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Subject: Sales Meeting

(2008-11-06 14:35:28)
标签:

音乐

and

to

of

report

杂谈

分类: 知识分享

Subject: Sales Meeting

主题: 销售会议  Ref: 参考号:S&M-025

Prepared by: Director of Sales and Marketing

起草:市场销售总监    Date:  August 28,2007

日期:2007- 8 – 28

Approved by: General Manager

批准:总经理       Date:  August 28,2007

日期:2007- 8 – 28

 

OBJECTIVE    目的

     to improve the communication within the hotel

加强酒店内部交流。

     to serve as a channel for providing feedback to the relevant department heads from

sales team on customer’s comments

作为向相关部门反映顾客意见的平台。

     to review past week’s sales activities and performance

to discuss sales strategies to counter any competitor’s move

回顾过去一周的销售活动和业绩、讨论销售策略和竞争对手的动向。

1.  An agenda should be compiled and distributed to all participants of the sales meeting.

   销售会议的日程安排制定后分发到所有与会者。

2.  The secretary of DOM should minute each sales meeting.

销售部秘书负责做会议纪要。

3.    The minutes should be distributed to all participants within 4 working days after the meeting.

会议纪要必须在会议结束后四个工作日内分发到所有与会人员。

4.    The minutes are to contain an “action column” which states that have to act as well as by whom and when. Action items not completed within the set time frame will be re-entered in the action column together with a reason for delay.

会议纪要中包括“行动计划”栏,体现采取行动的时间和负责人。如果指定的负责人员在指定的时间内没有完成计划,“行动计划”栏中要注明延误原因。

PROCEDURES    流程

1.   To review the activities and achievements of the sales team in the period since the

      last meeting. Each sales person should report on the business obtained , business lost

      (with reasons), and potential business.

     回顾销售团队自上次会议后的活动和成就。所有销售人员都要汇报新业务的开拓情况、业务丢失的原因(如有),以及市场业务的开拓潜力。

2.   To discuss forthcoming sales and promotional activities, to report on any changes

     made to procedures or concepts and to circulate new ideas.

     讨论即将开展的促销活动,通报销售流程和理念的变更情况。

3.    Reports should be made by :

     需要提交的报告有:

     Director of Marketing on the sales trips undertaken, special discounts etc.

市场总监-采取的销售策略、特殊折扣情况等。

     F&B Manager on special food promotions, menu changes etc.

餐饮总监-促销菜品、菜单的变更。

     Communications Manager on press releases, press coverage, promotion ideas etc.

公关经理-酒店印刷品的发布、印刷品的涵盖、促销创意。

4.    To review the sales and promotional activities of competitors.

讨论竞争对手的销售和促销策略。

5.    To provide feedback on customer comments

反映顾客意见。

6.    To provide an overview of the market.

市场展望。

7.    To compare actual performance against targeted sales performance, and where necessary, to propose action plans to overcome deficiencies in actual performance.

对比现行销售业绩和目标销售业绩,提出改进措施以赶超销售目标。

8.    To inform all participants about new promotional support materials (such as flyers, advertisements, posters, brochures etc.)

告知所有与会者促销活动中所需要的材料(宣传页、广告、海报,宣传册)。

Hotel daily sales meeting:

酒店日常销售会议如下:

 

Weekly sales briefing

酒店每周一次销售会议,每日例会的目的是回顾以下几点;

    daily sales forecast and revenue日销售情况和业绩

    forecast and market signal生意预测和市场趋势

    competitors information竞争报告,市场销售活动

    sales review and action plan销售回顾和计划;

    coordination with other departments销售部同其它部门的交流与合作

    market stralegy and planing长期市场计划及策略与长短期销售目标

   

参加会议人员:DOSM\DOS\SM

市场销售总监、销售总监、销售经理、公关人员

 

MORNING BRIEFING晨会

Sales & Marketing held daily morning briefing after all sales report duty. All action and sales plan would be briefed in briefing. And discus special events or groups.  

市场销售部通常开每日例会,时间在早上销售人员上班后,销售人员将汇报每日的日常安排和主要销售活动,特殊公布和非常事件将在会上讨论。

Usally before 30days and 10 danys of group arrival, a coordinate meeting would be held to check and confirm the reservation and reception plan, all group coordinator and reservation agent should be make sure the details.

    通常在团队抵达30、10天前,组织一个团队会议,以便检查或再次确认此团队的预订情况,团队协调、预定负责人和其他与该团有关人员再次确定有关预定后的具体细节。

 

Communication channels沟通的交通工具

1、sales & marketing report市场销售报告

Director of Sales & Marketing should report daily to Hotel Manager for the below:

市场销售总监每日向总经理呈交日报,以下为报告中讨论的问题

(1)   sales statistical with ADR\OCC\SALES PAR

回顾和分析房间销售情况:平均房价和占有率,销售综合分析

(2) DAILY UPDATES每日的更新

(3) MONTHLY BUSINESS AND NEWS UPDATED当月主要的生意和新生意

(4) MARKETING INFORMATION市场信息

(5) SALES PROMOTION PLAN市场销售活动

(6) EXHIBITION AND CONFERENCE REVIEW展览和会议销售

 

2、INSPECTION REPORT访问参观报告

Sales Manager should review the weekly report regarding:  

销售经理对来酒店参观访问做小结,通常每星期一做

   (1) FAMILIARIZATION TRIP访问参观团

   (2) BUSINESS CORPORATE订房单位

   (3) ORGANIZOR该团组织者

   (4) INSPECTION OBJECT访问参观团的意图

   (5) IN/OUT DATE AND PAX入、离店时间,人数

   (6) GIFT AND ARRANGEMENT安排、礼物及特殊注意事项

 

 

 

 

 

 

 

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