including: organizing marketing, product mix and planning publicity.

1. Organizing marketing:

When organizing marketing, we should do the following:

1. Delineate the sales area and scope. The marketing manager cooperates with the sales staff to define the sales area and scope, and actively guides the sales staff to expand the sales area in a lump sum way. The distribution of the sales area and scope should be based on the sales potential of regular customers, the geographical location and categories of customers. 2. Set sales targets. The marketing manager sets the sales targets according to the hotel's sales objectives and policies. Sales indicators are divided into quantitative indicators and quality indicators. The quantitative indicators are:

(1) sales quantity, such as the number of days of room sales, catering sales, average house price, sales revenue, etc.

(2) the number of sales, the number of sales visits that should be made every day or month.

(3) the index and control of sales expenses, and the sales expenses involved by sales personnel every month, such as transportation expenses and entertainment expenses.

2. Because of the different customer demand potentials in charge of each salesperson, the quality standards of sales should be determined when the salesperson is required to reach the sales quantity. The quality standards include the salesperson's product and sales knowledge, the effect of sales visits, the salesperson's working attitude, working ability and the relationship with customers.

3. Performance evaluation of sales staff. Sales managers should take appropriate ways to understand and obtain the performance information of sales staff, formulate the rule that sales staff report "sales report" every month, understand the sales situation, and feed back the sales information in time.

4. A well-organized organization. According to the geographical location and category of hotel customers, the marketing department organizes sales staff to divide sales according to geographical location, which reduces travel time and improves work efficiency. According to the current development of hotels, hotel marketing should actively tap the potential of hotel products, increase the attractiveness of products, attract guests' consumption and attract business.

second, product mix:

hotel marketing can develop various combination products that are popular with guests according to the sales requirements of enterprises and the different needs of guests to attract customers. The combination products that can be opened are:

(1) combination products for business guests. Special services for business guests, such as providing a basket of fruit in the guest room for free, providing welcome drinks for free, using the facilities and equipment of the recreation center for free, and participating in bars, songs and dances for free.

(2) conference combination products. The conference combination products include the use of the conference hall, refreshment coffee during the meeting break and working meals during the meeting, which are provided at a package discount per person.

(3) Family accommodation combination products. Forms such as double rooms for the whole family, free extra beds for children living with their parents, provision of childcare services, free use of recreational facilities for children, and children's menus in restaurants.

(4) honeymoon holiday products. Honeymoon holiday products are only available to newlyweds, and generally require beautiful and quiet rooms and some special services, such as a beautifully decorated bridal chamber, free American breakfast before bed, free champagne, and flowers and fruit baskets in the rooms.

(5) wedding combination products. This kind of products are mainly aimed at the local residents' market, combined with the form of wedding consumption, adapt to the psychology of consumption, emphasize the festive atmosphere and attract consumption: the product portfolio includes luxury Beijing-style or Guangdong-style banquets, free full-court soft drinks, a four-story exquisite wedding cake, a grand wedding banquet hall decorated with flowers and double happiness banners, wedding atmosphere is created according to specific requirements, wedding marches are played, wedding suites, flowers, fruits and champagne are provided free of charge in the wedding night, and wedding banquets are provided in the bridal chamber.

(6) weekend combination products. Weekend combination products can attract guests to have a rest and entertainment after a week's work, so it is necessary to plan and organize some entertainment and sports activities, such as holding weekend parties, weekend acrobatic performances, etc., and combine entertainment activities with hotel accommodation services into cheap package products.

(7) off-season holiday products. In the off-season, guests are provided with accommodation and meals for one week or ten days at a package price. At the same time, in order to attract guests, it is necessary to plan and organize guests to enjoy entertainment activities for free.

(8) special activity combination products. The development of this kind of combined products requires the marketing staff to have creative and factual thinking, design products that are both novel and feasible in economy and sales, and make use of existing facilities and service organizations, such as table tennis, tennis and bowling competitions, to enhance the reputation and image of the hotel.

Third, planning and publicity:

In addition to developing new products and new activities, marketing should also introduce unique publicity methods to attract customers, which requires making more fuss about advertising planning and promotion.

(1) TV, radio, newspapers and other media can be selected to regularly report the newly-launched special dishes, room environment and activities of the hotel, so as to improve the guests' sensory impression of the hotel.

(2) use trade magazines, newspapers, travel brochures, guides, advertising leaflets, direct letters and other ways to promote hotel products.

(3) Strengthen the momentum and influence by inviting famous performances, and create a hot spot for hotel consumption, such as inviting provincial and municipal model contests and fashion shows; Large-scale singing and dancing instrumental music performance and other promotional methods.

(4) Design and launch the Oktoberfest, and enjoy the dishes to improve hotel consumption and increase benefits.

Hotel marketing should not be limited to one stage, stick to one mode and indulge in one state. It must create and design the best business model suitable for hotel management and development with the most acute, advanced and unique sense of smell, so as to make hotel management more perfect, advanced and unique, and not to be defeated in the fierce competition in the hotel industry.