How to write a hotel sales plan

Time flies, and our work will usher in new progress. There must be a lot to plan. But what should the work plan write? The following is the hotel sales work plan compiled by Bian Xiao, hoping to help you!

Hotel sales work plan 1

In order to better improve the efficiency of the sales department of _ _ Hotel, we will arrange the work of _ _ Hotel next week. Details are as follows:

First, improve software services.

In view of the unique environment and existing conditions of the world-famous Garden Hotel, it is difficult to change the hardware service after the investment is completed, and the hotel software service should be upgraded to a higher level as far as possible. Including the improvement of the overall quality of hotel staff and the efficiency of hotel business handling. For hotels, management is the premise, management is the key and service is the pillar. Hotel is a service industry, mainly relying on receiving customers and providing customers with multi-functional services. "Customer first" is the tenet that the hotel must follow.

Second, multi-channel construction

In today's society, network and new information technology have become indispensable "partners" in people's work and life, and electronic technology has penetrated into all levels and fields of society. In the era of network information, developing network platform, transmitting sales information through the network and developing new customers will become an indispensable channel for competition among enterprises.

Therefore, in addition to the traditional hotel sales, we should also improve the application of network information and build a good online sales platform, so that more individual tourists and foreign tourists can understand the world famous gardens through the network, improve the visibility of the hotel, and thus achieve the brand effect. According to the statistics of Ctrip's online room orders for 20 years, the proportion of online sales in the total orders has been greatly improved compared with previous years, and it is gradually increasing.

Third, team building.

Establish a sales team that is familiar with business and relatively stable. Talent is the most important and precious resource of an enterprise. All sales achievements come from every member of the sales team. An excellent sales team with cohesion and cooperation spirit is the foundation of the enterprise. 20__, the sales department will take the establishment of a harmonious, lethal and competitive sales team and the training of sales personnel as its main task.

Fourth, staff training.

In view of the shortage of employees' sudden leaks in their work in the past 20 years, the department will focus on training employees, improve their professional level and personal comprehensive quality, standardize the training of new employees, improve their proficiency in various business operation processes related to the department, improve their professional level and enhance their service awareness. Salespeople should keep a work diary. They must complete the second, third and fourth steps of visiting two new customers, three old customers and four contact numbers every working day, win over group and individual customers in various ways, stabilize old customers and develop new customers, and collect customers' opinions and suggestions in time during the visit and feed them back to the department manager.

Fifth, improve the sales system

Improve the sales system and establish a clear and systematic business management method in the shortest time. Sales management has always been a long-standing problem for enterprises. The salesperson saw that the customer was in a laissez-faire state. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.

Six, the establishment of hotel communication network

One of the tasks is to establish a perfect customer file, classify and file the guests according to the key customers who sign the bill, the customers who receive the meeting and the customers with development potential, record the customer's unit, contact person's name and address, annual consumption amount and discount given to the unit in detail, and establish and maintain business contacts with important customers such as government agencies, enterprises and institutions, businessmen, celebrities and entrepreneurs. In order to consolidate old customers and develop new customers, besides regular and irregular daily sales visits to customers, we will also send our blessings to customers by telephone, messaging and other platforms at the end of the year or on major holidays and customers' birthdays. This year, we plan to hold a large-scale customer appreciation liaison meeting at an appropriate time to strengthen emotional communication with customers and listen to their opinions.

Seven, sales target

According to the sales task assigned by the hotel management, the task is divided into month, week and day according to the specific situation. Then the monthly, weekly and daily sales targets are assigned to each salesperson, and each salesperson completes the sales task in each time period, and on the basis of completing the sales task, the sales performance is improved. I think the development of the hotel next year is closely related to the comprehensive quality of the employees of the whole company, the management policy of the upper level of the hotel and team building. Improving the standard of execution, establishing an excellent sales team and having a virtuous cycle of work mode are the keys to do a good job in sales.

Eight, close cooperation and active coordination.

Work closely with other departments of the hotel, actively contact and cooperate with other departments of the hotel according to the needs of guests, give full play to the overall sales vitality of the hotel and create the best benefits.

20__, under the correct leadership of the hotel leaders, the sales department will strive to complete the annual sales task, blaze new trails, unite and work hard, and create a new image and new realm of the sales department. Cooperate with other departments to raise the turnover and popularity of the hotel to a new level.

Hotel sales work plan 2

According to the company's total sales of 654.38 billion yuan and 50,000 units in Shenzhen in a certain year and the company's channel strategy in a certain year, the following work plan is formulated:

I. Market analysis

The price war in the air-conditioning market has gradually started for several years. The low-end demand of the secondary and tertiary markets, along with the continuous improvement of urban construction and people's living standards and the arrival of the product upgrading period, has driven the sustained growth of the primary market, thus driving the expansion of the overall market capacity. In a certain year, the total domestic sales reached19.5 million units, an increase of 1 1.4% compared with 2000. It is estimated that it will reach 25-30 million sets in a certain year. According to industry data, the global market capacity is 55-60 million units. China's market capacity is about 38 million units. According to the division of regional market share capacity,

At present, Galanz's market share in Shenzhen air-conditioning market is about 2.8%, but according to industry data, it has been in the reshuffle stage in recent years, and the brand market share will be highly concentrated. According to the strength of the company and the product line of a certain year, it is entirely possible for the company to achieve the annual sales target. In 20__, there were about 400 air-conditioning brands in China. By 20__, the number dropped to about 140, with an average annual elimination rate of 32%. By 20__, under the encirclement and suppression of first-line brands such as Gree, Midea and Haier, there were less than 50 brands active in the air-conditioning market in China, and the elimination rate reached 60%. In 20__, LG was accused of dumping by the United States; Kelon encountered financial problems and its market share fell sharply. Shinco, Changhong and Oaks have also been adversely affected by enterprises and brands, and their market share has also declined. Japanese brands, such as Panasonic and Mitsubishi, were strongly influenced by Japanese entry into China in 20__, and their market share was relatively large. However, Galanz air conditioning has shown a rapid growth trend in the Guangdong market. However, the market base in Shenzhen is relatively weak, the team is still relatively young, and the brand influence needs to be consolidated and expanded. According to the above situation, the following work plan is formulated.

Second, the work plan

According to the above situation, focus on six tasks in an annual plan:

1, sales performance

According to the company's annual sales task and monthly sales task. According to the specific situation of the market. Break it down into monthly, weekly and daily. Break it down into monthly, weekly and daily sales targets of various systems and stores, and complete the sales tasks in each time period. And improve sales performance on the basis of completing the task. The main means are: improving team quality, strengthening team management, carrying out various promotional activities, and formulating reward and punishment system and incentive scheme (according to the market situation and the actual situation of each time period). This work is always concentrated in the peak season. In the peak sales season, we will carry out strong promotion activities for professional home appliance systems such as Gome and Suning, and vigorously promote large-scale terminals.

2. Agency management and relationship maintenance

Effectively manage and maintain the relationship with existing K/A customers, agents or future K/A agents, establish customer files for each K/A customer and agent, understand the pre-sales situation and strength, and spread the company's corporate culture and new products in a certain year. This work was completed at the end of August. Irregular transmission after the peak season and before the peak season. Understand the basic situation of each K/A and the agent in charge, visit regularly and communicate effectively.

3. Brand and product promotion

Brand and product promotion cooperate with and implement the company's regular brand promotion and product promotion activities from 20 to a certain year, and plan some low-cost public relations publicity activities to enhance the brand image. Such as Galanz air conditioning health, environmental protection, love my family and other public welfare activities. If possible, joint promotion with various K/A systems can not only expand the influence, but also establish a good customer relationship. Product promotion mainly includes roadshows or outdoor static exhibitions, product promotion and normal business promotion.

4. Terminal layout (in line with channel expansion of business lines)

According to the company's sales target in 2006, the popularity of channel outlets will be greatly improved. According to this situation, actively cooperate with the work of business departments at any time and place, and actively cooperate with the image construction of shops in shops, parks in gardens and cabinets in shops (according to the requirements of six atmospheres for the layout of company booths). Actively arrange positions for promotion, sample tracking and product display. This work is carried out according to the needs of the company's business department. The layout standard is strictly in accordance with the company's unified standards. (Special circumstances will be adjusted in time)

5. Planning and implementation of promotional activities

The planning and implementation of promotion activities are mainly carried out in the peak season from April to August in a certain year. One is to strictly implement the company's promotional activities, and the other is to flexibly plan some promotional activities according to the market situation at that time and the promotional activities of competitors. The theme idea avoids its advantages, attacks its disadvantages, and focuses on planning and implementation according to the company's product advantages and resource advantages.

Hotel sales work plan 3

Hotel industry is a highly dependent industry, and its products are non-storable and non-movable. In other words, hotels need to sell their own products as much as possible to ensure normal operation and improve profits.

In 20__, the average room price of 65 five-star hotels in Beijing was higher than that of 700 yuan, and that of four-star hotels (127) was 446. The average room rates of 95 yuan/night, 98 1 three-star hotels are higher than those of 300 yuan/night, and the average room rates of 255 chain economy hotels are higher than those of 200 yuan/night. Faced with such a market environment, it is impossible to satisfy all types of guests by choosing a suitable target market. We should choose a group of guests who can serve them effectively and bring value to the hotel. It often costs five yuan more to attract a new customer than to keep an old one. The key to keep customers from losing is customer satisfaction. Strengthen coordination, create a good marketing atmosphere, make employees happy-satisfy customers-increase profits.

L Fully communicate with each department of the hotel to meet the needs of guests and solve problems as much as possible.

2 formal training, encourage employees to use the correct service mode, boldly and effectively authorize, and control the service error rate through comprehensive inspection. Make extensive contact with guests, listen to their opinions, convey their needs in time, respond quickly, and strive to satisfy them.

3. All-staff hotel is an enterprise with high contact between customers and employees, and the quality of service to customers depends largely on the service performance of employees. The real product difference in the hotel industry comes from the individuals who provide services. Every employee carries out marketing activities in the process of unconscious service and plays the role of marketer.

We should make corresponding adjustments to the hotel's tourist source structure and make flexible changes in its distribution. The following is a description of the adjustment ratio of our store according to its own situation and the characteristics of each market:

As shown in the figure:

First, the company agreed to integrate.

Under the existing number of 182 rooms, the proportion should be controlled at about 50%, and the proportion of individual guests should be 4%. If it can be higher, of course, it is best, and the number of rooms in the team can be reduced accordingly. The individual business of the agreement company is the most important part of hotel tourists. Affected by domestic demand, individual businesses in China have greatly increased compared with previous years. We should seize this opportunity to increase the sales of individual businesses and expand the market of individual businesses. When expanding the personal market, you can choose the following ways:

1. According to the targeted sales strategies formulated by the surrounding ministries, all provinces and cities have obtained sufficient funds under the domestic environment of stimulating domestic demand. In many places, civil engineering, energy, metallurgy and other projects are under way or under review. Hotels can be developed according to the surrounding characteristics of the design approval departments such as the National Development and Reform Commission, the Ministry of Construction, and the Second Nuclear Hospital, or contact Beijing Office as much as possible. There are also a large number of scientific research institutions and universities around the hotel.

2. As the hotel is not far from Beijing Exhibition Hall, contact the organizer in advance to take the opportunity to develop foreign tourists.

3. Deeply develop the original agreement of individual, which is the basis of hotel operation, and should be classified in detail and managed scientifically in daily work. It is necessary to subdivide this part of tourists into multiple stages for in-depth development. According to the occupancy situation, it is divided into high, medium and low grades. Through the careful maintenance of sales staff, we can achieve the goal of steady growth. This kind of guests hope that the hotel will provide some special preferential or incentive policies and reward them regularly, thus constantly stimulating them to become the most loyal customers. For example, according to the number of overnight stays in the hotel in the same year, the hotel group's chain nature is used to provide guests with overnight stays in local or off-site chain stores to encourage maintenance.

Second, the individual customers in the reservation center.

Under the current economic background, it is very important to control the number of individual guests in the reservation center at around 25% under the existing number of rooms. The individual guests in the reservation center are mainly from other places. Because the hotel can't spare a lot of material and financial resources to explore foreign markets, it has to rely on the reservation center for external publicity. Since there are more star-rated hotels than reservation centers, everyone's commission ratio is similar, which requires hotels to formulate preferential policies different from other hotels and improve cooperation with other hotels.

Through the promotion of the reservation center, the frequent guests of the reservation center in the hotel are counted, so as to turn these guests into their own business individuals.

For example, the hotel gives welcome bowls and welcome drinks.

Third, the conference market.

The conference market is controlled at around 12% according to the hotel room volume. There are several conference market segments, which are generally divided into three categories: large-scale conferences, community conferences and corporate conferences. Due to the limitation of the hotel's own conference facilities, we focus on the following:

1, the board meeting, a community usually opens three or four times a year, all of which are carefully planned and arranged. The per capita expenditure is higher than other club meetings, and the number of people is about 15.

2. Committee meetings. The association operates through committees, which need to meet several times a year, with about 15 people.

3. In management meetings, managers of enterprises often go to a quiet environment, away from telephone calls and other trivial matters, so as to discuss some important things with peace of mind. According to the company's scale and management level, choose the conference reception suitable for the hotel, generally around 20 people.

4, technical meetings, experts need to often discuss things of common concern, this kind of meeting is not as complicated and detailed as other enterprise meetings.

I learned about this year's exhibition from Beijing Association for Science and Technology and the national planning department in 5.20 years.

Fourth, the travel agency market

The travel agency market is divided into individual travel agencies and travel teams. Travel agencies have a small number of individual customers and low loyalty. Therefore, the market is dominated by teams, and consumption is controlled at around 7%. With the increasing number of individual guests, the number of rooms used by the team is gradually decreasing, because the profit of the team is the lowest for the hotel, which can only supplement the occupancy rate of the hotel.

In cooperation with travel agencies, we give up cooperation with small clubs and cooperate with big clubs such as China, China and Qingdao. The reason is that small clubs have the risk of running accounts and the team flow is unstable. Often when the occupancy rate is low, there is no group, and when the occupancy rate is high, the room is robbed, which easily leads to the damage of the hotel's interests. Cooperation with big clubs can effectively avoid the above risks, establish a long-term series of group cooperation relationships, effectively ensure the use of rooms, and also have certain guarantees for check-out. So focus on developing the team market of big clubs.

Verb (abbreviation for verb) long compartment

The proportion of long private rooms in the normal operation of the hotel is very small, usually around 3%, but its room rate income is the most stable. The hotel starts with some high-tech companies in and around the Fifth Hospital. Most of these companies invite domestic and foreign experts to participate in long-term scientific and technological projects and stay in Beijing for a long time. These companies are the key visitors.

The above five points are the adjustment of the tourist distribution of Shenzhou International Hotel in 20__ _, and it is planned to realize the adjustment of business indicators in 20__ _.

Hotel sales work plan 4

In order to better improve the hotel efficiency index, business index, service index and other indicators, my work plan for the coming year is as follows:

I. Publicity and promotion

1. With the constant updating, innovation and promotion of the hotel's indicators, we will always update new promotion information and new promotion contents, so that every customer can keep abreast of the innovation and improvement information of the hotel, so that customers will always feel that the hotel has something worth exploring and enhance their consumption potential.

2. Expand the publicity and promotion of the hotel as a whole within the scope of the hotel's special physique; We will continue to use various marketing methods such as network information industry, telephone communication industry, channel customer resources, enterprise and company resources. And pass the information of hotel products to every promotion platform and every enterprise company, and strive to let every customer know the details of Qingdao Shenjianlou Hotel.

3. Tourism market promotion; In the coming year, we will choose a tourism company suitable for our hotel to cooperate, and send the detailed product information and new quotation system of the hotel to a large number of tourism companies all over the country, so as to improve the share and popularity of the hotel in the tourism market and increase the occupancy rate of the hotel.

Second, development focuses on the market.

Due to the special circumstances and limitations of the hotel, we will focus on the development model of the sales market; Take the travel company as the bottom resource customer of the hotel; Focus on developing conference market, wedding banquet market, individual market, network customer resources and various catering markets, control the hotel-related customer structure, make customer resources high-end, commercialized and stable, and establish long-term fixed customer consumption groups.

Third, strengthen sales and guide consumption.

Guiding consumers to spend is the result of competition. Improving consumers' spending power and guiding them into the store are the core and basic knowledge for hotels to guide consumers' consumption.

1. Guide consumers to shop through publicity.

2. Strengthen consumer consumption by strengthening services.

3. Enhance consumer consumption through consumer perception.

Fourth, establish a mature marketing team.

A qualified marketing personnel, comprehensive strength, high quality, high standards and high efficiency!

1. Establish a complete sales management system and sales workflow.

2. Improve the professional knowledge, business skills, personal accomplishment, self-discipline awareness and professional ethics of marketers.

3. Exercise every marketer's spirit of taking responsibility, not shirking responsibility, going forward bravely and being willing to contribute, and a good working mentality of not haggling over every ounce and intrigue.

4. Improve the comprehensive image of every marketer and strictly abide by the hotel rules and regulations; Diligent in thinking and good at communication.

5. Marketers should be strict with gfd, be polite, use polite language and treat customers politely.

6. Every marketer must be familiar with the knowledge of hotel products, surrounding environment and resources enjoyed by the hotel, answer all questions raised by customers and skillfully answer every question about hotel business raised by customers.

7. Strengthen the assessment system and training of marketing personnel; Improve the work style of marketers.

8. Don't recognize those who are perfunctory, those who are irresponsible, muddle along, have an incorrect style of work, violate principles, have no moral bottom line, harm others and benefit themselves, and make much ado about nothing.

9. Exercise the positive and optimistic working mentality of marketing personnel. Implement the correct and scientific marketing concept.

Fifth, improve the marketing concept

Market-oriented, establishing market concept requires marketers to understand the market, face the market and develop the market. Understanding the market means understanding the management level and service level of the same industry in Qingdao, the situation of competitors and the market demand. Facing the market is to pay close attention to the development and changes of the market, and strive to make the sales of hotel products meet the market demand as much as possible in order to obtain the greatest economic benefits. To open up the market, we should strive to open up new levels and fields of market demand and guide consumption.

Sixth, improve vigilance against market competition.

Competition among service industries is inevitable. As the competition among service industries, hotels are essentially the competition of service quality, product quality, skill level, information level, management level and talents. The competition of peer hotels leads to the difference in market share and other aspects, thus producing different economic benefits.

Seven. Benefit maximization

As a profit-making enterprise, hotels must attach importance to economic benefits in management. Hotel marketers must base themselves on the economic benefits of the hotel and compare the economic benefits with the operating costs when formulating and implementing hotel sales targets. Only scientific and correct sales objectives and methods are feasible. However, the significance of benefits is not only economic benefits. Hotel marketing managers should not only consider the economic benefits of the hotel, but also consider the social benefits of the hotel to meet the growing material and cultural needs of consumers.

Eight, the legal and effective use of the network information industry.

Today's era is the information age; Hotel marketing managers are required to have the concept of information, attach importance to the role of information, and constantly improve their ability to obtain, process and use information. The value of products provided by hotels not only increases with the increase of labor force, but also increases with the increase of information. Reliable and timely information can bring greater profits to the hotel; Distorted and outdated information will bring great losses to hotels.

Nine. Objectives and tasks

Under the correct leadership of the superior leaders, all the staff in the marketing department went all out to accomplish this year's objectives and tasks. The total index of the marketing department in 2000 is 2 million yuan, and the base index is 654.38+200,000 yuan.

The department plans to complete the above indicators in three quarters: off-season, flat season and peak season; Then it is subdivided into monthly plans in proportion to achieve a correct and scientific distribution ratio.

Hotel sales work plan 5

First, strive to make the personal occupancy rate to a higher level.

In 20__, one of the main tasks of the marketing department will be to improve the occupancy rate of individual customers. We have advantages that most hotels don't have, that is, good location advantage and convenient traffic conditions. We will use all possible tools (Internet, newspapers, magazines and SMS applications) to increase hotel publicity. Strive to substantially increase the individual occupancy rate throughout the year.

Second, strengthen contact with major travel agencies.

In 20__ _, the marketing department plans to visit several major tourist cities in the province during the weekend break before the Golden Week, and establish long-term cooperative relations with major travel agencies in a certain city, so that these travel agencies will arrange their teams in our hotel intentionally to ensure the income of hotel rooms.

Third, strengthen the application of theme, price and channel marketing strategy.

In 20__ _, the marketing department will make corresponding marketing plans according to different festivals and seasons, and comprehensively use the strategies of price, products and channels to sell hotel rooms, chess and cards and restaurants. Only by keeping the hotel in an active position in the competition can we attract customers to the maximum extent, thus ensuring the completion of the hotel's business objectives.

Fourth, strengthen communication and cooperation between departments.

Establishing a good communication mechanism is the guarantee for effectively implementing the marketing plan and serving customers perfectly. Therefore, the marketing department will, as always, actively communicate and cooperate with various departments. Face customers as a whole, give full play to the overall marketing vitality of the hotel and create benefits.

Verb (verb's abbreviation) has a clear goal.

1, conference plan income 1.3 million, ideal target completion 1.5 million.

2. The total income of the conference team and the travel team will strive to reach 450,000.

3. The catering income brought by the marketing department exceeds 400,000.

In the new year, we will continue to explore and learn. We hope to have another busy and fulfilling year, but when we come back to sum up next year, I hope there are no regrets. We don't expect perfection, but we hope that in the new year, all the work of the hotel marketing department can perform well, make breakthroughs and make innovations. I always believe that heaven rewards diligence, and there will be fruitful results waiting for you if you pay!