On the contrary, each employee, do their own work, is the best promotion of the hotel. It can be seen, in the service industry competition continues to intensify today, "full sales" has become a necessary development trend to expand the market and increase sales, and to make it a comprehensive development, the first thing is to improve the sales ability of employees.　　　　First, the analysis of the current situation of the hotel staff sales ability hotel staff sales ability on its current situation in general, is the lack of sales awareness, lack of sales skills. According to the author's preliminary survey, in the hotel restaurant only about 30% of the staff will take the initiative to recommend dishes and drinks to the guests, the proportion of Chinese restaurants to be higher, more than 40% of the staff in the guests will give advice on ordering a reasonable match, while at the same time the guests can dine to introduce the hotel's other services and facilities of the staff is only 20%, but in fact there are 80% of the guests want to help the waiter to get a good dining experience, but the staff will not be able to help the guests. However, in fact 80% of the guests hope to get a good dining experience through the help of the waiter, accept the staff's recommendation to buy all or part of the products recommended by the staff, but there are still 20% of the guests refused the staff's sales.　　1. Employees lack of sales awareness, lack of sales skills First of all, most of the hotel staff believe that their responsibility is to provide services, sales have their own sales department to do, this positioning allows employees to work only focus on the service process, ignoring the sale of products. Secondly, the waiters are non-professional sales staff, no corresponding sales skills, can not master the timing of the sales pitch. That 20% of the guests are not willing to buy the products recommended by the staff mainly because they think that the products recommended by the staff are generally high price and low quality, which needs to improve the sales skills of the staff to establish the trust of the guests.　　2. The hotel has not been given enough attention or not put into practice As early as 1960, McCarthy put forward the famous 4Ps marketing mix, that is, product (product), price (price), place (place), promotion (promotion) of the marketing mix. As one of the 4Ps, promotion strategy is extremely important in the sales activities of the hotel, which usually uses advertising, business promotion, the establishment of good public **** relations, personnel marketing and other means. With the progress of science and technology and the development of society, the hotel is more and more focused on the external image, more use of the first three means, and ignored the most primitive but the most real way of promotion - personnel marketing, even if the importance of the, but also did not come to fruition, to be truly utilized.　　　　Second, improve the sales ability of employees, the advantages of full promotions for full sales, not in sales positions, but high degree of contact with customers, employees are also required to master some sales skills. In this way, the hotel receptionist or catering staff, cashiers, are likely to become the hotel sales force to improve the sales ability of employees has become a mandatory part of the hotel training. To a certain extent, although this increases the workload of the staff, but the full promotion of the hotel's advantages are obvious.　　1. Flexible promotional methods, the customer targeted staff is the most contact with customers, while employees are also the most knowledgeable about the product personnel, which is conducive to sales for different customers, to take a flexible approach to sales promotion, the choice of appropriate products, so that customers are easy to accept. Sales department professionals in the external promotion, can only do a simple introduction of the product, while the staff in the promotion of the product can be a detailed introduction of the product, to enhance the credibility of the customer on the product. For example, the staff of the Food and Beverage Department certainly know more about the year, place of origin, taste and texture of a bottle of red wine than the head of sales, etc. In the Food and Beverage Department, under the colorful description of the staff, the chances of sales success are certainly greater.　　2. Promote the transaction in time to increase turnover In the case of the guests themselves have the intention to buy, the staff on-site introduction of the product, easy to strengthen the customer's motivation to buy, and promote the transaction in time to increase consumption and improve turnover. Compared with advertising, business promotion and other promotional methods, staff direct marketing can be more direct and fast to achieve the purpose, so that the guests to buy the product, through the promotion so that the guests have purchased the product under the circumstances of the increase in a part of the consumption, if each guest to increase part of the consumption outside of its budget, the hotel's turnover will get a big boost.　　3. Saving marketing costs, timely feedback information On the one hand, the staff direct promotion does not require professionals, from the general manager to the waiter, from the front desk to the back office, everyone is a salesman. As long as the enthusiasm and initiative of all staff mobilized, and then appropriate mastery of some methods and techniques, the hotel will form a strong sales force. On the other hand, the whole promotion does not need special funding investment, but employees in the completion of their duties at the same time, without losing time and just right to the guests of the promotion, is the lowest cost, the fastest effect of the promotional tools.　　Collecting feedback from guests is the focus of the hotel's work. Employees of the guests after the promotion, guests will immediately enjoy the promotion of the product, easy to get the feedback of the guests in the first time, improve the shortcomings in a timely manner, to cultivate feelings with the customer, to establish a long-term stable relationship in the old source market at the same time, to open up new markets.　　From this, we can see that full promotion can not only increase sales, improve turnover and save marketing costs, but more importantly, it can also enhance the affinity of employees and establish good customer relations. Therefore, it is very necessary to improve the sales ability of employees.　　　　Third, how to improve the sales ability of the hotel staff to do sales first to understand the nature of the product, the hotel product has a certain degree of specificity, both containing tangible physical products, but also contains intangible services, is a combination of the two, it is difficult to distinguish between the complete. Sales of physical products to the hotel is always accompanied by services, and the sale of services and must be in kind as a medium. This requires the improvement of staff sales ability at the same time, but also to pay attention to the promotion of services and the promotion of tangible products.　　1. From the perspective of service to improve the sales ability of employees The core of traditional marketing is "market share", the core of service marketing is customer satisfaction and loyalty. Improve the sales ability of service, in essence, is to ensure the quality of service, quality, detailed service to obtain customer satisfaction, the establishment of the hotel's loyal customer base.　　(1) Establish the staff's awareness of quality service. Establish the staff's awareness of quality service, first of all, we must let the staff to the position of the guest, enjoy the good internal service.　　Hotel service quality of the core factors lie in the "people", only with a satisfied staff, there will be satisfied customers, in this sense, the hotel customer satisfaction is actually the hotel staff satisfaction of the external embodiment of the hotel external service quality is actually good or bad internal service quality of the hotel external embodiment. Internal service quality is high, the staff will have a good working environment and working atmosphere, and in this environment and atmosphere of the infection, subconsciously set up a quality service consciousness.　　(2) Develop complete service standards and strictly enforce them. Due to the staff's different levels of understanding of the depth of service, the quality of service varies from person to person, and the service experience brought by different employees to the guests is also different. To eliminate such service differences and take good care of every guest, it is necessary to formulate a set of complete and detailed service standards. First of all, the service standards are written and publicized. Secondly, establish a reward and punishment system to give employees appropriate incentives. This measure is effective not only for improving service quality, but also for increasing the sales of physical products.　　(3) Strengthen the service skills of employees. Service skills are the most basic, important and practical skills in the work of employees. Strengthening the service skills of employees should pay attention to the following aspects: First, focus on communication. Communication is an interactive process, both to customers to understand their needs, but also to introduce the hotel's products and services to customers. Secondly, cultivate employees' observation and comprehension skills. Sharp observation allows the waiter to see the needs of the guests in the first time; comprehension ability is to be able to understand the guest's hints, from the guest's expression, behavior to predict the guest's needs.　　2. From the perspective of the product to improve the sales ability of employees Tangible products itself can show their competitive advantages, improve the sales ability of employees on the product tends to improve the sales skills of employees and professional standards.　　(1) establish sales awareness. In the daily work of the hotel, the staff has a certain sense of service, but the lack of corresponding sales consciousness, mainly service work has allowed them to position themselves as a waiter, while ignoring their own role as a salesman, the guests ordering, what is what, very few employees will take the initiative to guests to promote dishes and drinks, has forgotten that the hotel's main purpose is to sell the product through good service, and thus gain profits. The main purpose of the hotel has been forgotten that the main purpose of the hotel is to sell products through good service as a way to gain profits. On the other hand, many employees believe that the development of the market, the development of customers, and promote product sales is the sales department of the matter, has nothing to do with their own. Therefore, to improve the sales ability of employees, the first thing is to establish the sales consciousness of employees.　　(2) improve sales skills. Hotel employees to improve sales skills mainly include the following aspects:First of all, familiar with the characteristics of their own marketing products. Food and beverage employees only understand their own products, in order to make a comprehensive introduction to the guests, prompting guests to buy their own products. Secondly, observe and familiarize yourself with the customers, according to certain criteria will be simple classification of customers, for different categories of customers, to recommend them the right dishes and drinks. Third, promote yourself at the right time. Promote yourself is through proactive communication with the guests, and guests to establish a good relationship, to obtain the trust of the guests. Once this trust is established, guests will believe in the products you recommend, which is an important factor in winning repeat business.　　(3) Choose the right sales approach. Catering Department staff can be used in the following three sales methods: the first is suggestive sales, in the guests can not be sure what they need when ordering, recommending dishes that match the guests; the second is promotional sales, recommending high-yield dishes on the menu, does not necessarily require a high price, but for the restaurant is highly profitable; the third is to increase sales, sales of additional dishes, that is, by selling to the guests 1 or 2 dishes over and above what they have already initially purchased, increasing their average spend.　　Employees are in the first line of work of the hotel, is the most contact with customers, but also the most likely to establish a good relationship with the customer part of the strengthening of the staff's sales awareness and sales ability, is to complete the decisive factor in the enterprise sales target. The hotel should set up a "full sales" concept, improve the sales ability of the staff, so that sales in the hearts of employees and service has the same important position, to provide guests with quality service staff is an excellent staff, successful sales of products is also an excellent staff.　　[1] Huang Hengxue: Modern Advanced Sales Theory and Art. Peking University Press, 2005