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Sales and marketing in hotel industry


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learn and discover the methodology of planning sales and marketing strategy for hotel sales

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Sales and marketing in hotel industry

  1. 1. Sales and marketing in hotel industry
  2. 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. 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. 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. 5. Basis for se