INTRODUCTION

Tourism can be defined as business of providing services for the people on holiday, in
which the place are in hotels, restaurants, etc. Especially in hotel as the objection of the
interview, it is needed to describe it briefly. The hotel itself is a kind of company which
prioritizes service to customers. In case of business, a hotel must have a good marketing
strategy in order to promote it to the customer.

The marketing strategy is all of the procedures which is done by the sales and
marketing department of the hotel to achieve the business objectives, of course in marketing
products and services. Furthermore, this department takes responsibility in carrying out all of
the planning, as follows in terms of acceptance, selection, training arrangement, supervision,
financing, etc.
 FINDING AND DISCUSSION

Here is the result of interview at Aneka Lovina Hotel with Gede Sukayasa (Sales and
Marketing). In general, the sales and marketing department is composed of a director of
marketing and a director of sales who manage a team of sales managers. The entry-level sales
positions are known as account executives, and then another may be as a sales marketing
assistant or research.
Moreover, Sales and Marketing Skills and Qualifications: Good verbal and written
communication skills, Math Skills, Knowledge of the products, Experience in presenting and
demonstrating. Furthermore, the other skills and qualifications are owning Accounting, Basic
computer skills, Business skills, Creativity, Database Skills, Finance, Flexible, Marketing,
Microsoft Office, Presentation Skills, Persistent, Polite and respectful, and Target Market
Analysis.

A. Overview of the Hotel

Aneka Lovina Villas & Spa Bali is a finest resort hotel in North Bali, perfectly
located along the famous, calm beach of Lovina which offers superb facilities &
impeccable service. It is located at Jalan Raya Kalibukbuk Lovina Beach, North Bali,
Bali – Indonesia.
Room Accomodation:
Featured of 35 deluxe cottages and 24 superior building designed with
thatched-roof Balinese style and blend with the natural beauty and are artistically
furnished with typical Balinese & luxuries amenities to make your stay more
enjoyable.
There are also special packages as follows:
1. Dolphin package – 2D/ 1N
at Superior Room IDR 940.083++
at Cottage IDR. 1.612.000 ++
Rate inclusions:
- Daily Breakfast for a couple
- One time Special Dinner for couple
- One time Sunrise Dolphin Tour
- Room based on Deluxe Cottage
2. Honeymoon package – 3D/ 2N
at Cottage IDR. 1.976.000++
 Rate inclusions:
- 2 nights stay at Deluxe Cottage
- Daily Breakfast for a couple
- One time candle light Dinner
- One time Sunrise Dolphin Tour
3. Leisure package – 4D/ 3N
at Superior Room IDR. 2.574.000++
Rate inclusions:
- Daily Breakfast for a couple
- One time Special Dinner
- One time Sunrise Dolphin Tour
- 30 Min Traditional Balinese Massage at our Spa
- Room based on R.O.H
4. Trekking package – 3D/ 2N
at Superior Room IDR. 2.847.000++
Rate inclusions:
- Daily Breakfast for a couple
- One time Special Dinner for a couple
- One time Sunrise Dolphin Tour
- One time Lunch Box
- One time Trekking
- Room based on R.O.H

Services and Facilities

- Balimoon Restaurant - Sea Water sport
- Sea Food Grill Restaurant - Laundry Service
- Bar - Room Service 17 hours
- Pool Bar - Safe Deposit Box
- Drug Store - Postal Services
- Money Changer - Tour Desk
- Children Playground - Doctor on call
- Swimming Pool - Traditional Massage service
- Luggage storage - Parking lot
- Balinese Dance Course - Batik painting exhibition
B. Job description Sales and Marketing
There are the general job of sales and marketing department, as follows:
- Analyzing and creating a plan for engaging the target of the market
- Analyzing the competition to create a plan
- Answering questions that asks by the clients
- Creating a plan for gaining customers, then keeping them based on warranties
or guarantees of the services and products
- Demonstrating products and services to the clients and management
- Finding ways to sell products and services in the face of a down market
- Trying to make products and services appeal to the target market
- Makes product knowledge readily available to self and other sales people
through various resources
- Makes sure that all sales people meet quota during a given period
- Scheduling appointments and meetings as necessary

There are two ways of marketing, as follows:

1. Online Marketing
Online marketing is an activity to promote products by using internet
media services. Online marketing is more often used as a first step in building
a business reputation. Many people use online marketing as a strategy to
introduce their names to the public.
In using online marketing, the hotel can build a reputation by being
active on social media. Many prospective consumers use the internet to find
information. The hotel can promote the services or facilities by utilizing
internet media.
Aneka Hotel marketing has used Traveloka promoting the hotel. The
hotel sells the product in online marketing through Traveloka. The guests can
see the rate about the rooms or facilities in the hotel and then, guests can book
the hotel through Traveloka.
2. Offline Marketing
Offline marketing is a strategy to promote the hotel by using brochure.
Aneka Hotel marketing has used brochure to sell products or facilities of the
hotel. In that brochure contains all the facilities or services and the rate of the
 hotel. The guests can see the brochure that has provided by hotel and can book
the hotel through the contact in the brochure.
C. Language functions and expressions
1. Greeting
- Good morning
- Good afternoon
- Good evening
2. Giving information
- Aneka Lovina Hotel is one of the hotels in Singaraja.
3. Giving advice
- We should try to use another strategy to promote our Hotel.
- We try to maximize the E-Marketing later.
D. Vocabularies and Specific terms
Word
No. Vocabulary Pronunciation Meaning
Class
1 Cold call Verb, /ˌkoʊld ˈkɔːl/ To call a person or company
Noun that you do not have relations
in hope of beginning a new
business relationship.
2 Conduct Verb /kənˈdʌkt/ To do research (on the market,
(research) customers, competitors, etc.)
3 To close (a Verb /tə kloʊz/ To finalize an agreement or
deal/sale) sale.
4 Follow up Phrasal /ˈfɑːloʊ ʌp/ To make contact with someone
verb after a meeting.
5 Implement Verb /ˈɪmplɪment/ To begin something, to put a
plan into effect.
6 Innovative Adjective /ˈɪnəveɪtɪv/ Original, advanced (ideas,
plans, etc.
7 Lead Noun /liːd/ A tip; a potential client or sale.
8 Profitability Adjective /ˌprɑːfɪtəˈbɪləti/ The ability to make money/be
profitable.
9 Strategic Adjective /strəˈtiːdʒɪk/ Carefully planned; with
 purpose.
10 E-marketing Noun / iː ˈmɑːrkɪtɪŋ/ Promotion of products and
services over the Internet
11 Discount Noun /ˈdɪskaʊnt/ A reduction in price. One of the
most common marketing
words.
12 Advertising Noun /ˈædvərtaɪzɪŋ/ It is a form of communication
whose purpose is to inform
potential customers about
products and services and to
persuade them to take some
action.

E. Brochure Analysis
 CONCLUSION

So we can conclude that the Sales and Marketing Department is very instrumental
in building the image of a hotel. Therefore, every hotel employee is always required to
become a "Sales Person". Where in serving guests we can sell all facilities and services that
the hotel has to guests, however this is not only the responsibility of the Sales and Marketing
Department. Then how to foster a good hotel image in a hotel that has long been established
and has a reputation that is not so good in the field of service and management. This is
certainly a new challenge for the Sales and Marketing Department where they are not only
required to grow a good image of the hotel but also change the existing views on the hotel.