Organizational marketing
In organizational marketing, we should do the following:
1, define 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 at one time. The distribution of sales area and scope should be based on the sales potential of fixed customers, the geographical location and category of customers.
2. Set sales targets. The marketing manager sets the sales target according to the hotel's sales target and policy. Sales indicators are divided into quantitative indicators and quality indicators.
The quantitative indicators are:
(1) Sales quantity, such as room sales days, catering sales, average house price, sales revenue, etc.
(2) Sales times, daily or monthly sales visits.
(3) Indicators and control of sales expenses, and the sales expenses involved by sales personnel every month, such as transportation expenses and entertainment expenses.
3. Performance evaluation of sales staff. The sales manager should take appropriate measures to understand and obtain the performance information of the sales staff, formulate the provisions for the sales staff to submit the "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 the 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 customers' consumption and attract business.
product mix
Hotel marketing can develop a variety of popular combination products to attract customers according to the sales requirements of enterprises and the different needs of guests. The combined products that can be opened are as follows:
(1) combination products for business guests.
(2) Conference portfolio products.
(3) Family accommodation combination products.
(4) Honeymoon holiday products.
(5) Wedding portfolio products.
(6) weekend combination products.
(7) Off-season holiday products.
(8) Combination products for special activities.
Cehua Xuanchuan
In addition to developing new products and activities, marketing should also introduce unique publicity methods to attract customers, which requires more research on advertising planning and sales.
(1) You can choose TV, radio, newspapers and other media to regularly report the newly-launched special dishes, room environment, activities, etc. of the hotel, so as to enhance 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 hot spots for hotel consumption, such as inviting provincial and municipal model contests and fashion shows; Large-scale singing and dancing instrumental music performances and other promotion methods.
(4) Design and launch the Oktoberfest, enjoy the dishes, and increase hotel consumption and 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 to be invincible in the fierce competition in the hotel industry.