Chapter 5: Hospitality Sales & Marketing

1. Chapter 5: Hospitality Sales & Marketing 5.5: The Sales office

2. Sales Department Types of Meetings • Sales meetings help the sales effort to be successful. Many departments hold brief daily meetings to discuss the day’s sales calls and the next day’s schedules. • Weekly staff meetings identify new business prospects, bookings, conventions, promotions, publicity, and lost business. • Weekly function meetings are held to review banquets, group business, and catered events. Managers are able to review all of the details to make sure they are successful.

3. Sales Department Types of Meetings con’t • Monthly sales meetings are held for all sales personnel to discuss upcoming business and sales goals. • Marketing team meetings are held to help make sure every area of the property is covered in the marketing plan. • Annual or semiannual sales meetings are held to discuss the marketing plan with the entire staff of the property.

4. Benefit of Computers in Sales • Sales offices used to spend a huge amount of time handling paperwork and all of the information that was collected. Today, most of that paperwork is handled through computer systems. • Automated sales offices have greater access to sales information, commit fewer errors, have decreased training costs, can deliver targeted sales promotions, and have greater communication among properties in a chain.

5. Using Automated Systems in Sales Operations • Computer provide an alternative to a master card file. Contact information can be kept and easily searched. • Automated sales systems can build a function sheet and giver overall pictures of function room activity. • Sales and catering software packages can product multiple reports to help a property function. • It is also easier to keep up-to-date and accurate guestroom control books and to respond more quickly to guest needs.

6. Automation Applications Improve Sales & Marketing Efforts • Database marketing is one of the most important ways computer technology is being used in the sales office. • Salespeople are able to use technology to have home-based and virtual offices. • Automated sales offices can quickly generate lists and reports. • Computers have made yield and revenue management far easier and more effective.

7. Assignments • Complete the Apply Your Learning 5.5, page 152, questions 1-8 • Complete the Section 5.5 Workbook assignments: • Case Study: Overcoming Rate Resistance, page 79 • Compute This!: Sorting Data, page 81 • Add it Up!: Calculate Yield, page 82

8. Do you remember? • Time for the Chapter 5.5 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 5.5 Quiz Link