Sales and Marketing
Chapter 3 : Managing the marketing and sales office
– 2 trends :
➢ the growth of acquisitions, mergers and consolidations. Many firms owning different brands
➢ marketing functions have been incorporated into sales. Trend called “revenue management”
I. The marketing and sales division
– GM can make a big difference in a property’s sales efforts by : making one phone call a day,
stopping in during site inspections, going on sales calls to top accounts, providing the “GM close”,
cultivating contacts one level up from the sales contacts in all key accounts,…
– Director of marketing : the head of the sales effort ; must have good financial and analytical skills,
communication skills with owners, asset managers, other stakeholders,…
– Market research coordinator : oversees the development of information regarding the history and
past performance of each account, analyze market trends and general consumer trends,…
– Director of advertising and public relations : coordinate all promotional materials and establish a
good public image for the property, help select advertising media for the property,…
– Director of revenue management
– Telemarketing director : supervises and manages the telephone sales staff
– Director of convention service
– Director of sales : works closely with the director of marketing. Is in charge of the sales office,
supervises sales staff, handle key accounts, assist salespeople when needed, prepares sales reports for
top management,…
– Sales manager : assign accounts to salespeople, monitor the progress of salespeople,…
– Assistant director of sales
– Salespeople or sales representatives : responsible for contacting, soliciting, and providing follow-up
