Chapter 5: Hospitality Sales & Marketing

1. Chapter 5: Hospitality Sales & Marketing 5.2: The Sales & Marketing Division

2. Organizing a Sales & Marketing Division • Sales and marketing divisions or departments vary with the size, type, and budget of the property. • A general manager is more likely to be personally involved in sales and marketing efforts in a smaller property.

3. Common Positions in Sales & Marketing Dept. • Vice Presidents or directors of sales and marketing are considered the heads of the sales efforts at large properties. They usually serve on the executive committee of the property. • The director of convention service/ convention service manager works with all departments to coordinate everyone’s efforts in supplying convention services. • The telemarketing director supervises and managers the telephone sales staff.

4. Common Positions in Sales & Marketing Dept. • The market research coordinator oversees the development of information regarding the history of each account being solicited. • The director of marketing performs a variety of management tasks such as planning, setting objectives and policies, organizing, staffing, directing, and controlling. • The director of advertising and public relations oversees creative staff, coordinates all promotional materials, establishes a good public image for the property, and helps select advertising media.

5. Common Positions in Sales & Marketing Dept. • The director of sales is in charge of the sales office and may handle key accounts. • The sales manager assigns territory or accounts to salespeople and monitors their progress. He or she may also handle some accounts. • An assistant director of sales may manage the sales office, supervise sales staff, and handle accounts. • Account managers are responsible for contacting soliciting, and providing follow-up service to clients. • The clerical staff must maintain the sales paperwork, generate leads, and sometimes even sell a client.

6. Assignments • Complete the Apply Your Learning 5.2, page 137, questions 1-5 • Complete the Section 5.2 Workbook assignments: • Do You Remember?: Who Can Help?, page 69 • Write Right: Looking to Hire, page 70 • Building Your Vocabulary: Who Does What?, page 71

7. Do you remember? • Time for the Chapter 5.2 quiz. • This is an open book quiz. This must be completed prior to the Chapter Test. It may only be submitted once. Be sure you have reviewed your quiz BEFORE you click the submit button! Chapter 5.2 Quiz Link