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1、Welcome to InMotion! Overview of Sales&Marketing 市场销售部介绍,Organization Chart of S&M 市场销售部组织分布图,Introduction to Sales and Marketing 市场销售部介绍,Proactive Sales 房间销售 Sales Center 销售中心 MICE 团队销售 Government Sales 政府销售 Reservation 预定部 Public Relations/ Artist 公关部/美工,Proactive Sales 房间销售,Meet with customers re
2、gularly handling proactive sales calls and reactive sales leads. 日常销售拜访，从而获得更多的信息资源 Meet with in-house guests to build relationship and to obtain guest comments.了解住店客户的反馈信息，与客户建立良好的沟通 Actively share information on guest comments, both positive and negative 与酒店同事分享客户反馈，从而提高客人满意度 Prepare Sales Call Re
3、ports to record all information on daily sale activities. 在销售拜访的过程中记录有效信息，总结报告，为销售 策略的实施提供有效的方案,Sales Center 销售中心,Directly answers all incoming group inquiries. 接听客人询价或有关酒店预订信息的询问电话 Inputs and maintains contact, account and opportunity information in sales system 在销售部系统里录入现有公司客户以及潜在客户的有效 信息 Develops
4、 accurate contract/offer and sent to customer. 协助合同的拟定及签订，发掘更多商机 Once signed contract/offer is received, completes accurate, detailed turnover documentation for Event Management. 合同签订后，将相关资料准确的转交给统筹部门后期跟 踪,MICE 团队销售,Responsible for developing and managing on catering sales associates and sales effor
5、ts. As appropriate, responsible for achieving individual sales goals and account management. 主要负责团队销售（活动包含房间及会议/宴会的需求），同时也承接没有房间需求的会议/用餐/婚宴等 Handle all incoming social catering inquiries. 负责所有团队销售及宴会销售 Effectively leads the customer though the sales process to the point of a signed contract/offer. 根
6、据客户需求，有效拟定并签订宴会销售协议 Communicate specifics of function to Event Management. 将与客户的要求及期望全面地反馈给宴会部,Government Sales 政府销售,Responsible specifically for developing and managing on both catering sales and rooms sales for government department. 主要负责任何与政府有关的房间销售以及宴会销售 Handle all incoming government inquiries.
7、 负责接待各类政府活动 Develops accurate contract/offer for government events. 根据政府住房/宴会的要求，拟定并签订合同 Maintains relationship with government officers to increase repeat business opportunities. 与政府各相关部门维持良好的关系，发掘更多合作机会,Reservation 预定部,Receiving bookings from various business sources and have the bookings properly
8、 set up for guests check in. 负责不同途径（电话，网络等）的房间预订，保证预订反映客人特殊需求 Reservations 接受房间预订 Forecast 对未来房晚数进行有效预测，为制定销售策略提供有效信息 Prepare periodic reports 掌握住房率情况，为房间销售提供有效信息,Public Relations 公关部,Gain positive exposure and awareness of the hotel by working with local and overseas media on press coverage, advert
9、ising and all sorts of promotions. 维持酒店形象，保证酒店媒体曝光率，负责酒店广告， 宣传，推广等活动 Conduct Media Calls 负责与媒体的沟通 Press Release 新闻发布 Hotel promotions 酒店推广 Brochures and Promotional Materials 酒店宣传资料,Artist 美工,Support the Public Relations Manager in creating promotional materials for the hotel according to the corpor
10、ate guidelines. 对公关部日常工作提供支持，根据酒店品牌标准设计 推广资料，宣传册等 Design & Production of printing materials 设计并制作酒店对外宣传资料，各部门推广宣传册等 Assist Event Department, such as print the signage name tag, etc. 协助宴会部门制作指示牌，名签等,酒店逾6,109平方米的顶级宴会及会议设施Rooms Available 酒店可卖客房 530间Grand Ballroom 大宴会厅 1056平方米 TEDA Ballroom 泰达宴会厅 1034平方
11、米 Auditorium 国际报告厅 2268平方米 Function Rooms 10个多功能会议室 52-143平方米,Hotels unique selling points 酒店主要卖点,Competitive hotels 市场主要竞争对手,Hyatt Regency Jing Jin City京津新城凯悦酒店 Holiday Inn Binhai Tianjin Hotel 天津滨海假日酒店 Crown Plaza Hotel Tianjin Binhai 天津滨海圣光皇冠假日酒店 Hotel Nikko Tianjin 天津日航酒店,Sales Strategies 销售策略,G
12、lobal Sales Office全球销售中心 万豪集团在上海，香港，伦敦等世界各地都设有销售中心，主要职能是协助全球万豪旗下酒店的销售，例如协助销售拜访等Cross Selling 交叉销售在没有全球销售中心的城市，万豪集团旗下的姊妹酒店能够相互协助销售工作，代替销售拜访等Marriotts Automated Reservation System for Hotel Accommodations 万豪集团全球酒店预订系统 万豪酒店集团拥有先进而完善的酒店预订系统，客人可以通过MARSHA系统预定全球万豪旗下所有品牌酒店,Sales Strategies 销售策略,Marriot Rewa
13、rds 万豪礼赏 加入万豪礼赏会员，在万豪旗下酒店入住或举办会议宴 请等可以积分换取免费入住，积累航空里程数，在全球 万豪酒店享受会员特别待遇Win-Win Situation 双赢 我们注重与客户之间建立起双赢的关系,在为酒店拿到 生意的同时，为客人带来完美住宿体验或会议活动等的 圆满举办,从而提高客户忠诚度,Key Points 提示,Occupancy 入住率 Number of Room Sold / Total Room 已卖房/总房数Average Rate 平均房价Room Revenue / Room Sold 房间收入/已买房 REVPAR 可卖房收入Revenue per available room as calculated by revenue divided by total rooms available in the hotel. 总收入除酒店可卖房数,Key Points 提示,Key to a Successful 最有效的销售资源 -People 人（员工，客人，朋友） - Internet 网络 - Email 电邮 - Fax 传真 - Post 邮寄,谢 谢！ Thank you!,
