做好酒店銷(xiāo)售促進(jìn)要注意的事項和幾個(gè)階段.

做好酒店銷(xiāo)售促進(jìn)要注意的事項和幾個(gè)階段.
    銷(xiāo)售促進(jìn)的實(shí)施過(guò)程包括以下三個(gè)階段：
   （1）制定銷(xiāo)售促進(jìn)方案
    首先，根據酒店內外環(huán)境變化的情況，擬訂銷(xiāo)售促進(jìn)的目標。例如，新酒店開(kāi)業(yè)，目標可以確定為擴大影響，提升知名度；淡季時(shí)，目標可以確定為刺激銷(xiāo)售；在競爭對手率先使用銷(xiāo)售促進(jìn)時(shí)，目標可以確定為保持市場(chǎng)的平衡。
    其次，根據銷(xiāo)售促進(jìn)的目標，確定實(shí)現目標的方法。銷(xiāo)售促進(jìn)的方法多種多樣，每種方法各有其優(yōu)點(diǎn)和適用范圍。在確定方法時(shí)，可以選擇一種，也可以選擇多種方法的組合。
    第三，制定是具體的實(shí)施方案。方案要確定這些要素：活動(dòng)的規模，活動(dòng)的對象，活動(dòng)的時(shí)間，活動(dòng)的預算分配，活動(dòng)的宣傳方式。
   （2）實(shí)施與控制銷(xiāo)售促進(jìn)方案
    銷(xiāo)售促進(jìn)應嚴格按照事先制定的方案來(lái)實(shí)施。在實(shí)施的過(guò)程中，酒店應持續監測市場(chǎng)的反應，并對促銷(xiāo)范圍、強度、頻度和重點(diǎn)及時(shí)進(jìn)行必要的調整，保持對促銷(xiāo)方案實(shí)施良好的控制。
   （3）評估銷(xiāo)售促進(jìn)效果
    銷(xiāo)售促進(jìn)結束后，應對其效果進(jìn)行評估，以檢驗銷(xiāo)售促進(jìn)是否達到預期目標以及促銷(xiāo)花費是否合算。
4.酒店銷(xiāo)售促進(jìn)實(shí)施中須注意的事項
   （1）一致性要求：酒店銷(xiāo)售促進(jìn)所涉及的內容和方法必須與酒店的形象和檔次相一致，不給酒店整體形象帶來(lái)消極作用。例如，一家豪華高檔酒店不能因為要獲得短期的經(jīng)濟利益而大幅度降價(jià)和降低客人消費檔次，這樣將降低酒店在公眾心中已形成的高檔產(chǎn)品的形象。
   （2）綜合效益要求：酒店銷(xiāo)售促進(jìn)活動(dòng)必須能夠為酒店帶來(lái)相應的經(jīng)濟和社會(huì )效益。不但要擴大酒店淡季銷(xiāo)售，吸收新的客源，還要能幫助酒店形象設計在公眾心中樹(shù)立酒店產(chǎn)品豐富和高質(zhì)量的形象。
   （3）標準的要求：酒店對于參加銷(xiāo)售促進(jìn)的客人，應確定其參加的條件。酒店客房數量有限、場(chǎng)地有限，不可能占有所有的市場(chǎng)，在舉行促銷(xiāo)活動(dòng)時(shí)，最好能限制那些不可能成為?？偷娜藚⒓?，使促銷(xiāo)收到最大的效果。但是限制過(guò)嚴，也會(huì )使參加者過(guò)少而無(wú)法實(shí)現預期目標。
   （4）時(shí)間的要求：開(kāi)展酒店銷(xiāo)售促進(jìn)應選擇適當的時(shí)間，一般而言，銷(xiāo)售促進(jìn)活動(dòng)應該選擇在酒店淡季、節假日和具有特殊意義的日期舉行；此外，應把握銷(xiāo)售促進(jìn)活動(dòng)的時(shí)間長(cháng)短，時(shí)間過(guò)短，影響范圍有限，達不到預期目標，時(shí)間過(guò)長(cháng)，會(huì )導致客人對銷(xiāo)售促進(jìn)的意義和真實(shí)性產(chǎn)生懷疑，進(jìn)而對酒店形象產(chǎn)生負面影響。

Good hotel sales for the need to pay attention, and several stages.
    Sales promotion of the implementation process includes the following three stages:
   (1) to develop sales promotion programs
    First, according to the changing conditions of the hotel inside and outside environment, the development of the objectives of sales promotion. For example, the new hotel opened, the target can be determined to expand its influence, to boost its profile; the off-season, the target can be determined in order to stimulate sales; competitors pioneered the use of sales promotion, the target can be determined to maintain the balance of the market.
    Secondly, according to the sales promotion of the goal to determine the methods to achieve its objectives. A variety of sales promotion methods, each method has its advantages and scope of application. In determining the method, you can choose one, can also choose a combination of approaches.
    Third, the development of a specific implementation plan. To identify these elements: the scale, the object of activity, activity time, the budget allocation of activities, the activities of publicity means.
   (2) implementation and control of sales promotion programs
    Sales promotion should be implemented strictly in accordance with pre-established program. In the course of implementation, the hotel should continue to monitor market response and promotional range, intensity, frequency and focus in a timely manner to make the necessary adjustments to keep the implementation of good control of marketing programs.
   (3) assessment of sales promotion effects
    Should assess the effect after the end of the sales promotion, whether cost-effective to achieve the desired objectives and promotional costs to test the sales promotion.
Hotel sales promotion points to note in the implementation of
   Compliance requirements: (1), hotel sales promotion involved in the content and methods must be consistent with the image and quality of the hotel, not a negative role to the hotel's overall image. For example, a luxury high-end hotels can not be due to the short-term economic interests of substantial price cuts and lower the grade of guests consumer, this will reduce the hotel has been formed in the public mind the image of the high-end products.
   (2) benefit requirements: hotel sales promotion activities must be able to appropriate economic and social benefits for the hotel. Hotel off-season sales, not only to expand and absorb new customers, but also can help the hotel to establish a hotel product and high-quality image in the public mind.
   (3) The requirements of the standard: hotel guests for participating in sales promotion, should determine the conditions for participation. A limited number of hotel rooms, space is limited, can not occupy all of the markets during the promotional activities, the best limit those who can not become a frequent visitor to participate in the promotion to receive the greatest effect. But too restrictive, but also make too few participants can not achieve the desired objectives.
   (4) Time requirements: to carry out the hotel sales promotion should be to select the appropriate time, general, sales promotion activities should be chosen in a hotel off-season, holidays and special significance to the date held; In addition, should seize the sales promotion activities of the length of time, time is too short, the limited scope of influence, and reach the target, too long, meaning and authenticity of the guests of the sales promotion will lead to suspicion, and thus a negative impact on hotel image.