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酒店人员推销要有怎么样的素质?

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来源:【人和时代·中国】vi标志设计公司 发布时间:2012-06-10 16:00:40 查看次数:

酒店人员推销要有怎么样的素质?
    酒店人员推销是酒店促销最为重要的工具之一。它是指酒店利用人员通过与客人的接触向其推销产品和服务的促销方式。推销的最终结果取决于推销人员的素质、推销计划与推销过程中的技巧运用。
1.推销人员的素质
   (1)积极的职业态度
    积极的职业态度包括以下几个方面:首先,正确地认识自己,只有正确认识自己,才能了解他人,而了解推销对象是推销成功的基础。要勇于承认自己的过错,不抱怨客观,而且要时常反省自己,以便更深入的认识自我;其次,正确地认识推销工作。推销不仅可以推动酒店产品的销售、满足客人的需求,而且,也能充分发挥自己的聪明才智,实现自我价值;再次,正确对待挫折。推销工作中经常遇到的挫折是客人的拒绝,没有遇到拒绝的推销是不正常的,拒绝只是客人一种本能的保护性反应,只要推销人员树立信心,在尊重客人的基础上,运用相关的知识和娴熟的技能去推销,成功的路就在脚下。
   (2)营销导向心态
    酒店推销人员推销时的心态,对言行举止和与客人的关系都会产生影响。推销过程中,不同的推销人员会表现两种不同的心态:第一种是推销导向心态,“我必须尽全力推销成功”;第二种是营销导向心态,“我来是帮助您解决问题并满足您的需要”。推销导向心态体现在行为上就是以自我为中心,采取形式上的主动,强调本酒店vi设计的产品服务如何优良等;营销导向心态则以客人为中心,聆听并关心客人需要什么,强调自己的产品能给他带来什么好处并向其推荐购买机会。以客人为中心是成功推销的保证。
   (3)相关的知识
    酒店推销人员一定要具备与所推产品和服务相关的各种知识,如产品的生产过程、产品的优点、功能等;要熟悉自己酒店的历史、战略目标、财务政策、部门设置和主要产品的销售地位以及酒店的主要设施问题;要了解相关的法律法规,尤其是涉及消费者权益的内容,以保证推销行为在法律允许的范围内进行;要掌握社交和礼仪知识,以指导自己的实践活动。
   (4)娴熟的推销技能
    酒店推销人员只有掌握娴熟的推销技能,才能够有效地与客人沟通,清楚地表达自我,介绍产品,从而促成交易。
The hotel staff to sell the how the quality?
    The hotel staff to sell one of the most important tools in hotel promotions. It refers to the hotel through contact with the guests to sell products and services promotions. The final result depends on the quality of sales personnel, marketing skills to use in marketing planning and marketing process.
1 sell the quality of personnel
   (A) positive and professional attitude
    Positive and professional attitude, including the following aspects: First, a proper understanding of their own, only a correct understanding of themselves, to understand others, and understanding the basis of marketing object is to sell successfully. The courage to admit their own fault, do not complain about the objective, but should always reflect on their own, so that a better understanding of the self; Secondly, a proper understanding of the marketing efforts. Sell ??not only promote the hotel product sales to meet the needs of the guests, but also give full play to their wisdom, to achieve self-worth; again correctly deal with setbacks. Often encountered setbacks in marketing efforts is the rejection of the guests, not encountered refusal to sell is not normal, and refused to just guests an instinctive protective response, as long as the sales staff confidence, on the basis of respect for the guests use knowledge and skill of the skills to sell the road to success is at your doorstep.
   (2) marketing-oriented mentality
    Hotel sales staff marketing mentality, demeanor and guests will have an impact. Selling process, sales personnel will show two different state of mind: the first is a market-oriented mentality, "I must make every effort to marketing success"; second is marketing-oriented mentality, "I'll help you solve problems and to meet your needs. Market-oriented mentality is reflected in behavior, self-centered, to take formal initiative to emphasize how good products and services of the hotel; marketing-oriented mentality while the guests as the center to listen to and care about what guests need, stressed that their products can What are the benefits brought him to recommend buying opportunity. Guests for the guarantee of a successful marketing.
   (3) knowledge
    Hotel sales personnel must have the products and services are pushing a variety of knowledge, such as the production process, product advantages, features; to be familiar with the history of their hotel, the strategic objectives, financial policy, the department set and the main products sales position and the main facilities of the hotel; to understand the relevant laws and regulations, especially involving the interests of consumers of content, in order to ensure that the marketing behavior to the extent permitted by law; to grasp the social and ceremonial knowledge to guide their practice .
   (4) skilled marketing skills
    The hotel sales personnel only to master the skillful marketing skills, be able to effectively communicate with the guests to express themselves clearly, introduce products, which led to the transaction.


 

(版权所有:转载请注明来源于【人和时代·中国】 http://www.rhtimes.com 作者:先锋)


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