Smart Selling 4.0, Sales & Marketing Audit

The Alana Hotel & Convention Center Yogyakarta
Sales & Marketing Audit
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First, Sales Audit:
SALES & MARKETING ASPECTS FAVORABLE UNFAVORABLE
PERSONAL SALES:
Prospecting; Qualifying Prospects
Preparing for the Presentation Sales Call;
Pre-Presentation Planning, The Sales Kit,
Projecting a Professional Image
The Presentation Sales Call;
Opening the sales call, getting client
involvement, the presentation, overcoming
objections, closing and following up
Improving sales productivity;
Time management, key account management

First, Sales Audit:
TELEPHONE SALES:
Basics of telephone communications;
Telephone etiquette, telephone communication
skills, listening skills
Outgoing calls;
Prospect and qualifying calls, appointment calls,
sales calls, promotional calls, service calls, public
relations (marcomm) calls
Incoming calls;
Reservations, response to advertising, inquiries
Telephone Sales Operations;
Telephone sales blitzes, telemarketing
operations

First, Sales Audit:
INTERNAL MARKETING & SALES:
Employee Empowerment;
Empowerment programs relevant to sales and
marketing for employees
Internal Merchandising;
Available for guests with choices of items
Special Services and In-House Promotions
Food and Beverage, other services

First, Sales Audit:
RESTAURANTS & LOUNGES SALES:
Positioning of restaurants and lounges, any
periodic researches made?
Merchandising food and beverages
Creating menus that sell, other F&B
merchandising items
Promoting restaurants and lounges; type of sales
promotions, effective sales promotions
Building repeat business; any database, guest
follow-up
Other food service operations; rooms service,
strategic alliances

First, Sales Audit:
MICE SALES:
MICE Department; personnel, marketing plan
MICE Sales; promotions, developing leads,
selling to clients, planning the function, managing
the function, following up accounts
Other F&B sales; type of meeting rooms,
meeting room setups, meeting room furniture,
booking meeting rooms, managing meetings

First, Sales Audit:
MARKETING COMMUNICATIONS:
Types of advertising; print advertising,
broadcast and electronic advertising, direct mail
advertising, outdoor advertising, collateral
materials, alternative-media advertising (movie
theater advertising, sponsorship advertising, in-
flight advertising, inserts in billings)
Developing an Advertising Plan; placing
advertisements, budgeting for advertising,
monitoring advertising
Partner with advertising agencies;
Quality of the advertisement, creativity,
innovative
Website & Social Media; website, Instagram,
facebook (group / fanpage), twitter

First, Sales Audit:
Marketing to Business Travelers; frequent
business travelers, women business travelers,
reaching business travelers
Marketing to Leisure Travelers; individual
leisure travelers, group leisure travelers
Marketing to Travel Agents; travel agencies,
meeting the needs of travel agents, finding travel
agents, reaching travel agents.
Marketing to Meeting Planners; group meeting
markets, finding associations and corporate
group business, reaching associations and
corporate meeting planners
Marketing to Special Segments; international
travelers, honeymooners, sports market,
government travelers, travelers with disabilities

Areas of Strengths:

Areas of Weaknesses:

Group Recommendations:

Smart Selling 4.0, Sales & Marketing Audit

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