all departments play a crucial role in it. That said technology
ensures that inter-departmental activities takes place flawlessly. Although purchase has now
become dependent ontechnology for managing inventories and order status, it was originally
a manual job. Fromselection of products to deciding on a vendor, this department rests on the
human ability of Inmost modern hotels, the installation and service of elevator systems is
generally the province of the elevator manufacturer, and hotels typically have extended
maintenance agreements for theelevators. Most engineering departments, however, closely
monitor the operation of the elevator systems. In modern high-rise hotels with high speed
elevator service, the slightest problem withthat service should be quickly and easily identified
and reported to the contractors. It is generallythe responsibility of the engineering department
to monitor these services and their contractsclosely and carefully.

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