Guide Complete Set of Residential Architectural Drawings PDF
Managing the Hotel Sales Operation
1. Managing the Hotel Sales Operation:What You Should Expect from Your Sales Team David L Jones, Ph.D. Associate Professor Hong Kong Polytechnic University 1
3. Responsibilities for Managing the Sales Operation Revenue Generation Business Development / Account Management Customer Satisfaction Sales Team Development Administration
4. How Do You Get More Business in a Competitive Environment? Right Account Right Person Right Need Right Questions 4
16. Recommender Gatekeepers Screen Out, As Well As Recommend Specifications are the Important Issue Not the One Who Can Give the Final “Yes”
17. Recommender: Job Titles Administrative/Executive Assistant Purchasing Manager/Director Corporate Business Travelers and Meeting Attendees Third Party Organizer – Travel Agent, PCO What is important to them is that the proposal meets the specifications for the meeting or corporate rate negotiation
18. Final Decision Approver Gives Final OK to Sign Contract Delegates the Specifications Releases the Control of the Dollars Can Say “Yes”, Even if Others Say “No” Insulated by Recommenders
19. Final Decision Approver: Job Titles Managing Director Vice President of Sales/Group Director of Sales (Sales Meetings) Vice President of Human Resources /Group Director of Human Resources (Training Meeting) Chief Financial Officer (Volume Corporate Business Contracts)
20. What Does the Final Decision Approver Want? What the meeting or corporate rate contract is intended to accomplish and the resulting RETURN ON INVESTMENT
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22. Coaches Must be Developed Inside the Organization Outside the Organization
23. Coaches Credibility (Guanxi) with the Other Persons in the Decision Process You have Credibility (Guanxi) with Them Willing to Support Only Your Proposal Helps You to Sell the Final Approver They support your proposal as the best solution to their needs and are willing to help you get the business booked