First, the standards of excellent hotel directors
1, loyal and reliable, willing to contribute, everything puts the interests of the hotel first, is loyal to the post, and does not abuse power for personal gain.
2. Dare to manage, be good at management, do your best and do your duty.
3. Fairness, justice, equality, broad-mindedness, tolerance, kindness to others and meritocracy. There must be a fair measure.
4. Positive, enthusiastic and energetic. Infect your subordinates with your enthusiasm and care about their work and life.
5. Good business skills. Train business people, help sales people make bills and answer customers' difficult questions.
6, has a unique personality charm.
Second, how to carry out daily sales management
1. Hotel image management: The quality of hotel image directly affects customers' buying mood. The management of hotel image can be managed from the following two aspects.
A. Static: The environment and articles on the hotel site should be kept neat, clean and orderly, giving people a comfortable feeling.
B. Dynamic: Hotel sales staff should be warm and polite, respect customers and make them feel at home.
2. Hotel personnel management: through the understanding of sales staff, cultivate and tap their potential ability, establish and enhance team spirit.
A, understand the different personalities of subordinates, pay attention to give full play to their advantages, and adjust the working state of subordinates to the best.
B, adhere to principles, dare to manage, establish good interpersonal relationships, enhance team morale, resolve conflicts, and deal with black sheep.
C, implement the hotel's attendance and assessment system, never let things drift, and urge subordinates to abide by the hotel's rules and regulations.
D, in view of the problems existing in personnel, conduct targeted personnel quality training, rectify the sales team, and establish a healthy atmosphere.
3. Hotel sales management: The quality of sales management is directly related to the sales results. The sales manager should formulate a feasible management system according to the situation and characteristics of the hotel to ensure the smooth sales.
I. On-site reception:
☆ Receiving new customers (telephone customers, visiting customers).
☆ Reception of old customers (reception of acquaintances and friends).
☆ Customer ownership principle.
☆ Strict management, adherence to principles and mobilization of team enthusiasm.
☆ Dealing with customer ownership disputes.
B, customer management and tracking:
☆ Answering customers' difficult questions.
☆ Collect customer information, do a good job in customer analysis and tracking.
☆ Establish customer cases.
C. sales process:
☉ Sales control: ☉ Determination of sales control personnel. The purpose of time and sales control. The number and quantity of controllable units. ☉ Release processing of sales control unit. ☉ Units that handle changes. ☉ Treat the pile. ☉ Handling sales control errors.
☉ Transaction: ☉ Apply for discount and designate the person in charge. ☉ Close the signing procedures of customers and review and management of contracts. ☉ On-site transaction customer margin collection and document management. ☉ Supervise the sales staff to track the deposit paid by customers and sign the hotel business contract.
D. training:
☆ Pre-sales training: organize market research, analysis of this project, analysis of comparable projects around, sales skill training, simulated sales process and performance evaluation.
☆ Training in sales: training for the problems in the sales process, clarifying the purpose of each stage of sales, and solving the problems in the sales process in time.
☆ Targeted training: Targeted training for special problems in the sales process.
E. summary:
As an excellent sales manager, you should be good at summing up your work.
☆ Make a sales plan and define the sales tasks in the next stage.
☆ Summarize the sales situation, and carefully summarize and analyze the sales situation of the previous stage from the aspects of sales situation, personnel situation, customer situation, cooperation with developers, surrounding market situation and cost control.
4. Hotel information management: The feedback of the sales site information plays an important role in the planning team's formulation and adjustment of the hotel's sales strategy. It is the unshirkable task of the sales manager to collect information and provide first-hand information for the hotel. Information sources can be obtained from the following aspects.
A. Customers: Understand customers' various reactions to the hotel, such as opinions or suggestions on apartment type, area, facilities, price and payment method. , or edit in the form of a question and answer.
B. Sales staff: Understand the opinions and suggestions of hotel service staff, and conduct hotel analysis and feedback on the information surveyed by surrounding hotels through sales representatives.
5. Coordinated management: the sales department cannot exist independently without other related departments, and coordinating all aspects is also an important task for the sales manager.
A. communication with key customers.
B. communication with planners.
C. communicate with hotel leaders.
D. communication with the financial department.
E. communication with subordinates.
F. Communication with potential customers