It involves the thingst h a t t h e p r o p e r t y w i l l d o t o s e l e c t a t a r g e t m a r k e t

a n d s t i m u l a t e o r a l t e r t h a t m a r k e t demand for the property services. It consist with

research, action , strategies advertising, publicity, & sales and promotion

The action of selling something

Managements Role in Marketing & Sales

Role of Director Marketing- R e s p o n s i b l e f o r c a r r y i n g o u t a
marketing plan through out the year -Conducting sales
promotion plan with the help of Director sales-
Res pons ible for identifying new segmentation of
the marke t-Responsible for identifying new opportunities -
Re s p o n s i b l e f o r re d i re c t i n g &
m o d i fy i n g s t r a t e g i e s t h a t a re n o t w o r k i n g w e l l -
O t h e r m a n a g e r i a l f u n c t i o n Role of Director Sales- Responsible
for applying marketing strategies and directing the
sales staf - Responsible for putting up sales plan through
out the year - Responsible for Guiding the sales team accordingly- Responsible for i
dentifying new opportunities

Creating a successful forecast demand ensures that

you have enough inventory for the upcoming sales
period. A demand forecast looks at sales data from
the past to determine the consumer demand in the
future. With an accurate demand forecast, you will
have operations that are more efficient, better
customer service, and a reduced lead time on
manufacturing products. An accurate demand
forecast will help you avoid high cost operations,
poor customer service, and product shortages.
Report Outline (Sales and Marketing Department)

Introduction: Importance of the department in a hotel. High competition among the

hotels, need the competent team of Sales and Marketing to promote the product
among the competitors

I. What is marketing in general

- The study and management of the exchange process. It consists with
research, action, strategies, advertising, publicity, sales and promotion.
II. What is marketing in the hospitality industry
- Marketing is the process for getting a companys product or service out
to consumers.
III. What are sales
- The action of selling something. In this case the hotels.
IV. Marketing Mix
- Various factors, which can satisfy specific consumer needs.
V. Organizational Chart
VI. Main Responsibilities
VII. Managements Role
1. Responsible for carrying out a marketing plan throughout the year.
2. Responsible for carrying out a sales plan throughout the year.
VIII. Rate
1. Typically one is measured against some other
2. Especially goods and services
3. According to a particular scale
IX. Forecast Demand
- With an accurate demand forecast you will have more efficient
operations An accurate forecast demand avoids you from
1. Gathering Information
a. Target Specific Products
b. Review your marketing plans
c. Review key indicators
d. Look at your marketplace
 e. Look at the previous months
f. Determine your lead-time
2. Determine your approach
a. Figure out which approach to use
b. Consider judgmental approaches
c. Determine if you need to use an experimental approach

d. Consider using a relational/causal approach

e. Calculate demand using time series approach
3. Using Judgmental Approaches
a. Form a jury of executive opinions
b. Create a sales force composite
c. Hire individual market experts
d. Use the Delphi method
4. Using Experimental Approaches
a. Survey your customers
b. Use test marketing
c. Host consumer panels
d. Use scanner panel data
5. Using Relational/Causal Approaches
a. Examine previous years sales for monthly or seasonal trends
b. Look for customer reactions
c. Create a life-cycle model
d. Use a simulation model
6. Using Time Series Approaches
a. Use the moving averages method
b. Determine the weighted moving average (WMA)
c. Determine Exponential Smoothing
7. Forecasting Demand
a. Compile your results
b. Analyze your results
c. Display and discuss your forecast
d. Monitor and modify your forecast
X. Revenue Management
 - variable pricing strategy
-such as airline seats or hotel room reservations
-Hotels use this system in largely the same way, to calculate the rates,
rooms and restrictions on sales in order to best maximize their return.
-example: length of stay, non-refundable rate or close to arrival

Product/Service
What does the customer want from the product /service? What needs does it
satisfy?
What features does it have to meet these needs?
Are there any features you've missed out?
Are you including costly features that the customer won't actually use?
How and where will the customer use it?
What does it look like? How will customers experience it?
What size(s), color(s), and so on, should it be?
What is it to be called?
How is it branded?
How is it diferentiated versus your competitors?
What is the most it can cost to provide, and still be sold sufficiently profitably?
(See also Price, below).
Place
Where do buyers look for your product or service?
If they look in a store, what kind? A specialist boutique or in a supermarket, or
both? Or online? Or direct, via a catalogue?
How can you access the right distribution channels?
Do you need to use a sales force? Or attend trade fairs? Or make online
submissions? Or send samples to catalogue companies?
What do your competitors do, and how can you learn from that and/or
diferentiate?
Price
What is the value of the product or service to the buyer?
Are there established price points for products or services in this area?
Is the customer price sensitive? Will a small decrease in price gain you extra
market share? Or will a small increase be indiscernible, and so gain you extra profit
margin?
 What discounts should be ofered to trade customers, or to other
specific segments of your market?
How will your price compare with your competitors?
Promotion
Where and when can you get across your marketing messages to your target
market?
Will you reach your audience by advertising online, in the press, or on TV, or
radio, or on billboards? By using direct marketing mailshot? Through PR? On the
Internet?
When is the best time to promote? Is there seasonality in the market? Are there
any wider environmental issues that suggest or dictate the timing of your market
launch, or the timing of subsequent promotions?
How do your competitors do their promotions? And how does that influence your
choice of promotional activity?

Sales and Marketing Services

Supervision by corporate VP of sales & marketing
Guided development and implementation of marketing plan
Advertising and marketing coordination
Coordination of attendance at appropriate trade shows and cost sharing with participating hotels
Sales and marketing training at regular sales meetings and annual hospitality conference
Tools and systems for effective tracking and implementation of programs
Reviews and approval of specific marketing strategies, programs, and print materials (brochures,
ads, flyers)
Corporate reviews of monthly sales reports
Provision of sales leads to hotels through our Inter$ell program
Participation and membership in key sales related organizations (i.e., National Tour Association,
American Bus Association, Hospitality Sales and Marketing Association, and Society of
Government Meeting Planners)
Assistance with recruiting, interviewing, hiring and development of sales staff
Sales training via webinar