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1、SALES AND MARKETINGDEPARTMENTSTANDARD OPERATING PROCEDURES市场销售部标准工作程序目 录房价结构管理 S&M-001门市价管理 S&M- 002促销和包价管理 S&M- 003 商务协议价管理 S&M-004协议价格体系 S&M- 005政务价指引 S&M- 006 旅行社职员价 S&M- 007旅游行业价（包括酒店员工） S&M- 008家庭价 S&M-009第三人价(加床) S&M-010免费房 S&M-011会展奖励计划 S&M-012取消宴会预订 S&M-013协议客户预定的修改和取消 S&M-014旅行社协议管理 S&M-015
2、签订新客户 S&M-016商务客户的房间预定 S&M-017团队预定和接待 S&M-018担保政策 S&M-019授权 S&M-020押金 S&M-021升级 S&M-022市场销售划分 S&M-023客史系统 S&M-024销售会议 S&M-025礼品和客人赠品 S&M-026宴请和考察 S&M-027销售拜访 S&M-028电话销售 S&M-029酒店参观 S&M-030展会报价 S&M-031 展会和会议的布置规范 S&M-032广告 S&M-033会议团体的接待 S&M-034试菜 S&M-035Park Wise Hotel TianJinSales&Marketing Polici
3、es & Procedures Manual市场销售 - 制度和流程指南Subject: Rate Structure主题： 房价结构Ref: 参考号：S&M-001Prepared by: Director of Sales and Marketing起草：市场销售总监Date: August 28，2007日期：2007- 8 28Approved by: General Manager批准：总经理Date: August 28，2007日期：2007- 8 28OBJECTIVE 目的- To establish guideline for the selling price of di
4、fferent market segments 建立针对不同市场群体的有区别的价格执行规范。PROCEDURES 流程1. Rate Structure includes:价格结构包括：- Rack Rate门市价- Corporate Rate商务价- Government Rate政务价- Aircrew航空公司价- Domesitc FIT leisure 国内旅游价- Inbound FIT leisure 入境旅游价- Group团队价2. All rates will be valid for a minimum of 6 months to one (1) year所有房价的施行
5、有效期为六个月到一年。3. Proposed rates or any rate changes must be approved by the General Manager建议房价和执行房价的任何变化必须经总经理批准。4. Corporate rates/Wholesale/Group/Consortia rates offered require the approval of the Director of Sales & Marketing, in his/her absence, the Hotel Manager.采用任何公司协议价、国内价、团队价、国外价, 必须通过市场销售总监
6、批准，如其不在岗，则由酒店经理批准后执行。5. All rates offered will be reviewed annually.所有执行的房价每年度审查修订。Park Wise Hotel TianJinSales&Marketing Policies & Procedures Manual市场销售 - 制度和流程指南Subject: Rack Rates in Distribution Channels 主题： 门市价管理Ref: 参考号：S&M-002Prepared by: Director of Sales and Marketing起草：市场销售总监Date: August
7、28，2007日期：2007- 8 28Approved by: General Manager批准：总经理Date: August 28，2007日期：2007- 8 28OBJECTIVE 目的- To ensure rack rates in the various distribution channels (GDS, internet etc.) are valid and up-to-date- 确保通过各种媒介公布的门市价格是有效可行的并能及时更新。PROCEDURES 流程1. To maintain rack rates in the various distribution
8、 channels for the next twelve months as a minimum. 确保在各种媒介上发布的未来十二个月内的门市价格是最低的。2. In the absence of a rack rate increase, the current rack rates should be automatically extended to meet the twelve-month minimum requirement.公布的门市房价不上涨的情况下，现行的价格可以自行上调以适应未来十二个月内的需求。3. Rates confirmed prior to any rate
9、change notification should be honored.任何调整后价格的发布的必须预先确认。Park Wise Hotel TianJinSales&Marketing Policies & Procedures Manual市场销售 - 制度和流程指南Subject: Promotion/Package 主题：促销及套票价管理Ref: 参考号：S&M-003Prepared by: Director of Sales and Marketing起草：市场销售总监Date: August 28，2007日期：2007- 8 28Approved by: General Ma
10、nager批准：总经理Date: August 28，2007日期：2007- 8 28OBJECTIVE 目的- To generate business to improve room occupancy and revenue during soft periods淡季拓展业务以提高酒店入住率和收入.PROCEDURES 流程1. Promotion and package should be planned as part of the hotels annual marketing plan.酒店年度的市场销售计划中应包括促销价的施行计划。2. Director of Marketi
11、ng will submit a proposal outlining the special rate offered, the validity, the targeted audience and the benefits included to General Manager for approval.市场总监应向总经理提交施行大纲，阐述特殊房价执行的有效性、目标消费群体和收益情况，获得批准后方可执行。3. A detailed plan contained the budget of costs incurred for the promotion as well as the strategy should also be attached.随件应附促销推广计划和策略，推广计划中必须包含执行促销价所需费用的预算。4. If the proposed promotional offer is approved, a copy of which should be distributed to a
