Sales and Marketing Plan

Sales Techniques

The main sales techniques are covered in the programme, together with actual sales activities by the entire management team, which in a 2 hour sales effort, has generated £75,000 of potential business. The methods are very effective.

Sales and Marketing Plans

A structured and carefully thought-through, month by month activity plan to decide what needs to be done and when and by whom. This will occupy no more than one A4 sheet per sector.

Sales Philosophy

Every member of the team has a selling role, true or false? We discuss and implement this with the team.

Product, Competitor and Sector Analysis

A detailed examination of the existing product, drawing up short and mid-term improvement plans.

Identify and analyse the competition in every aspect but especially in the areas of standards, pricing and success factors. Prepare a sales platform from this activity.

Examine all market sectors and draw up a priority and activity programme to build into the sales and marketing plan.

Pricing

Flowing from the business financial objectives, develop pricing strategies for each market sector.

USP

What is it?
Do we have one?
Do we need one?
Shall we invent/develop one?

Internet - Friend or Foe?

The internet can be a double-edged tool, but correctly used, it is ever increasingly vital to any hospitality business.

We will examine your web-site, decide how to add a direct booking facility (if required) and plan the role of the extra-net booking companies and how to use them to bring the best results to your organisation.

Power of the Internet

It is now said that hotels who do not have a website, from which internet bookings can take place, would not be in businesses. Internet booking agents (lastminute.com etc) can play a vital part to your sales. The programme will explain very clearly where to go to maximise these bookings.

Lead in times to market

This involves the law of timing, it is more often when promotions are carried out that makes them effective, rather than having as scattergun approach. The programme explains exactly the timings for when the promotions take place. The international tour market, for example, has up to 18 months lead in time.

In house

Develop a strategy for your team to maximise all house sales activity. This is the sales action that can have the most immediate impact on your bottom line.

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