Sales dept

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Sales department in a hotel & its function in a hotel

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Sales dept

  1. 1. Marketing & Sales Department SALES OFFICE THE SALES AREA RECRUITING & HIRING, TRAINING SALES PERSON
  2. 2. General Manager Assistant GM Director of MarketingDirector of advt Director of Sales Director of & Public Revenue relations Telemarketing Market Research Managemen Asst t director Coordinator Director Sales ManagerSecretary Secretary Clerical Staff Salesperson Clerical Staff BAC 2211 Sales & Marketing 2 4/16/2012
  3. 3. Organizing the Marketing & Sales office 3Factors affecting the organization of a marketing & sales department The organization’s goal & objectives The budget available for marketing & sales Available outside assistance The total market potential & the number of people needed to take advantage of that potential.BAC 2211 Sales & Marketing 4/16/2012
  4. 4. Factors affecting the functioning of the sales department 4 The sales area Recruiting & hiring effective sales person Training salespeople Managing salespeople Evaluating salespeople Compensating salespeople Supplemental sales staffBAC 2211 Sales & Marketing 4/16/2012
  5. 5. Sales Area 5 Easily accessible but private Adjacent to meeting rooms Information sheet of products Samples of products Photograph of events Awards receivedBAC 2211 Sales & Marketing 4/16/2012
  6. 6. Recruiting & hiring 6Characteristics of sales personnel Professional Ability to communicate Intelligence Ability to analyze Motivation Efficiency Persistence Empathy CuriosityBAC 2211 Sales & Marketing EHL 4/16/2012
  7. 7. Training Salespeople 7 Product knowledge- product fact book, rate structure, market segment, sales reports Office procedures- SOP Performance standards- sales quotas, deadlines, numbers, types of sales calls, correspondence, inter property communication Salesmanship- identify the personality type of buyers- director, socializer, relater, thinker Training techniques- Simulated sales calls, double calling, market segmentation drills, case study exercises, in-basket drillsBAC 2211 Sales & Marketing EHL 4/16/2012
  8. 8. Personality types of buyers 8 Director Socializer Relater ThinkerBAC 2211 Sales & Marketing EHL 4/16/2012
  9. 9. Training techniques 9 Simulated sales call Double calling On joint calls On coaching calls On model calls Market segmentation drills Case study exercise In basket drillsBAC 2211 Sales & Marketing EHL 4/16/2012
  10. 10. Managing salespeople 10 Assigning account responsibility Evaluating salespeople Compensating salespeople Supplemental sales staffBAC 2211 Sales & Marketing EHL 4/16/2012
  11. 11. Types of marketing & sales meeting 11 Weekly staff meetings Weekly function meetings Monthly sales meetings Marketing committee team meetings Annual or semiannual sales meetingBAC 2211 Sales & Marketing EHL 4/16/2012
  12. 12. Types of sales records 12 Call reports Lost business reports Master account card Account file Trace file Trace cardBAC 2211 Sales & Marketing EHL 4/16/2012
  13. 13. Sales filling 13 Alphabetical Keyword alphabetical Numerical Master card file Account file Trace file/ Tickler fileBAC 2211 Sales & Marketing EHL 4/16/2012
  14. 14. Evaluating the marketing & sales office 14 Customers needs come first, role of marketing is to fulfill those needs Thorough understanding of marketing plan Knowledge of the product, competition, market place Salespeople submitting a weekly call plan, including assigned accounts to be traced & followed up Proper maintenance & security of account file, including trace & follow up file All systems of operations in placeBAC 2211 Sales & Marketing EHL 4/16/2012

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