Summary of Hotel Sales Shortage 1 In the past year, with the correct leadership of the general manager and the close cooperation of other departments, the sales department basically completed the work task of the hotel in 20021year. The work of this department has gradually matured. This year, our specific work is as follows:
I. External sales and reception work
First of all, after a year of running-in and development, the sales department has gradually matured its own sales work and expanded its own market. Promote xx hotel to the tourism market in an all-round way, improve the visibility of the hotel, and strive to create economic benefits for the hotel to the maximum extent.
According to the work plan at the beginning of the year, earnestly implement each item. 202 1, the sales department focuses on personal business and conference sales. Due to the geographical location of the hotel, the occupancy rate of personal business is low, and the annual occupancy rate of personal business in the sales department is xx%. We increased the sales of business guests, visited important companies to sign business agreements, and made different sales plans according to different seasons. We visited xx's customers. For example, during the tourist season, pay a serious return visit and communicate with travel agencies with better ground connection teams. Most motorcycle clubs are X to X. We will contact the dealers in time. Pave the way for the overall sales of hotels in peak season. At ordinary times, when sorting out customer files, we will pay regular visits by classification and constantly develop new customers. By the end of this year, X agreements will be signed.
In October, 20021year1month, I worked as the sales manager of the hotel. In October, 20021year1month, the hotel officially listed Samsung, which provided the sales department with a bargaining chip for external publicity, and at the same time improved the overall level of our hotel to a higher level, which was conducive to the sales work of the hotel.
With the rapid development of the Internet, the publicity of the Internet not only improves the popularity of the hotel, but also improves the overall occupancy rate of the hotel through network companies. At the end of the year, * * * signed network cooperation agreements with X online booking companies. We increase the commission ratio for important network companies, and use their publicity to let more guests know more about business hotels through the network, such as several network companies such as xx.
At the same time, during this year, we received more than 30 meetings from many motorcycle companies such as xx, xx Electric Appliances, xx Company, xx Dairy, xx University, xx and so on. For the reception of each meeting, all departments can seriously cooperate with the sales department to successfully complete the reception of the meeting, and the guests affirmed our work. I sincerely thank the leaders and employees of all departments for their support to our sales department.
Second, internal management.
The hotel has its own website, and the sales department is responsible for maintaining the website and updating the content of the webpage. It expands its influence through online publicity, timely and accurately releases the hotel's dynamics and news, and lets more people know about the hotel. At the same time, we put forward a new hotel website construction scheme, which laid the foundation for the future development of hotel websites.
Third, shortcomings
1, foreign sales need to be strengthened, and now we have relatively few individual customers.
2. The meeting information was not understood in time.
3, sometimes in the reception work is not careful enough, not enough attention to some details, not comprehensive enough to consider the problem.
4. Sometimes the information is not accurate enough due to untimely communication; Affect the overall sales and reception of the hotel. In the future, we should be careful, try to avoid it, communicate in time and reduce work mistakes.
Summary of hotel sales: the work of 200 1 year is coming to an end. This is a good year. In this year, the work and performance of our hotel have greatly increased compared with the same period last year. Therefore, in the new year, we must strive to innovate, continue to make greater efforts on the basis of this year, and strive for better performance!
By reviewing and summarizing the work of the hotel throughout the year, we encourage and spur the whole store to enhance self-confidence, cheer up, carry forward achievements and rectify problems. The management objectives, business indicators and work plans for the new year will be formulated to guide the all-round development and concrete implementation of the work of hotels and departments in 20xx.
One, four-star standard, customer feedback, there are still three problems in the hotel.
After a year's work, through the concerted efforts of Qi Xin in the whole store, the achievements are the main ones. But we can't ignore the existing problems. Some of these problems come from guest complaints and other feedback, and some are found by hotel quality inspection or departmental self-inspection. According to the standards of four-star hotels, the obvious problems and the necessity of rectification have been urgently put on the agenda of hotel leaders.
1. The service quality needs to be optimized.
From many inspections and guest complaints, it is found that the service quality of employees in various departments and positions in the hotel is high and low horizontally and good and bad vertically. Day and night, usually on weekends, with or without leaders, it is difficult to achieve the same quality service. The recurring problem is that some employees in some departments or positions are untidy, polite and initiative, poor reception service and inflexible in gfd. In addition, careless cleaning and untimely equipment maintenance have also affected the overall service quality of the hotel.
2. The facilities and equipment are not perfect.
3. The management level needs to be improved. First, the comprehensive qualities of managers such as cultural literacy, professional knowledge, foreign language level and management ability are uneven; Second, the hotel has not yet worked out a set of standardized, systematic and feasible "management mode"; Third, individual behaviors of "rule by man" management and random management occur from time to time among some managers.
Second, scientific decision-making, with the concerted efforts of Qi Xin, the hotel achieves four points of performance every year.
According to the requirements of the center, the hotel general manager team made an annual work plan at the beginning of the year, and put forward the overall work ideas to guide the development of all work:
First, strive to achieve the "three goals"
Second, Qi Xin has accumulated "tripartite advantages" and so on.
The overall thinking determines scientific decision-making and guides the development of all work throughout the year. Coupled with the promotion of "three standards in one" certification and evaluation, as well as the practice of various performance activities, the hotel general manager team led all department managers, supervisors and foremen, United all employees, and worked together with Qi Xin to make certain contributions in income generation, profit creation, excellence and stability, and achieved considerable results.
1, excellent service. By introducing brand management, the hotel strengthens the training of employees' basic code of conduct "gfd, smile and greet", strengthens the on-site supervision and quality inspection of management personnel, gradually improves the window image of reception departments and posts, and continuously improves the quality service level of employees. Therefore, in May this year, the Municipal Tourism Bureau organized an unannounced visit to the annual evaluation of star-rated hotels, and our store only deducted 2 points, and got high marks for its excellent service, ranking among the best hotels in the region. In addition, in the reception service of large-scale events, our sales, front office, guest room, property, restaurant and other departments or positions all received letters of commendation from the event organizing Committee, all praising: "The warm and thoughtful service of hotel staff provided us with the necessary logistics support in our daily life, which enabled us to successfully complete this event."
2. Security creates stability. By formulating the security plan for large-scale events, the hotel has achieved the "six defenses" of daily fire prevention and theft prevention, and almost no accidents occurred throughout the year. Under the care and guidance of the general manager of the hotel, store-level leaders hold feedback meetings of department managers every day to inform the situation and put forward requirements. The security department arranges cadres and employees to work overtime, patrol frequently and strictly prevent and control. With the cooperation of relevant departments, group prevention and control are carried out to ensure that all activities are foolproof and the hotel is safe and stable. The security class of the hotel security department was also rated as advanced class.
3. Operating to generate income. The hotel adjusts the sales staff, broadens the sales channels, introduces the room reward, and links the catering performance. Related business measures have increased operating income. The annual operating income of this hotel was 10000000 yuan, an increase of 1000000 yuan or 10% compared with last year, of which room income10000 yuan, office income10000 yuan and restaurant income/kloc-0. The average occupancy rate of rooms in the whole year is%, and the average annual house price is RMB/room night. The occupancy rate and average price of hotel rooms are higher than the average level of four-star hotels in the city.
4. Management creates profits. By paying close attention to management, tapping the potential to reduce costs and rationally employing workers, the hotel advocates economy and strict control in terms of labor cost, energy cost, material consumption and procurement warehouse management. The annual operating profit of the hotel is X million yuan, and the operating profit rate is x%, increasing by X million yuan and x% respectively compared with last year. Among them, the labor cost, energy cost and material consumption are RMB X, accounting for x%, x% and x% of the hotel's total revenue, respectively, which are lower than the targets set at the beginning of the year.
Third, keep pace with the times, improve development and make hotels stand out.
According to the actual situation of hotel operation, management and service, keep pace with the times, improve quality and change ideas. Surviving in the wave of market competition makes the whole hotel field highlight gratifying changes in the second half of the year. Mainly manifested in the positive mental state of cadres and employees. The hotel general manager's general meeting and small meeting repeatedly emphasized that cadres and employees should have a sense of urgency, be self-motivated and cultivate "spirit". Hotel management service is not high-tech, and there is no profound knowledge. The key is people's subjective initiative, people's mental state, loyalty and dedication to hotels, and understanding and application of the true meaning of management and service. Store-level leaders also encourage and guide everyone to broaden their horizons, study hard and unite and cooperate by organizing various training exchanges for department managers, supervisors, foremen and employees.
In the process of completing hotel management indicators, management objectives and reception tasks, realize your own value and feel the joy of life. Therefore, the phenomenon of mutual shirking and contempt among department managers is less, replaced by mutual information, mutual complementarity and mutual respect; If there are few people on leave and miss the routine security check twice a month and the quality check once a week, they will take the initiative to attend and check carefully. In some large-scale activities, under the example of store-level leaders, department managers lead supervisors, foreman and their employees to work overtime and work hard. Although they are tired, they always keep their spirits up, which adds luster to the hotel's window image.
Fourth, brand management, the hotel focuses on eight major tasks.
In this year's "Three Standards in One" 6s management certification process, the hotel held several special meetings, arranged training courses with different contents, and organized some inspections and pre-inspections. All these have greatly promoted and guided the hotel management to be more standardized. At the same time, the hotel introduced the successful experience of advanced hotels at home and abroad, and combined with the management objectives and work plans formulated at the beginning of the year, the hotel and various departments mainly focused on eight major tasks throughout the year.
(A) on the premise of quality, do a good job in room service.
1, team morning meeting. In order to ensure the quality and stability of the hotel's basic product "guest room", the housekeeping department has established a long-term package and a morning meeting system for individual teams according to the requirements of the hotel, arranged the work of the day, standardized the gfd of each employee, made all employees think alike, and ensured that all the work can be put in place. Summing up last week's work at the team weekly meeting, arranging and writing next week's work, and incorporating it into the contents of relevant hotel documents, fully embodies the "strict, detailed and practical" work style.
2. Security check. In addition to setting up full-time personnel in charge of safety in the department, safety knowledge training has been developed into a system that runs through the whole year, reflecting different levels and contents. From the hotel's corresponding preventive measures and emergency treatment methods to the inspection requirements of various electrical appliances. , from the beginning. Clear the person in charge of safety in each area, paste it on the wall in the form of words, and emphasize the working principles of "whoever is in charge is responsible" and "joint management". Carefully observe and inspect hotel guests, visitors and passers-by to ensure that there are no omissions. Throughout the year, the individual guest area * * * found out the rooms that the guests did not match, and the people did not match. The customer service department * * * found out the unsafe hidden trouble (the guest left the door open and closed the window; Does not meet the hotel electrical appliances use regulations).
(two) to benefit as the goal, do a good job in sales.
1, personnel adjustment. Hotel sales department set up front desk and other positions, and only the sales staff gained a reputation in the first half of the year, which was more than twice that of star-rated hotels of the same size. The team of hotel general managers analyzes the reasons, and the key is people, which is the responsibility of the main managers. Therefore, the hotel decisively adjusted the sales manager and reduced the number of staff to five, which enhanced the sense of post competition and the sense of responsibility for active promotion.
2. Broaden channels. The original decomposition index of the sales department depends on people and lacks scientific basis. It is difficult for the hotel to complete the business indicators on schedule. In view of the poor market research, reasonable positioning and channel division in the first half of the year, the general manager team studied and approved the "sales plan" for the second half of the year after adjusting the department managers. Among them, on the basis of the original three natural sales channels, such as agreement company, online booking and door-to-door individual, we have expanded and increased channels such as exhibitions, teams, peers and membership cards, and set up special personnel to take charge of the channels, and break down the indicators according to the proportion of the tourists of each channel to the total tourists of the hotel. In this way, first, the channel division is scientific; second, the decomposition index is reasonable; third, it can stimulate everyone's sense of responsibility and initiative in promotion; fourth, it can gradually reduce staff and increase efficiency; fifth, it can obviously promote the improvement of sales performance.
3, the room has a reward. According to the hotel's marketing strategy of positioning itself as a business-oriented characteristic hotel, focusing on receiving business guests and individual customers of the agreement company, supplemented by the online booking and exhibition team, and referring to some successful experiences of peer hotels, the general manager team has formulated a certain percentage of commission reward for the front desk receptionist of the sales department after selling the house at a price higher than that of the agreement company. This incentive policy greatly mobilized the hospitality staff's enthusiasm for promotion and service attitude, and made the hotel's personal income rise from 10000 yuan in the first half of the year to 10000 yuan in the second half of the year, an increase of about%.
(3) Taking reform as the driving force, do a good job in catering.
1, performance linked. Although the restaurant is a department post of the hotel, it is the first to enter the market track in terms of management system, and the restaurant formally implements the performance-linked reform measures, that is, the restaurant's operating income index is approved as 10000 yuan/month, and the total salary is controlled at 10000 yuan/month. Under certain expense and gross profit rate standards, if the income target is overfulfilled or unfinished, the corresponding proportion of total wages will be deducted according to the proportion of completed or unfinished. This performance-oriented approach, on the one hand, brings invisible pressure to the managers, waiters, chefs and other personnel in the restaurant kitchen, and brings some negative effects, such as lack of ideological work or improper management; On the other hand, let everyone turn pressure into motivation, promote restaurants and kitchens to do business promotion consciously and actively, and create more benefits. For example, restaurants open summer night markets, increase breakfast varieties and so on.
2. compete for posts. In addition to the reform of distribution policy, the employment mechanism is also more flexible. Managers can go up and down, employees can go in and out, and they compete for posts according to their work performance. These are conducive to the smooth implementation of government decrees in hotels and departments and are prohibited. Of course, if the main managers are poor in quality or management, there will naturally be some bad consequences. But on the whole, restaurants put supervisors with excellent performance and ability into responsible positions, promote hard-working employees to foreman, and discourage incompetent supervisors, foreman and employees, which more or less promotes the development of restaurant work and provides a guarantee for management mechanism to achieve revenue goals.
3, tasting assessment. The hotel requires the chefs in the restaurant to create several new dishes every week or at least every other week. The store-level leaders and managers of relevant departments will try to grade the dishes, assess the professional level of the chefs, and suggest promoting new dishes that are basically satisfactory. Over the past six months, the restaurant * * * has introduced many new dishes, among which, iron ribs jiaozi, spicy beef tendon, Chinese style drunken chicken, fresh game, green beans mixed with Flammulina velutipes and so on are widely recognized by diners. In addition, the chefs who have passed the examination are commended and encouraged, and the chefs with poor business skills are required to be replaced in time.
In addition, the restaurant cooperates with the hotel to receive important guests throughout the year, with multiple tables and about person-times. The service reception of the restaurant has basically been affirmed and praised by the hotel and superior leaders.
(four) with the "Guide" as a reference, do a good job in training.
1, store-level lecture. According to the all-staff training plan formulated by the hotel at the beginning of the year, referring to the basic code of conduct of 20 words for employees' hospitality, the store-level leaders organized special training for department managers, supervisors, foreman and hospitality service personnel, focusing on training management quality, service awareness, polite hospitality and case analysis. Throughout the year, * * * organized a number of trainings, with about. Through explanation, comment, communication, etc. Students have gained different degrees of understanding and promotion in their ideological understanding and daily work.
2. English teaching. In the first half of the year, the personnel training department regularly organizes the front desk departments and post personnel to conduct "Hotel Situational English" training, which lasts for 2 hours every Tuesday and Thursday. In the second half of the year, we will focus on the training and assessment of the English conversation ability of the front desk staff in restaurants and sales departments, so as to promote the hotel staff's awareness of learning English.
3. Departmental training. Each department organizes training in the hotel, and plans to train its employees on the "20-word policy" and job business content every month. For example, the front desk of the sales department should do a good job in training each position, so that "there is a theme every day and training every day". Train and assess the front office staff in stages and contents. Receptionist and cashier at the front desk use their spare time for training after work every morning; Supervisors and foremen are trained once every two weeks, and all front desk employees are trained once a month. The training content includes business knowledge, reception of foreign guests, sales promotion skills, case analysis, emergency problem handling, etc. Through training, the overall quality, English level, business level and customer satisfaction of employees have been improved. Over the past year, various departments have organized training groups by themselves, with about 2,000 participants. The two-level training combined with hotels and departments has improved the overall ideological quality, service attitude and business reception ability of employees.
4. Training evaluation. On the basis of daily business training and on-the-job training, the hotel organized a business practice assessment with the positions of the front desk departments such as guest rooms, front halls and restaurants, and named the guest rooms as the first, second and third places. The first place in the hall is xx, the second place is xx, and the third place is XX; The first place in the restaurant is xx, the second place is xx, and the third place is XX; The kitchen ranks first in xx, second in xx and third in xx. The hotel will reward separately and publicize and commend it.
(E) Customer-centered, do a good job in property management.
1, sell the house patiently. For example, the property management department rents room 3322, the owner is a travel agency, and he is in the initial stage. In order to reduce the capital investment, he wanted to rent a room with a slightly smaller area but the location can be seen at a glance, so they took a fancy to Room 3322, which is very suitable for the area of 18 square meters near the door. However, this room has been reserved by other guests. They stay in the property department all day. Later, the property department took pains to introduce them to other rooms. After more than two days of continuous work, they rented room 3346, which is 20 square meters larger than room 3322. Thanks to the efforts of all the staff in the property department, the occupancy rate of the office reached%, exceeding the level of the same period last year.
2. After-sales service. Summer is coming, the air conditioner is not cooling, complaining; Roof leakage, complaints; It is found that someone automatically uses the company's supplies without permission and complains; Winter is coming, the heating is not hot, complaining; Even if there is a stool missing in the bathroom, you should complain. Whenever the property department receives a complaint call, it never shirks its responsibility. First, it apologizes to the guests, and then it asks the relevant departments for help. After the solution, we should pay a return visit to the customer until the customer is satisfied.
3. Urge to collect the room fee. It is also difficult to charge the room rate. Some guests don't pay the house fee on time for some reason, and the property department takes the initiative to make a dunning, not only by phone, but also by personally going to the room to collect the room fee for each payment.
(six) to "six prevention" as the content, do a good job in safety.
1, make a plan. Before daily operations, major festivals and large-scale activities, the security engineering department actively formulates security plans and emergency plans, and signs security agreements in time. Organize the safety inspection in the hotel on time, sign the safety responsibility letter with all departments, make the responsibility clear, implement it to everyone, and take responsibility.
2. Strict inspection. Strictly check the fire-fighting equipment and facilities, comprehensively test the alarm point of smoke detection system in advance, repair the broken line fault and inaccurate alarm point, and ensure the smooth and normal use of the line; Repair and replace the emergency evacuation lights and safety exits of the hotel.
(seven) to lean as the principle, do a good job in personnel work.
1, reasonable distribution. According to the spirit of the hotel general manager's office meeting and the principle of lean and efficient employment, the personnel department at the beginning of the year
On the basis of the establishment of 1000 staff, store-level leaders will come forward to coordinate with relevant departments, and then the establishment of 10 will be reduced, which will not affect the work of hotels and departments.
2. Staff recruitment. According to the needs of hotel management, control personnel expenses and adjust personnel structure. Under the leadership of store-level leaders, I went to Miyun, Huairou, Tianjin and other places for many times to contact vocational schools and recruit interns. Number of newspaper advertisements and online recruitment, including recruitment times.
(eight) to reduce consumption as the core, do a good job of maintenance.
1, eight-character requirement. According to the spirit of the notice of Beijing Municipal Party Committee and Municipal Government on saving electricity and water, the general manager's office of the hotel decided to conduct a special study, and on the basis of implementing the original management regulations of the hotel and various departments, put forward the requirements of saving energy and reducing consumption to the cadres and employees of the whole store again. That is, one must be closed, two must be small, three must be separated, four must be prevented, six must be investigated, seven must be punished, and eight must be announced.
2. fix it. Seven comrades in the maintenance team are responsible for the maintenance of equipment and facilities in various departments of the hotel. They often work late into the night to repair a part, sometimes all night. At the same time, they make reasonable arrangements for their work, such as overhauling the hotel heating equipment in advance before winter, transforming the hotel distribution box and replacing the watt-hour meter.
Step 3 buy a check. In the work, the purchasing department strives to save expenses and reduce costs, actively visits the market consulting merchants, strives to shop around, insists on comparing quality with the same price, and strictly controls the quality of incoming goods. Adhere to the principle of system, and any procurement plan with large expenditure must be approved by the leaders in advance. Do a good job in cost budget and control the expenditure of procurement expenses.
The year of 20xx is coming, and we welcome it with confidence. The past year is a year of advancing with the times, promoting the three major themes of hotel "safety, operation and service" and achieving the annual revenue and profit targets of the hotel. On this occasion, it is necessary to review and sum up the work, achievements, experiences and shortcomings of the past year, foster strengths and avoid weaknesses, strive for progress, and strive for better results in the new year.
In the new year, we must have a new atmosphere. We can't stand still. We must blaze new trails and make our hotel bigger and stronger. There is no best, only better. Take the excellent hotels in the same industry as a reference, strive to catch up and realize the greatest improvement of our hotel performance!
Summary of hotel sales brochure 3 It has been x years since I joined xx Hotel in 20xx. In this year's work, I constantly challenged myself, worked diligently, strictly abided by all the rules and regulations of the hotel, honed my working ability in practice, and greatly improved my business level. I know that my progress in work is distributed with your help and highly recognized by the hotel leaders. I was appointed as the supervisor in 20xx, which is the greatest affirmation of my work. Looking back on the stormy course experienced in the past year, I made the following work summary:
First, moral cultivation and professional ethics.
Through the continuous study of newspapers, books and magazines, I love my job, have a strong sense of responsibility and dedication, have a correct working attitude, be serious and responsible, strengthen the study of professional knowledge and constantly recharge myself. This is the source of confidence in selling hotels.
Second, the quality of work, achievements, benefits and contributions
Finish the work with good quality and quantity, and the work efficiency is high. At the same time, I also learned a lot at work and exercised myself. Through unremitting efforts, my work performance has been greatly improved.
Third, the experience in the work
Sales is an art. As a hotel salesman, we should pay attention to language skills and let customers buy a satisfactory hotel. We should always consider several aspects.
1, seriously greet customers for 3 meters. 1 meter asks, smiling service is the key, and artificially create a relaxed and happy shopping environment.
2, fully display the hotel, because most customers lack understanding of hotel knowledge, so it is very important to display the hotel, the more customers know about the hotel, the stronger the satisfaction after purchase, as the saying goes; "Satisfied!" It is the best advertisement for customers.
3, facilitate the transaction, because the hotel value is relatively high, therefore, the customer is under great pressure before the final transaction, so the sales staff should take a distraction method to reduce the pressure on the customer.
4, after-sales service, when the customer's work is not over after purchase, you should introduce the knowledge of wearing and maintenance in detail, and finally say some words of blessing is the customer's mood. Enhance the feelings with customers and look forward to the occurrence of secondary consumption.
Seize every sales opportunity, wait for the arrival of customers in the best mental state, pay attention to your appearance, wear clean and decent clothes, and insist on makeup every day.
Fourth, the shortcomings in the work and the direction of efforts
Summing up the work in the past year, although there is no small progress, there are still many improvements and shortcomings. For example, if you don't know enough about hotels, you should strengthen your study, improve your sales skills and learn these knowledge. It is very important to learn from the successful experience of others. Sometimes bad sales can lead to negative thoughts, which is unacceptable. Negative thoughts are the enemy of sales. The summary of sales failure is not enough. Every sales failure has its reasons, such as whether the hotel recommended to customers meets the needs of customers, and whether the attitude towards customers is blunt and leads to customer dissatisfaction. Is the hotel fully displayed to customers? Wait, these all need to be considered. As a supervisor, just like a squad leader who leads troops to fight, it is very important to rush to the front line to influence and infect members. As a cabinet director, we should first set an example and take the lead. A department is a collective, and full unity can release the greatest energy. Learn from each other and make progress together.