酒店提高员工销售能力的对策分析.docxVIP

酒店提高员工销售能力的对策分析摘要在激烈的市场竞争中，“人员推销”成为酒店赢得市场竞争的必要手段，而员工作为企业重要的营销载体和客体，也已由简单的个体性存在发展成为企业重要的营销平台。从一线员工可窥企业全貌，员工的行为、举止、形象、言语等都构成了企业可资利用的重要营销空间和营销资源，但是在“全员营销”实践中，却有相当一部分员工与酒店营销的契合度不够，营销素养和积极性不高，严重影响了效果。因此，如何充分有效地发挥全体员工的营销作用，已成为酒店企业面临的重要营销课题。本文主要从酒店营销等理论着手研究，首先，分析营销的重要性及职责，以及人员推销的内在含义及在酒店销售中的重要性。其次，对酒店销售中存在的问题包括销售意识不强、销售技巧不高、管理人才水平偏低及不合理的营销策略等进行分析。最后，探讨经济酒店员工提高销售能力的对策。关键词：酒店营销；销售意识；营销策略Hotel staff increase sales capacityof CountermeasuresAbstractIn the fierce competition in the market,marketing staff as the hotel market competition to win the necessary means and the staff as an important marketing enterprise carrier and the object, but also by the simple existence of the development of individual enterprises become an important marketing platform. Employees can see from the picture business, employees, manners, image, speech and so pose a major marketing companies available space and marketing resources, but the full marketing, in practice, there are a considerable part of the hotel staff and Marketing fit enough, marketing quality and the enthusiasm is not high, seriously affected the results. Therefore, how to effectively play the role of the marketing staff, the hotel business has become a key marketing issue. This paper from the hotel, such as marketing theory to study, first of all, the importance of marketing and duties and marketing staff in the inherent meaning and the importance of hotel sales. Secondly, the hotel sales, including the problems that exist in awareness is not strong sales, marketing skills are not high, the low level of management personnel and marketing strategy, and so unreasonable for analysis. Finally, the economy of the hotel sales staff to enhance the capacity of countermeasures.Key words: Hotel marketing; Sales awareness; Marketing strategy目录1绪论12酒店营销概述32.1酒店营销的作用32.2酒店营销部的职责32.3酒店人员推销42.3.1人员推销的含义42.3.2人员推销的重要性53酒店营销现状及问题分析63.1酒店营销现状63.2酒店营销问题分析63.1.1销售意识不够强63.1.2销售技能有待提高73.1.3管理人员管理水平偏低83.1.4不合理的营销策略94提高员工销售能力对策104.1激发员工的销售意识104.1.1树立酒店的企业精神