V Identify the changes in society

V Describe the hospitality trend

V Explain the different between sales &
marketing
V Definite the marketing
V Scanning the marketing environment
V Describe the role of management team in
sales & marketing
V Identify the challenge of hospitality sales.
V @opulation growth
V Longer life span
V Improved incomes
V Increased leisure time
V Expanded traffic system
V Development of suburbs
V Increased air travel
V Convention center expansion.
V —lobalization
V @roduct segmentation & Branding
V Extended-stay market
V Distribution methods
V Technology
V Media planning
V Environmental awareness
V —uest preferences
V Relationship marketing.
V Sales consists of direct V Marketing is the study
efforts to sell the
property by personal
sales, calls,
telecommunication &
mailings.
and management of the
exchange process. It
involves the things that
the property will do to
select a target market
and stimulate or alter
that market demand for
the property services. It
consist with research,
action , strategies
advertising, publicity, &
sales and promotion.
V Field work & desk work V Market analysis,
to sell to consumers planning & control
V Short-term V Long term trends,
considerations translate problems &
V Volumes and quotas, opportunities into new
current sales, bonuses products, markets, and
and commissions. strategies for long-
term growth
V @rofit planning.
 
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V þ
 


  
  

 
  
 


   

 
  

^ @roduct-Service = Needs & Wants & Demands of the
target market(s)
^ @lace-Distribution = Ways to reach the market(s)
^ @romotion-Communication = Communication
Strategies & Informing markets of the propertyǯs
product-service
^ @rice-Rate = Competitive & assure a fair return for
fulfilling the needs of consumer.
V Needs
^ h  


 
è Need to relax, need to comfortǥ
V Wants
^ j


 
 

 
 

 

  
  
è Travel, read book, listen music ǥ
V Demands
^ Ä   
 
 
  

V Consumer goods
^ Ship to customer
^ Available to the consumer when & where it is
need
^ Sufficient variety & quantity
V Äospitality industry
^ The consumer travels to the product
^ @roducts are neither shipped nor stored.
V @romotion is the of communication to the
target market
^ @ersuasion
^ Effort to change some behaviors
V Communication is the way of sharing
information, ideas, opinions and feelings
^ Two-way exchange
^ To reach the agreement.
V @rice
^ Äospitality propertyǯs value
^ Customerǯs cost
V Rate
^ Return from their customer
^ Whatever the customer received from the
hospitality property.
V —eneral Manager
^ Directing the sales effort
^ Developing the sales staff
^ @articipating in the sales effort
^ Assisting with difficult or key account
^ Supporting the sales staff
^ Evaluating the sales effort.
V Director of Marketing
^ Carrying out a marketing plan through out the year
^ Conducting sales promotion plan with the help of Director sales
^ Identifying new segmentation of the market
^ Identifying new opportunities
^ Redirecting& modifying strategies that are not working well
^ Other managerial function
è Set objectives, policies, making decisions, supervising sales and
marketing staffs
è @lanning, organizing, staffing, directing and controlling
è Develop strategies marketing & sales
è Develop the staff
è Set standards, measuring performance, corrective action ǥ
V Director of sales
^ Applying marketing strategies
^ @utting up sales plan through out the year
^ —uiding the sales team accordingly
^ Identifying new opportunities
^ Directing the sales staff
è To contact the prospective or current clients
è To sell the products & services.
V Intangibility

V @erish ability

V Inconsistency

V Inseparability.