Time has passed so quickly, and our work will usher in new progress. There must be a lot to plan. But what should be written in the work plan? The following is the hotel sales work plan compiled by Xiaobian for everyone, hoping to help everyone!

hotel sales work plan 1

in order to better improve the work efficiency of the _ _ hotel sales department, we will make arrangements for the work of _ _ hotel next week. The details are as follows:

1. Upgrading software services

In view of the unique environment and existing conditions of the World Famous Garden Hotel, it is difficult to change the hardware services after the investment is completed, so we should upgrade the hotel software services to a higher level as much as possible. Including the improvement of the general quality of hotel staff, the efficiency of hotel handling business, etc. For hotels, management is the premise, management is the key and service is the pillar. Hotel is a service industry, which mainly depends on receiving customers and providing them with multi-functional services. "Customer first" is the purpose that hotels must follow.

Second, building multi-channel

In today's society, the network and new information technology have become indispensable "partners" in people's work and life, and electronic technology has penetrated into all levels and fields of society. In the era of network informationization, developing network platforms, transmitting sales information through the network and developing new customers will become an indispensable channel for competition among enterprises.

therefore, in addition to the traditional hotel sales, we should improve the application of network information, build a good online sales platform, let more individual travelers and foreign tourists know about the world famous gardens through the network, improve the hotel's popularity, and thus achieve the brand effect. According to the statistics of Ctrip's online room orders in 21 years, the proportion of online sales in the total orders has increased greatly compared with previous years, and it is gradually increasing.

iii. Team building

Establish a sales team that is familiar with the business and relatively stable. Talent is the most important and precious resource of an enterprise. All sales achievements come from every member of the sales team. An excellent sales team with cohesion and cooperation spirit is the foundation of the enterprise. In 21__, the sales department will take the establishment of a harmonious, lethal and competitive sales team and the training of sales personnel as a main task.

IV. Staff training

In view of the shortage of employees' sudden leakage at work in the past 21 years, the department will focus on training employees, improve their business level and personal comprehensive quality, standardize the training of new employees, improve their proficiency in various business operation processes related to the department, improve their business level and enhance their service awareness. Sales staff should keep a diary of their work. They must complete the second, third and fourth steps of visiting two new customers, three old customers and four contact numbers every working day, strive for group and individual customers in various ways, stabilize old customers and develop new customers, and collect guests' opinions and suggestions in time during the visit and feed them back to the department manager.

V. Improve the sales system

Improve the sales system and establish a set of clear and systematic business management methods in the shortest time. Sales management has always been a long-standing problem for enterprises. Salespeople see that customers are in a state of laissez-faire. The purpose of perfecting sales management system is to let salespeople play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.

VI. Establishing a hotel communication network

One of the tasks is to establish a perfect customer file, classify and file the guests according to the key customers who signed the bill, the customers who received the meeting, and the customers who have development potential, and record the customer's unit, contact person's name, address, annual consumption amount and discounts given to the unit in detail, and establish and maintain business contacts with important customers such as government agencies, enterprises and institutions, businessmen, celebrities and entrepreneurs. In order to consolidate old customers and develop new customers, in addition to daily regular and irregular sales visits to customers, we will send our blessings to customers by telephone, sending messages and other platforms at the end of the year or major holidays and customers' birthdays. This year, we plan to hold a large-scale customer appreciation liaison meeting at an appropriate time to strengthen emotional communication with customers and listen to their opinions.

VII. Sales target

According to the sales task assigned by the hotel management, the task is broken down into monthly, weekly and daily according to the specific situation. Then, the monthly, weekly and daily sales targets are assigned to each salesperson, and each salesperson completes the sales tasks in each time period, and on the basis of completing the sales tasks, the sales performance is improved. I think the development of the hotel next year is closely related to the comprehensive quality of the employees of the whole company, the management policy of the upper level of the hotel and team building. Improving the standard of execution, establishing a good sales team and having a virtuous cycle of work mode are the keys to do a good job in sales.

VIII. Close cooperation and active coordination

Cooperate closely with other departments of the hotel, and actively contact and cooperate with other departments of the hotel according to the needs of guests, so as to give full play to the overall sales vitality of the hotel and create the best benefits.

in 21 _ _, under the correct leadership of hotel leaders, the sales department will strive to complete the annual sales tasks, blaze new trails, unite and work hard, and create a new image and a new realm of the sales department. Work with other departments to raise the turnover and popularity of the hotel to a new level.

Hotel Sales Work Plan 2

According to the company's total sales of RMB 1 billion and 51,111 sets in Shenzhen in a certain year and the company's channel strategy in a certain year, the following work plans are made:

1. Market analysis

The price war in the air-conditioning market has gradually started for several years. The low-end demand of the secondary and tertiary markets, at the same time, with the continuous improvement of urban construction and people's living standards and the arrival of the product upgrading period, has driven the sustained growth of the primary market, thus driving the expansion of the overall market capacity. The total domestic sales in a certain year reached 19.5 million sets, an increase of 1.4% compared with that in 2111. It is expected to reach 25-31 million sets in a certain year. According to industry data, the global market capacity is 55-61 million sets. The market capacity in China is about 38 million sets. According to the division of regional market share capacity, the capacity of Shenzhen air-conditioning market is about 411,111 sets. The sales target of 51,111 sets accounts for about 13% of the market share.

At present, Galanz's market share in Shenzhen air-conditioning market is about 2.8%, but according to industry data, it has been in the reshuffle stage in recent years, and the brand market share will be highly centralized. According to the strength of the company and the product line of a certain year, it is entirely possible for the company to achieve its annual sales target. In 21__, there were about 411 air-conditioning brands in China, and by 21__, the number dropped to about 141, with an average annual elimination rate of 32%. By 21__ year, under the encirclement and suppression of first-line brands such as Gree, Midea and Haier, there were less than 51 brands active in the air-conditioning market in China, and the elimination rate reached 61%. In 21__ year, LG was accused of dumping by the United States; Kelon encountered financial problems and its market share fell sharply. Shinco, Changhong and Oaks have also been adversely affected by enterprises and brands, and their market share has also declined. Japanese brands, such as Panasonic and Mitsubishi, were strongly influenced by Japanese people's arrival in China in 21__, and their market share was relatively large. However, Galanz air conditioners have shown a rapid growth trend in the Guangdong market. However, the market base in Shenzhen is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded. Make the following work plan according to the above situation.

Second, work planning

According to the above situation, we will focus on six tasks in a certain annual plan:

1. Sales performance

According to the annual sales tasks assigned by the company, monthly sales tasks. According to the specific situation of the market. Break it down into monthly, weekly and daily. Break it down into various systems and stores with monthly, weekly and daily sales targets, and complete the sales tasks in each time period. And improve sales performance on the basis of completing the task. The main means are: improving team quality, strengthening team management, carrying out various promotional activities, and formulating reward and punishment system and incentive scheme (according to the market situation and the actual situation of each time period). This work is always focused on the peak season. In the peak sales season, we will carry out strong sales promotion activities for Gome, Suning and other professional home appliance systems, and vigorously promote large-scale terminals.

2. K/A, agent management and relationship maintenance

Effectively manage and maintain the relationship with existing K/A customers, agents or future K/A agents, establish customer files for each K/A customer and agent, understand the pre-sales situation and strength, and spread the company's corporate culture and new products in a certain year. This work was completed at the end of August. Spread it from time to time after the peak season and before the peak season. Understand the basic situation of each K/A and the person in charge of the agent, visit regularly and communicate effectively.

3. Brand and product promotion

Brand and product promotion cooperate with and implement the company's regular brand promotion and product promotion activities from 21__ to a certain year, and plan some publicity activities of public relations with low input cost to enhance the brand image. Such as Galanz air conditioning health, environmental protection, love my family and other public welfare activities. If possible, joint promotion with various K/A systems can not only expand the influence, but also establish a good customer relationship. Product promotion mainly includes roadshows or outdoor static exhibitions, product promotion and normal business promotion.

4. Terminal layout (to cooperate with the channel expansion of business lines)

According to the company's sales target in 2116, the popularity of channel outlets will be greatly increased. According to this situation, we will actively cooperate with the work of business departments at any time and anywhere, and actively cooperate with the image construction of stores, parks and cabinets in stores (according to the requirements of six atmospheres for the company's booth layout). Actively arrange posts for promotion, sample tracking and product display. This work is carried out according to the needs of the company's business departments. The layout standard is strictly in accordance with the company's unified standards. (special circumstances will be adjusted in time)

5. Planning and execution of promotional activities

The planning and execution of promotional activities are mainly carried out in the peak season of April-August in a certain year. First, the company's sales promotion activities are strictly implemented, and second, some sales promotion activities are flexibly planned according to the market conditions and competitors' sales promotion activities at that time. Theme ideas to avoid its advantages, attack its disadvantages, according to the company's product advantages and resource advantages, highlight the key points for planning and implementation.

hotel sales work plan 3

the hotel industry is a highly dependent industry, and its products are non-storable and non-movable. In other words, hotels need to sell their products as much as possible in order to ensure normal operation and improve profits.

In 21 years, the average room rates of 65 five-star hotels in Beijing were all higher than those in 711 yuan, and the average room rates of four-star hotels (127) were 446. In 95 yuan/night, the average house prices of 981 three-star hotels are higher than those of 311 yuan/night, and the average house prices of 255 chain economy hotels are higher than those of 211 yuan/night. Faced with such a market environment, it is impossible to meet all types of guests by choosing the right target market, so we should choose a group of guests who can serve them effectively and bring value to the hotel. It often costs five more to attract a new customer than to keep an old one. The key to keep customers from losing is customer satisfaction. Strengthen coordination, create a good marketing atmosphere, make employees happy-satisfy guests-increase profits

l Full communication among hotel departments, try to meet the needs of guests and solve problems as much as possible

2 Formal training, encourage employees to use correct service methods, boldly and effectively authorize, and control the service error rate through comprehensive inspection. Make extensive contact with the guests, listen to their opinions, deliver the guests' needs in time, respond quickly, and strive to satisfy the guests.

3. All-staff hotel is a kind of enterprise with high contact between customers and employees, and the quality of service to customers depends largely on the service performance of employees. The real product difference in the hotel industry comes from individuals who provide services. Every employee is carrying out marketing activities in the process of unconsciously serving and they are playing the role of marketers.

We should make corresponding adjustments to the hotel's tourist source structure and make flexible changes in its distribution. The following is an explanation of our store's adjustment of the proportion of each market based on its own situation:

As shown in the figure:

1. The company has agreed to control the proportion of individual customers at about 51% and 4% under the existing number of 182 rooms. If it can be higher, it is of course the best, and the team room can be reduced accordingly. The individual business of the agreement company is the most important part of the hotel tourists. Affected by the domestic demand, the individual business in China has increased greatly compared with previous years. We should seize this opportunity, increase the sales of individual business and expand the individual business market. When expanding the individual market, you can choose the following ways:

1. Make targeted sales strategies according to the surrounding organs and ministries. Under the domestic environment of stimulating domestic demand, all provinces and cities have received sufficient funds. Many local projects such as civil engineering, energy, metallurgy, etc. are under way or under review. Hotels can focus on development according to the surrounding characteristics of design approval departments such as the National Development and Reform Commission, the Ministry of Construction, and the Second Nuclear Hospital, or contact as many as possible.

2. As the hotel is not far from Beijing Exhibition Hall, please contact the organizer in advance to develop foreign tourists.

3. Develop the original agreement of individual customers, which is the basis of hotel management, and should be classified in detail and managed scientifically in daily work. It is necessary to subdivide this part of the tourists into multiple stages and carry out in-depth development. According to the occupancy situation, they are divided into high, medium, low and several grades. Through careful maintenance by sales staff, we can achieve the goal of steady growth. Such guests want the hotel to provide some special preferential or incentive policies to reward them regularly, so as to constantly stimulate them to become the most loyal customers. For example, according to the number of overnight stays of the agreement company in the hotel in that year, taking advantage of the chain nature of the hotel group, guests are provided with overnight stays of local or off-site chain stores to achieve the purpose of encouraging maintenance.

Second, the individual customers in the reservation center

Under the current economic background, it is very important to achieve or control the individual customers in the reservation center at about 25% under the existing number of rooms, and the individual customers in the reservation center are mainly from other places. As it is impossible for hotels to spare a lot of material and financial resources to explore foreign markets, they have to rely on the reservation center for external publicity. Since there are more star-rated hotels than reservation centers now, the commission ratio of everyone is similar. In this way, hotels need to formulate preferential policies that are different from other hotels, improve their competitiveness with other hotels, and achieve high cost performance to expand the popularity of hotel guests in different places.

through the promotion of the reservation center, count the frequent guests of the reservation center in the hotel to achieve the purpose of turning these guests into their own business individuals.

For example, the hotel gives welcome bowls and welcome drinks.

iii. conference market

the conference market is controlled at around 1.2% according to the hotel room volume. there are several kinds of conference market segments, which are generally divided into three categories: large-scale conferences, community conferences and corporate conferences. Due to the limitation of the hotel's own meeting facilities, we focus on developing the following types:

1. Board meetings. Generally, a club is held three or four times a year, and all of them are carefully planned and arranged, and the per capita expenses are higher than those of other club meetings.