Notes for PP on Sales as a career in Hotel Industry

Introduction

Hotel industry is a closely linked one to the tourism industry. A number of factors like
promotion of tourism and rapid industrial progress have given a boost to hoteliering
Hotel industry involves combination of various skills like management, food and
beverage service, housekeeping, front office operation, sales and marketing, accounting.
Today, the rise in corporate activity (leading to greater number of business trips) as well
as the wish to travel on holiday has made the hotel industry a very competitive one

With the globalization of Indian economy along with the arrival of more and more MNCs
to India, a lucrative career option for professional competent in marketing and selling of
products to potential customers has surfaced. Many MNCs, Joint Ventures and even the
indigenous companies are attracted towards India’s liberalized economic policies. Hence,
marketing management is fast catching up as a hot career option among many aspirants
nowadays

Marketing is an important function in every enterprise; the focus may vary from industry
to industry but its sole objective remains the same that is to create a customer, to retain
him and ensure that you get profit by him. Recent studies have also highlighted the fact
that the top Executives, CEOs of most of organizations are from the marketing field than
any from any other field.
Consequently, a need for skilled personnel in the stream of marketing management is
increasing and global career opportunities are plentiful for those pursuing courses in this
particular field

Responsibilities of a Sales Manager Includes

Marketing managers remain cool under pressure and motivate team members to
success. A skilled manager is a jack of all trades: advertising, design, accounting, and
other essential business skills
Creation of a hotel’s own online marketing plan
increase online business from the distribution channels
Participate in interactive discussions about internet marketing with other lodging
professionals
an immediate action plan to improve hotel’s ability to capture online business

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be part of the dynamic sales team focusing on achieving sales targets, increasing revenue
and market share for our services
Identify and develop new business opportunities through aggressive sales and marketing
activities to achieve profitability goals

Foster strong business relationships with existing corporate accounts and ensure
consistent business follow-ups

Co-ordinate and participate in promotional activities and trade shows, and to work
closely with Developers, Advertisers and Production Managers

Prepare monthly reports of leasing for review of plans and procedures

Conduct economic and commercial surveys to identify potential makets for the Company

Requirements

Customer-oriented individual with a solid sales track record and the proven ability to
foster strong business relationships

Min Diploma or Degree Holders with minimum 3 to 4 years of relevant sales experience
in the Hotel or Hospitality Industry

Effectively conversant in ENGLISH and MANDARIN

Competent in MS Office

Good communication skills

Pleasant and outgoing disposition, with good attitude and initiative

Training for Careers in Specialized Sales

Sales professionals are critical to the business industry because they help to establish a
connection between consumers and a company's products. Companies often employ sales
representatives who are familiar with a specific industry so they can help the company
understand the demands of the target consumer group.
There are many fields for a Specialized Sales representative to choose from. For instance,
a representative may decide to enter fashion merchandising. To stay competitive in this
field, he or she will need to be aware of current trends and styles. Another field to choose
from could be national or global travel. This representative would have to market the
services of an airline, hotel, restaurant or many other tourism operations.
Those interested in pursuing a career in Specialized Sales should consider obtaining a
bachelor's degree in business. Many business programs allow students to choose a
specific concentration such as marketing or sales. Students may also think about picking
a specific industry to focus on during their higher education by taking elective
coursework in that area.

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Eligibility
Many universities offer course in marketing management both at undergraduate and
postgraduate level. For undergraduate level, universities ask for 10+2/Intermediate or
equivalent qualification. Here, the universities may prefer aspirants with
Maths/Commerce background.

Similarly for a postgraduate programme like an MBA, an aspirant should be a bachelor's

degree (10+2+3 of pattern) in any discipline from a recognized university with at least 50
% marks in aggregate
Skills & Attributes
An outgoing, friendly personality; ability to handle people, ability to handle work-
pressure, ability to handle deadlines, excellent communication skills & leadership skills
are some of the key-skills necessary to be an effective sales manager. He should be a
great team player and a source of inspiration and motivation to the subordinates

Job Prospects
Sales and marketing is an all-pervasive field. With the era of liberalization, privatization,
& globalization (LPG), numerous opportunities have been lined up for effective sales
managers. Undoubtedly, this is a lucrative career option for those qualified in promoting
sales of products and services.

Remuneration
Marketing is among those professions where one can earn in lakhs too. Generally one can
start with a salary of Rs.6000-Rs.10000 and can command a higher salary as the
experiences raises, Generally MNCs and private companies pay higher to marketing
professionals
Hospitality Sales and Marketing
A subject examining sales and marketing in the hospitality industry. Topics include:
marketing operations in hotels, clubs and restaurants; Australian industry trends and
international influences; sales techniques and targeting particular audiences; consumer
behaviour; new product and development; marketing budgeting; future sales forecasting
Eligibility:
One can enter this field by direct entry or through hotel management institutes. For direct
entry the vacancies are generally advertised in the newspapers and the minimum
prescribed qualification is graduation with 50% marks.
for more details
Course Details:
The duration of training varies between 6 months and 3 years, depending upon the type of
course.
Job Prospects:
Lots of lucrative and interesting openings are there for hotel management graduates in
various fields like: :
• Hotel & Restaurant management
• Airline Catering and Cabin Services
• Club management
• Cruise Ship Hotel Management

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• Hospital administration and catering
• Hotel and Tourism Associations
• Forest Lodges
• Guest Houses
• Institutional Management (supervising canteens in college, schools, in factories,
company guest houses etc.)
• Catering departments of railways, banks, armed forces, shipping companies etc.
• Hotel and catering institutes
• Self employment
Career options
A hotel consists main departments such as Operations, Front office, House keeping, Food
and Beverages, Accounting, Engineering/ Maintenance, Sales and Security. Each
department has a number of positions that one can opt for.

An Effective Sales Manager:

* Knows what he wants his salespeople to do.
* Makes sure they know what he wants them to do.
* Trains them how to do it.
* Motivates them to want to do it.
Characteristics Of A Successful Salesperson
* A good sales person is a self starter and has initiative, works well and comes up with
ideas.
* They recognize their own personal responsibility; they can control what happens to
them. They are responsible for their own actions and results and that you will support
them in direct proportion to their commitment.
* A good sales person is self-reliant.. They usually follow-through and do what they say
they will do so clients will trust them, refer them on to other contacts and give them
repeat business.

Work Habits
The major goal of developing good work habits is to be able to stretch, reach and grow to
accomplish progressively larger goals.
Train new salespeople to work smart in addition to working hard. This means
teaching them to schedule their high-payoff, revenue-producing sales activities during the
regular workday and to do other activities in non-prime time.
Goal setting and accountability for meeting those goals are integral to the success of
the salesperson. Praising, teaching by example, prompting, nudging and even sometimes
pushing, are vital to the effective sales manager's success. Time is as valuable to a
salesperson as precious jewels. Time management skills can be learned and improved

The goals of the effective sales manager (besides increasing sales) should be to
"grow people."
You need to sell those you manage on themselves, sales as a profession, the products he
or she is selling, your industry and your company in particular!

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To summarize how to be an effective sales manager:
* "Grow" (develop) good people.
* Establish a relationship of mutual trust with them.
* Treat each person as an individual and see their potential.
* Recruit new people into your business and constantly remind them how good your
business is.
* Get them to deal in specifics when it comes to planning, goal setting and carrying out
activities to meet those goals.
* Defuse negative thinking. Help your sales staff manage their own behavior in a way
that offsets the effects of rejection.
* Ask what you can do to bolster their confidence and then follow-through.
* Encourage everyone to focus on income-producing priorities.
* Be specific on an evaluation form about problems you see in a salesperson's work and
attitude. Then set a meeting date with that person to see if progress is being made. If
more training is needed, be sure they get it.

Online Sales & Marketing Degrees

We live in a consumer-driven economy, and at the helm are those with sales marketing
training, since they help generate the very demand that keeps the global markets afloat.
But sales marketing is an incredibly expansive field that involves more than just
salesmanship and finesse. In order to be successful in this particular occupation,
extensive formal training and education is often necessary. If you're interested in
pursuing a career in sales marketing, securing a degree from an accredited program is
highly recommended.

Sales Marketing Training

Effective sales marketing requires a background in psychology, business administration,
advertising, public relations, critical thinking, conflict resolution, risk assessment, and
critical writing. In a typical sales marketing program, you'll cover all of these areas in-
depth. No less important, however, is exposure to telecommunications and information
technology. Because marketing media have changed substantially in the last several
years, your success in this profession depends on your ability to utilize resources such as
the Internet, wireless communications, and other innovative technologies. Given the
broad scope of your potential responsibilities (both in traditional marketing and in
information technology) most employers prefer to hire those with at least a bachelors
degree in sales marketing, or a related field.
Career Outlook after Sales Marketing Training
Online Sales & Marketing Degrees
We live in a consumer-driven economy, and at the helm are those with sales marketing
training, since they help generate the very demand that keeps the global markets afloat.
But sales marketing is an incredibly expansive field that involves more than just
salesmanship and finesse. In order to be successful in this particular occupation,
extensive formal training and education is often necessary. If you're interested in

5
pursuing a career in sales marketing, securing a degree from an accredited program is
highly recommended.

Sales Marketing Training

Effective sales marketing requires a background in psychology, business administration,
advertising, public relations, critical thinking, conflict resolution, risk assessment, and
critical writing. In a typical sales marketing program, you'll cover all of these areas in-
depth. No less important, however, is exposure to telecommunications and information
technology. Because marketing media have changed substantially in the last several
years, your success in this profession depends on your ability to utilize resources such as
the Internet, wireless communications, and other innovative technologies. Given the
broad scope of your potential responsibilities (both in traditional marketing and in
information technology) most employers prefer to hire those with at least a bachelors
degree in sales marketing, or a related field.
Career Outlook after Sales Marketing Training