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2009  最新教你做销售  SALES AND MARKETING

(2009-01-01 22:56:03)
标签:

杂谈

SALES AND MARKETING

DEPARTMENT

                                          市场销售部

 JOB DESCRIPTIONS

          工作描述

JOB DESCRIPTION工作描述

Position Title:     DIRCTOR OF SALES

职务:          销售总监

Department:         Sales & Marketing

部门:              市场销售部

Report to:          General Manager

报告对象:          总经理

Supervises:         Sales Manager& Secretary

督导对象:          销售经理和销售助理

PURPOSE:目的

Plans, formulates, implements and manages the sales and marketing of the property   conjunction with International’s marketing policy. Ensures that all sales and marketing efforts provide optimum profit returns. Administers the operations of the Sales department.

根据国际市场政策,计划、规划、实施和管理市场销售部。确保销售和市场的部门努力获得最佳成效.负责销售部门的管理及运营。

 

DUTIES AND RESPONSIBILITIES:

责任和职责:

A.     Personnel

个人

1.Develop and implement an organization chart for the department of sales and marketing.

完成、实施市场销售部的组织结构。

2.Set job descriptions and job standards of performance for all sales department personnel.

 建立销售部门个人岗位分工及个人考核标准。

3.Hire, train and manage all sales and marketing staff and conduct performance evaluations and salary reviews as determined within the marketing budget.

招聘、培训和管理销售市场部全体员工;评估个人表现;根据市场行情,复核员工薪资。

4.Implement action plans related to specific market areas as outlined in the marketing plan.

如市场计划所述,在特定的市场领域、实施相应的行动计划。

5.Attends key travel functions (travel shows and promotional events) as may be directed by the General Manager.

参加被总经理委派的重要旅游活动(旅交会和推广活动)。

6.Strives to increase the property’s share of each market through personal contact.

  通过个人资源,全力拓展所有市场。

7.Supervise the activities of the marketing division to generate sales.

    督导市场销售部的各项活动,提升销售业绩。

8.Plans sales calls and trips to key markets with sales personnel and reports to the General Manager on sales opportunities and recommended follow-up activities.

对于重要的市场,与销售人员一起、安排相应的拜访及旅行,适时向总经理反馈并跟进。

9.Provide feedback to the General Manager on changing market conditions and trends, and competitors’ current of future actions.

对于目前的市场变化和发展趋势,及竞争对手对此采取的措施,及时向总经理反馈。

10.Manages constantly evaluates sales accounts according to the frequency of sales calls made and amount of business generated.

根据所作的销售拜访频率和产生的销售业绩,持续地管理和评估客户。

11.Support familiarization/site inspection trips of property.

    对酒店的熟悉/实地考察行程提供支持。

12.Give response within 48 hours to inquiries.

    对相关的咨询48小时内给与回应。

13.Ensures sales calls, telephone solicitation, and direct mail programs are conducted.

确保销售电话拜访、电话邀约、直销项目顺利进行。

 

B.Financial

财务

1.Prepare, administer, and implement the annual marketing department budget in conjunction with the General Manager.

与总经理一起,评估、制定、安排市场销售部年度预算。

2.Develop the sales tools that are necessary to implement the marketing budget.

根据年度市场预算,完成必要的销售手段。

 

C.Coordination

协调

1.Works with the General Manager to coordinate functions that generate business with maximum profit potential. Obtain information on costs versus profit margins to be used in negotiating Food & Beverage menus with meeting and incentive planners and organizers.

与总经理一起协调,最大化激发业务潜能。获得被用于激励策划者、组织者洽谈时的餐饮与会谈成本信息及利润信息。

2.Maintains a close, cooperative relationship with all Department Heads, but particularly with room division, engineering etc.

与各个部门领导保持密切合作的关系,特别是房务部、工程部等。

D.Controls

控制  

Ensure maximum effective use of all resources available, and for promotion and sales. Develop a shared use of cost-effectiveness within the department.

   确保最大化、最有效地使用所有酒店资源,为促销和销售服务。在部门内部,共同合理地有效使用销售经费。

E.General

总体

1.Make employees aware of the hotels fire plan.

    确保员工了解酒店的防火计划。

2.Be aware of the company’s health and safety policies.

    关注酒店的卫生及安全措施。

F.Limit of Authority

权限

1.Acts within the policies of the hotel (with complete authority), delegates responsibilities within the marketing department of the hotel.

在酒店的规章制度范围(绝对权威)内开展行动。行使酒店市场销售部的职责。

2.Disciplines marketing department staff as required, and if necessary. Recommends to the General Manager that employment should be terminated.

如果必要,对市场销售部的相关员工进行培训。如雇佣员工可以向总经理推荐。

3.With the approval of the General Manager, hires or terminates the employment of subordinates.

经总经理授权,雇佣或辞退下属。

JOB DESCRIPTION工作描述

Position Title:     SALES MANAGER

职务:        销售经理

Department:         Sales & Marketing

部门:              市场销售部

Report to:          Sales Director

报告对象:          销售总监

 

PURPOSE:目的

Responsible for the effective daily operation of the Sales and Marketing Department。Maintains

the highest standard of service and ensures management policies and procedures are implemented.

负责市场销售部的日常有效运营。保持服务的最高水准,确保管理条列和程序得到贯彻落实。

DUTIES AND RESPONSIBILITIES:

责任和职责:

1.Solicits business for the hotel, meets budget, and achieves room-night and revenue objectives.

开展酒店业务,符合公司预算,完成客房销售任务和营收目标。

2.Maximizes profits opportunities, analyzes all sources of business and develop those with the highest potential for profitability.

抓住获得利益最大化的所有机会。分析所有业务开展渠道并尽最大潜能发挥最大利益。

3.Works with other personnel to ensure a smooth operation, and that every staff member carries out their duties accordingly.

与其他同事一起确保平稳运营,确保所有员工各司其职,各尽其责。

4.Reports to the Director of Sales any comments received from guests or the general public that will improve the property and products.

向总监报告来自客户的、或者是来自公众的对酒店改进有帮助的意见。

5.Conduct market surveys and gather marketing intelligence on competitors to pass on to DOS so that he/she is well informed of market developments.

进行市场调查,汇聚来自竞争者向外界发布的信息传送给销售总监。以使能及时了解市场的发展。

6.Participate in trade shows and sales promotions assigned by the DOS.    

参与被销售总监委派的商业展会和促销活动。

7.Travel to source markets to solicit business and establish or maintain relationships with key customer accounts.

出差到目标市场开展商务活动,与关键客户建立或维持良好关系。

8.Maintain positive relationships with travel agents, commercial accounts, and other sources of business for the hotel.

为了酒店发展,与旅行社、商务客户和其它商业领域的客户保持积极的关系

9.Coordinate functions in the hotel that relate to sales, incentives, etc.

协调酒店内部与销售、激励等相关的事务。

10.Communicate daily with Front Office and Food & Beverage departments to ensure that customers are receiving the highest level of service possible.

与前厅部和餐饮部做日常沟通以确保顾客受到最高水准接待。

11.Participate in social activities, clubs and organizations that promote the interests of the hotel and improve the skill of hotel personnel.

参与各项社会活动、俱乐部和相关部门组织的活动,以提高酒店服务技能和利润,。

12.Attend meetings of management of operations staff as required.

如被要求,参加运营管理会议。

13.Be responsible for all promotions and advertisement of the hotel.

负责酒店所有的促销和广告业务等事宜。

14.Negotiates with travel agents, tour operators, and other customers as designated by the Director of Sales.

与旅行社、订房中心及其它被总监指定的客户洽谈。

15.Determine “VIP Guest” or “Special Treatment” services for the hotel.

安排酒店VIP客人和特殊待遇客人的服务。

16.Perform any other duties by management.

履行被管理层安排的其它责任。

17.Represent management when required.

如被要求,代表管理层行使职责。

JOB DESCRIPTION 工作描述

Position Title:     ASSISTANT SALES MANAGER

职务:         销售副经理

Department:         Sales & Marketing

部门:              市场销售部

Report to:          Director of Sales & Sales Manager

报告对象:          销售总监、销售经理

PURPOSE:目的

Manage the affairs of in-house groups, take responsibility in sales work on group, manage contract on tourist groups, and give service to groups with coordination from each department.

管理部门对内事务,对销售的团队客户付责任、管理旅行团,协调各个部门为其提供服务。

DUTIES AND RESPONSIBILITIES:

职责和责任:

1.Guide subordinate salesman to develop market, work out direction of sales.

    引导下属的销售人员开拓市场,制定销售方向。

2.Do well in organizational work such as entertaining groups and giving service to them, assure good –quality service to each guest in groups.

对团队很好地开展组织工作,给他们提供优质的服务,并确保团队中的每一人都得到很好的服务。

3.Guide subordinates to make correct room reservation and F&B reservation for groups.

    指导属下为团队做正确的客房预定和餐饮预定。

4.Take contact with overseas sales agencies & tourist agents, and further develop overseas market.

与海外的旅行社和预定中心保持联络,深入发展海外市场。

5.Assure the nett number of room reservation according to market information in order to accomplish concerned budget required by the hotel.

完成酒店要求的预定目标,确保预定房间数目准确。。

6.Collect and arrange information feedback from groups, keep touch with tourist groups in order to provide materials for analyzing market correctly.

收集和安排来自团队的信息反馈。为了确保市场信息材料的准确,随时与旅行团保持联络。

7.Be responsible for controlling rooms for groups and assure the use rate of rooms for them in order to offer accurate reservation room number for strategic organization.

负责控制团队房量。由于整体需要,应告知对方提供精确的房间数方可操作。

8.Take responsibility in supervising, guiding liaison man to finish setting up and saving files for group reservation.

负责监督、指导团队协调员完成建立和保存团队预定档案。  

9.Keep good working relation with each travel agency in the country, find out potential needs of guests in time and be responsible for reservation and service work for tourist random guests.

与本国每家旅行社均保持良好的工作关系,及时找出客户的潜在需求,负责预定工作,为每一位的旅行的客人提供优质的服务。

JOB DESCRIPTION  工作描述

Position Title:     SALES EXECUTIVE

职务:         销售主任

Department:         Sales & Marketing

部门:              市场销售部

Report to:          Director of Sales & Sales Manager

报告对象:          销售总监、销售经理

PURPOSE:目的

Be responsible for keeping contact with clients, exploring potential clients, enlarging scope of enterprise market, and giving service to clients.

负责与客户保持联络,开发潜在客户,加大市场份额,给客人提供优质的服务。

DUTIES AND RESPONSIBILITIES:

责任和职责:

1.Analyze reports and summarize materials in line with market requirements in order to make assure of potential customs and their needs. Visit clients and hand in visiting reports.

了解分析潜在客户和他们的需求,拜访客户和收集销售拜访报告。

2.Be responsible for sales work of service program for group, random guests or holding banquets, meetings, and participate in all kinds of service activities.

负责团队项目的服务工作、约见客户、组织宴会、会议,参与说有的服务活动。

3.Have negotiation with clients according to hotel’s price strategy, try to reach agreements and sign contracts in the end.

根据酒店的价格策略,与客户议价,最终达成协议并签署合同。

4.Do good job in coordinating with other departments in the hotel, make assure of the service to important clients.

与酒店其他部门作好协调工作,确保重要客人得到高品质的服务。

5.Hand in work report on regular.

撰写日常工作报告。

6.Be responsible for collecting and arranging sales information under guidance.

在指导下,负责收集和和安排销售信息。

7.Take part in concerned activities organized by hotel industry or clients, keep good contact with clients.

参加酒店行业或客户组织的相关活动,与客户保持良好关系。

8.Participate in professional training program.

参与专业的培训项目。

JOB DESCRIPTION 工作描述

Position Title:     SALES SECRETARY

职务:         销售助理

Department:         Sales & Marketing

部门:              销售市场部

Report to:          Director of Sales

报告对象:          销售总监

 

PURPOSE:目的

Reports to the Director of Sales and Marketing, and is responsible for the efficient daily operation of the department while assisting all Sales personnel with their efforts to achieve budgetary objectives and occupancies.

向销售总监报告,负责部门的有效日常运营,同时协助所有的销售人员完成他们的预期目标和入住目标。

 

DUTIES AND RESPONSIBILITIES:

责任和职责:

All secretarial functions within the sales & marketing department, including:

所有市场销售部门的销售助理功能,包括:

a.Reception of its visitors to the sales office.

销售部的所有访客的前台接待工作。

b.Processing all incoming telephone calls in accordance with established procedures, while maintaining professionalism and telephone courtesy.

根据既定的程序,过滤所有打进的电话,所有同时保持专业和礼貌。

c.All incoming and outgoing correspondence.

所有来回信件。

d.Booking, Confirmation, ticketing , and proper distribution of material to departments and local marketing representative firms.

预定、确认、票务。恰当地把资料分解到各部门和当地具有市场份额代表性的公司。

e.Maintain inventories of necessary forms, stationary, and office supplies.

保存必要的库存表格,文具,办公用品。

f.Maintain all sale office files.

保持所有的销售办公档案。

g.Prepare regular and special reports as directed by the Sales Manager and Director of Sales.

准备销售总监指定的、日常的和特别的报告。

h.Ensure that the sales office premise are well with respect to comfort and safety.

确保销售办公环境的舒适和安全。

2.Assist with the sale efforts of the department, including:

协助部门销售支持。包括:

a. Reception of business prospects that call at the sales office. In the absence of other sales personnel, provide explanations of hotel accommodations and service, and secure information on the requirement of the prospect.

接待销售部的约定客户。在其他销售人员离开时,提供酒店的住宿及服务的介绍,在长期合作的申请下提供相关信息。

b. Conduct property tours in the absence, or at the request, of the Director of Sales or Sales Manager.

应销售总监或销售经理的要求,外出拜访,或出差。

c. Contact key travel representatives by telephone, fax, e-mail, or in-person as directed by the Sales Manager.

销售经理指定,或单独通过电话、传真、EMAIL的方式,与关键的客户代表联系。

d. Handle all inside sales and customer requests to effect interdepartmental efficiency.

处理内部销售和顾客的需求,使内部工作更有效率。

3. Development of new business that are be assigned by:

     发展被委派的新的业务,通过:

a.Maintaining current thorough information on the hotel’s facilities and services.

保持酒店设施和服务的最详尽的信息。

b.Attend regular Sales & Marketing meetings.

参加日常的市场销售部会议。

c.Complete any special projects requested by Director of Sales or Sales Manager.

被销售总监要求完成特别的工作安排。

JOB DESCRIPTION 工作描述

Position Title:     PR MANAGER

职务:         公关部经理

Department:         Sales & Marketing

部门:              市场销售部

Report to:         Director of Sales

报告对象:          销售总监

DUTIES AND RESPONSIBILITIES:

责任和职责:

1.Strengthen coordination and contact with news medium at home and abroad and some companies entertaining overseas guests. Catch every opportunity to publicize the image and characteristics of the hotel in order to improve the sale of commodities in the hotel and comprehensive interests of the hotel.

加强与本地、国外新闻煤体和一些海外客人的公司的协调和联络。为了提高酒店产品和酒店综合利润,抓住每一次对外宣传酒店整体形象和特色的机会。

2.Work hard to entertain important distinguished guests.

为邀请重要及杰出的客人做努力。

3. Be responsible for editing “Guest Guideline”, “Hotel Introduction” and making  arrangements on producing materials to publicize the hotel, such as videotapes, cassette tapes, slides and etc.

负责编辑“宾客指南”、“酒店简介”。准备面向公众的资料,录影带、盒带、幻灯片等。

4.Entertain the guests coming for visiting the hotel, give the hotel introduction to them while showing them around the hotel.

邀请客人来酒店参观,给他们传递酒店介绍,参观所有的设备设施。

5.Master the information of room sales in the hotel; know the information of guest resource. Strengthen the close relationship with each department entertaining guests in the hotel, do well in all kinds of entertainment work in line with plans

掌握酒店客房的价格,了解客源。邀请客人来酒店时,与各部门加强紧密的联络。开展各种各样的工作联谊活动。

6.Take active in visiting concerned foreign trade companies, scientific research companies and some travel agencies; ask them for suggestion to improve entertainment work. Strengthen contact with them to gain the resource of guests.

积极拜访受到关注的外国贸易公司、研发公司和旅行社;询问他们对于接待工作的改进意见。与具有较多客流量的他们加强联络。

7.Take active in visiting long-stay guests, important guests and long-relation clients, reflect their ideas to managers of all the departments in the hotel and also to the general manager in time.

积极拜访长住客,重要客人和老客户,及时反馈他们的想法给酒店所有部门的经理及总经理。

JOB DESCRIPTION 工作描述

Position Title:     ARTIST

职务:         美工

Department:         Sales & Marketing

部门:              销售市场部

Report to:          PR Manager

报告对象:          公关部经理

 


DUTIES AND RESPONSIBILITIES:

责任和职责:

1.Design and manufacture articles in line with the needs of the hotel’s running activities.

设计和撰写与酒店各种活动相关联的文章。

2.Establish managing system in artist office and work out process of designing, manufacturing articles.

在美工办公室建立管理系统,进行设计,撰写文章。

3.Design and manufacture all kinds of articles for publicizing the hotel, such as billboards, posters, horizontal scrolls, advertisements on newspapers and magazines, make assure of the quality of articles in order to safeguard the style and fame of the hotel.

设计和制作各种面向公众的各种文章。如宣传册、海报、横幅,报纸和杂志广告,确保所有文章的品质与酒店以往的风格和声誉一致。

4.Assist F&B Dept. to finish art work.

协助餐饮部门完成艺术氛围的布置。

5.Master concerned information at home and abroad, do well in collecting, arranging, analyzing and saving art files in order to make assure of rationality and creativity of designing articles.

掌握本地及国外备受关注的信息。为确保文章设计的理性和创意,很好地收集、筹备、分析和保存艺术档案。

6.Take care and save all kinds of art tools, pigment, materials and keep working place in order and cleanliness.

关注和保存所有艺术工具、颜料、材料;确保工作地点的整洁。

 

 

 

 

 

 

 

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