如何提高销售业绩：以澳门大仓酒店为例

澳门科技大学毕业论文

：Wang Xi

：1009853U-B111-0024

Degree Name： Bachelor of International Tourism Management Class：D3

Instructor：Tang Juan

Submit Date：

2014.4.30

澳门科技大学毕业论文

CONTENTS

Job description………………………………………………………………………..1

Analysis of Company………………………………………………………………...2

SWOT analysis……………………………………………………………………2

Sales Performance Enhancement…………………………………………………...6

Strengthen on Motivation and effort domain..7

Sales force compensation and incentive...9 Sales force performance improvement10 Marketing and Sales Channel Enhancement.11

FIT and OTA 13 Corporate

Wholesaler Summary17 Acknowledgement 18 Development Prospect18

20

澳门科技大学毕业论文

Abstract

Sales is the dominate factor, leading to the success of a company, and it decides the profit, investment, production and employment. A company can push one of three primary domains: knowledge, skills, and abilities (KSAs) domain; motivation and effort domain and the opportunities to contribute domain from different working periods of staff to enlarge employee contributions. In order to stimulate the incentive practices. So this paper first separates and 3 practices in cases in the work situation and data base of the and department in and marketing department forces, so that hotel can strength the total performance result have to pay more attention on from different channels of guest are effective so as to ensure an essential and significant

澳门科技大学毕业论文

1. Job Description

I have been working in the Sales and Marketing department in the Hotel Okura Macau for 5 months, as a position of sales and marketing contractor. The office locates at the M floor of the hotel, and the general manager works just beside our department. At the same time, the revenue and reservation department is in this floor as well, so that all of staff from different departments can get abundant communication and negotiation opportunities to each other. As internship, be just some simple works I was offered to do, sales kits or taking some photos on the spot for guests’ needs. later, because of an increasing of proficiency level in director would like to provide me more tasks to do, such as making production reports and sales team meeting or agents, and making an appropriate contract rate for wholesalers in the second Later on, I was equipped with a related professional and and more business I was responsible for, such as issue and contracts to guests, and conducting a site inspection and

1

澳门科技大学毕业论文

2. Analysis of Company

Okura Hotels & Resorts which established the first original Hotel Okura in Tokyo in 1962, is a chain of hotels mainly located in Japan. Nowadays, the Okura Hotels & Resorts worldwide chain includes Okura Hotels in other places, Amsterdam, Shanghai, and the Kahala Hotel in Honolulu, Hawaii, and owns 3 hotel chains: the Hotel JAL City and Hotel Nikko. As to Macau, Hotel Okura Macau situates within the Galaxy MacauTM, a large-scale complex hotel and resort in Area, providing a distinct Japanese interpretation of “Delivery the ” hospitality for guests. Hotel Okura Macau has 488 and

Figure 1. SWOT analysis of Hotel Okura

2