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OSales and marketing are

critically important to the

success of hospitality
organizations. Without guest,
there is no need for frontline
employees or anyone else for

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Sales
OIs a term used to identify the

income an organization receives

as a result of doing business . The
term is synonymous with revenue.

Marketing
OIs the process of planning service products,

finding the right place to locate, and pricing

and promoting products to attract sufficient
numbers of customers/ guest and to create
exchanges that will satisfy both their needs
and the goals of the hospitality enterprise.

Elements of
Marketing

Product
O Each characteristic type of foodservice or

lodging enterprise is associated with some

general type of service product line. based on
that knowledge, customers seeking a particular
type of service product are likely to look for the
type of establishment they expect will offer it.

Place
O In the hospitality world, place is a

synonym for location physical

location is critical to the success of
many hospitality operations. It is a
fact of life that cannot normally be
changed: hotels, motels,

Price
OCustomers and guests tend to

be more easily attracted to

operations with lower prices
and rates than to similar
establishments that charge

Promotion
OPromotion is the process of

informing, influencing , and

persuading customers to
purchase their service products.

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Advertising
OIs any form of paid.

Non-personal
communication used
by an identified

Personal selling
ORequires a personal contact

between buyer and seller. It

typically takes place in a
face to face encounter. In
the hospitality industry, it

Sales promotions
OOffer inducements to buyers. In the

hospitality industry, they include free

gifts. Promotion may also include
coupons. Sales promotion usually seeks
to boost sales during slow periods.

Public relations
O Is a term used to refer to those

activities and efforts designed to do

any of the following
O 1.improve or enhance the image or

reputation of an organization.
O 2. promote the organizations name

The sales
department
OIs responsible for making
sales to guest in the target
market share. Sales can be
to new accounts or existing
one. each sales department

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Director of sales and marketing

OAssumes all advertising, promotions,

marketing, sales, and public

relations responsibility.
OHe is responsible for the

performance of his department.

Sales account
executive
OThe sales executive
maintains accounts files
with the follow with he
follow up.

Sales account executive

OThe sales executive

maintains accounts files

with the follow with he
follow up.