Professional Documents
Culture Documents
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
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
1
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
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
Competent in MS Office
2
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.
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
3
• 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.
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!
4
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.
5
pursuing a career in sales marketing, securing a degree from an accredited program is
highly recommended.