Sales Department In Hotel Prepared: Anu CONTENT • The importance of Sales and Marketing • Sales and Marketing activities • On Property Sales and Marketing Activities • Off Property Sales and Marketing Activities • Hotel Markets • Sales Marketing tools • Organizational chart • Summary The importance of Sales and Marketing • The goal of a hotel’s sales and marketing effort is to identify and communicate with guests whose needs match the services and facilities offered by the hotel. • Director of Sales and Marketing (DOSM): The person responsible for leading a hotel’s marketing efforts. Job title variations include DOS (director of sales) and DOM (director of marketing • Sales: Activities directly related to a client’s purchase (booking) of hotel rooms or services. • Booking: A confirmed sale, such as a reservation (individual or group) or an event. • Marketing: Activities directly related to increasing a potential guest’s awareness of a hotel. Marketing seeks to increase consumer awareness, which leads to increased bookings. • The 3-part sales cycle: Pre-sales phase, Sales Phase, Post Sales Phase 1. The Pre-sale phase typically includes: • Site tours and bids • Any of a number of other activities designed to move the process to the Sales phase. 2. Sales Phase Group contract: • A legal document used to summarize the agreement between a hotel and its group client. • Sales Phase Attrition: The difference between the origin ...
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