1

Name - Hsu Thadar Ko

Section - (9)
Date - 12.1.2024
Lecturer Name - Tr. Theresa
Assignment Title - Chapter 3
Word Count - (1,121)
 2

1. In the hospitality industry, what would be the job title of a salesperson likely to be?
In the hospitality industry, the job title of a salesperson is often "Sales Manager" or
"Sales Executive." The specific title may vary based on the size and structure of the
organization.

2. Effective salespeople should be able to study their property's strengths and weaknesses and
use their findings to benefit potential clients. What characteristic does this describe?
The characteristic described is "Strategic Thinking" or "Strategic Sales Approach."
Effective salespeople should have the ability to study and analyze their property's strengths
and weaknesses and then strategically leverage this information to benefit potential clients.
This involves understanding the unique selling points of the property, identifying areas for
improvement, and tailoring their sales pitch to align with the needs and preferences of
potential clients.

3. What characteristics of a successful salesperson’s best capture the ability to use a steady
and systematic selling approach and follow up consistently on their prospects and customers?
The characteristics of a successful salesperson that best capture the ability to use a
steady and systematic selling approach and follow up consistently on prospects and
customers include:
1. Organization
2. Time Management
3. Persistence
4. Discipline
5. Communication Skills
6. CRM Utilization
7. Adaptability
8. Resilience
9. Customer-Centric Focus
10. Goal Orientation
11. Attention to Detail
 3

4. What characteristics of a successful salesperson’s best capture the ability to manage their
time and sales territory and not waste effort on unproductive activities and accounts?
The characteristics of a successful salesperson that best capture the ability to
manage their time and sales territory effectively, avoiding waste on unproductive activities
and accounts, include:
1. Time Management Skills
2. Organization
3. Strategic Planning
4. Targeted Prospecting
5. Qualification Skills
6. Effective Communication
7. CRM Utilization
8. Adaptability
9. Focus on High-Value Activities
10. Data Analysis Skills
11. Self-Motivation
successful salespeople can optimize their time, focus on high-potential accounts, and avoid
wasting effort on activities that do not contribute significantly to their sales objectives.

5. What information is typically found in a property fact book?

A property fact book, also known as a property information booklet or property
profile, is a comprehensive document that provides essential information about a specific
property.

6. What training technique would a director of sales use to enhance the time management
skills of the sales staff?
Effective time management is a skill that can be developed over time with practice
and reinforcement. By employing a combination of these training techniques, the director of
sales can help the sales staff enhance their time management skills and improve overall
productivity.
 4

7. What is one of the purposes of sales incentive programs?

One of the purposes of sales incentive programs is to motivate and reward salespeople
for achieving specific goals or targets, encouraging them to perform at their best and
contribute to the overall success of the sales team and the company.

8. At which sales meetings would it be most appropriate to discuss prospects, bookings, and
service procedures?
It's important to note that the appropriateness of discussing prospects, bookings, and
service procedures can also depend on the context and goals of specific meetings. For
example, one-on-one check-ins with individual sales team members may be appropriate for
detailed discussions about specific prospects, while broader team meetings are suitable for
updates on overall sales performance and strategy. Tailoring the agenda to the specific
purpose of the meeting ensures that discussions align with the goals and priorities of the team.
9. What information is included in a hotel sales office's function book?
A hotel sales office's function book, also known as a banquet or events book, is a
comprehensive document that contains crucial information related to the planning,
coordination, and execution of events and functions hosted at the hotel.

10. What is a guestroom control book?

A guestroom control book, also known as a room control book or room status control
book, is a manual or electronic record-keeping tool used in hotels to track the status and
availability of individual guestrooms. The primary purpose of a guestroom control book is to
provide real-time information to hotel staff, including housekeeping, front desk, and
management, about the occupancy, cleanliness, and maintenance status of each room.

11. Jennifer works in a non automated hotel sales office. She needs the telephone number of
Widget Works, Inc., to firm up a tentative booking at the Convention Center Hotel. The most
efficient way to obtain the telephone number would be to access what paper-based files?
In a non-automated hotel sales office, if Jennifer needs the telephone number of
Widget Works, Inc., the most efficient way to obtain this information would likely be to
check the hotel's "Account File" or "Account Information Binder." This paper-based file
typically contains detailed information about corporate clients, including contact details,
preferences, and any relevant notes.
 5

12. In a sales office, what is a trace file is used for?

In a sales office, a trace file, also known as a follow-up or tracking file, is a record-
keeping system used to track and manage follow-up activities and communications with
clients or prospects. The trace file serves as a manual system for ensuring that important tasks,
appointments, and commitments are not overlooked. This system is particularly crucial in
situations where there is no automated customer relationship management (CRM) software in
place.

13. Using information from routine sources (guest folios, registration cards, customer surveys,
etc.) to build relationships and market the property's services most effectively is commonly
referred to as ____________.
Using information from routine sources to build relationships and market the
property's services most effectively is commonly referred to as "customer relationship
management" (CRM).

14. In a hotel sales office, what report would a sales manager use to review a salesperson's
booking activity by market segment during a specific time period?
In a hotel sales office, a sales manager would typically use a "Sales Booking Activity
Report by Market Segment" to review a salesperson's performance and booking activities
within specific market segments during a designated time period. This report provides
valuable insights into the effectiveness of sales strategies targeting different customer
segments and helps assess the overall revenue contribution from each market segment.

15. A hotel's "yield" is based on a simple percentage that compares:

A hotel's "yield" is based on a simple percentage that compares the revenue earned
from room sales to the potential revenue that could have been earned if all available rooms
were sold at their average rate. The formula for calculating the yield is:

Yield(%)=(Actual Revenue Potential Revenue)×100

Yield(%)=( Potential Revenue Actual Revenue )×100