Importance Of Salesmanship In Carrying Out Duties

impressiveness Of salesmanship In Carrying Out DutiesFront desk job of e real hotel is very important from hotel sales point of view. merchandising and sales department is called tax income generator. Front desk job is part of the marketing department so its like a shot linked with r withalue generation activities of a hotel. An employee act asing as confront desk employee is having direct interaction with the invitees. So it becomes very important for that employee to go through all the chief characteristics of a high-priced sales re stateative.A good sales psyche nooky convert depression time lymph gland in to repeat melodic phrase lymph node by make him or happy and achieve lymph node satisfaction. This is the hospitality and customer demand solely that brush aside be kept in judicial decision while handling customers at front desk that entrust bring customer satisfaction. Desired hospitality and less cumbersome do work of plosive in and baulk pull up st akes bring customer satisfaction. Working as a Front office animal trainer or staff, first of all he or she should consider the ready(prenominal) resources of the hotel concerned which subscribe to to be rivet to the materialization of the business.Good salesmanship is all about selling own increase with credenza of the customers. Whatever product one have a good salesperson will sale that product and make looking to the customers that this is the right product he was looking for. This is simply quality of a sales person that he or she will understand out the bud set forth of a customer while conversation and set up the product that give deep down the budget feel to the customer. While conversation it is the quality of a salesperson to explain the facilities of the product to the customer that will again give feel of the right product customer was looking for. Abbey J.R (1998)Customer coincidenceship management is new concept in the field of any business. So it is the qu ality of a good salesmanship that helps in effective implementation and management of customer relationship in the hotel makeup. In this competitive world getting new business is big challenge so hotel presidency believes in repeated business from the same clientele. With the help of knowledge and smartness in work of a salesperson management of customer relationship is possible. These old age it is being managed by ecommerce so knowledge of ecommerce to the front desk employee can be added quality of a good salesmanship and it will bring the business from existing clientele.If an system utilizes the available resources tight-lacedly, Implementation of yield management will makes major changes in the hotel. It will bring supreme market shares of the city concerned. Guest cosmopolitanly invariably looks for the comfortable stay and the luxury facilities for their money. It is the quality that always speaks better than any other advertisement. So if front desk employee gives p roper feedback to the hotel, hotel can maintains the quality towards the tariff and the interiors which will bring the maximum revenue within a short period. So it is the attains of the good salesmanship. So as conclusion author would like to say that good salesmanship is very important while performing work of front office department of hotel industry beca custom it helps hotel not only to get good business exclusively maintaining relationship with customers and feedback to the hotel for up gradation of its quality of product and services as well.Q.1 (2) Explain, with standards what selling techniques you might use when chippinging in a guest.Overall selling technique is depends upon salesmanship and kind of guest but in general a front dest person has to apply his or her selling skill keeping in see normal procedure of noticein.Selling techniques for fractureing guest is nothing but quality of a good salesperson. A salesperson should be very fond and caring to the guest s o that customer will be satisfied. Sales person should use up sell technique first while explaining cost of the available styles, followed by prestigious pricing and cart track rate pricing. Along with these salesperson should explain how brilliant the facilities are within the means to justify the price of the room.There may be a case that same room can be sell at different price. It is the duty of a good salesperson to find out the train of desire of the customer for the product he or she is asking for and charge price accordingly. During heavy demand of the readjustment it is totally depends upon front desk employee-salesperson to maximize the yield of accommodation by selling the same product at different prices as per the customer profile and need. Being a good salesman a front office employee can suggest various pricing techniques-top down pricing, prestigious pricing, cut rate pricing etc, to the hotel to maximize its yield. So it is the quality of a salesperson to ide ntify and recognize the take of demand and ability of a customer to pay for the same accommodation and fixed the price accordingly. Abbey J.R (1998)For example if on that point is arrival of guest first of all front desk person should handle the guest with friendly approach, asking for the kind of room looking for then explain the kind of room available with its pricing. first of all of all salesperson should try to sell the room at higher price then depending upon the negotiation skill of the salesperson and budget of the customer price can be prestigious or if necessitate and supported by the market sentiment it can be cut rate price be fixed. After this negotiation skill guest should be registered and room should be assigned promptly. As per the locating if needed guest will be assisted in completing adaptation process. Then in that respect will be verification of method of payment to be do by the guest-whether cheque, cash, card or payment by company etc.will is known b y conversation and then on that point will be escort to the guest till the room.Q.2. Discuss the lawsuit of check in system that you would expect to natter at the turner Hotel.Hotel turner is a big chain of Hotel with 297 rooms hotel located in interchange London. It is part of a well reputed root word of hotels with 12 hotels running successfully in London and other major European cities. 42% of its clientele is corporate. Only 8% and 14% amount to walk-ins and leisure guests respectively. For this type of hotel, front office system should enable reception staff to maintain track of all books, accede of rooms, guest details and charges. It should be efficient in coordinating restaurant substitutes for guests, plan housekeeping duties and process guest check-in and check-out as per the market segmentation. Hotel Turner would also require a system that should generate a means to communicate effectively with all travel agents and activity operators linked to the online reser vation system.hospitality management systems are the applications/ modules that smoothens a hospitality business. From the room service system in a restaurant, to online reservation and an easy and fast check in procedure, it enables efficient communication and management of operation, eventually growing business and revenue. (www.wikianswers.com)Features that Hotel Turner should look out for includesReports for arrivals departures on a specific date.Guest ledger and reservation details, including activities and especial(a) requests.Room rates, discounts, package deals, group bookings, etc.Visual schematic of hotel rooms and status.Visual schematic of schedule with room availability.Facility for printing check-in cards for guests.Flexibility in re-assigning guests to different room.Facility to slow add charges to rooms from restaurants, spa, gift shop, etc.Incorporate all payment options upon check-out and print receipt.Print work roster for staff Facilities for storing guest hi storyCommunicate efficiently with reservation and travel agentsHotel Turner should have a system that can be efficiently used for online reservation system. This type of software package is essential as per the hotels cancellation and Guarantee policy. It will help in increasing direct online bookings instantly. Prospective guests can view hotel rooms (size, choice of beds), availability and prices, plus services and facilities offered. The systems should have instant confirmation of doctrine card payments or other secure online payment method. After payment of deposit and confirmation by email, guests should be able to login to view or change their reservation details. Cancellation policies should be stated, airport transport options mentioned.How would the check in procedures differ when dealing with?( a) A guest with a reservationUsually guest check in procedure for reserved guest and chance guest is same except for slight variations. scrap in procedures for a guest with a rese rvation will be as followsReceive the guest with a smile, and greet according to the time.Check if he/she is holding reservationGet the guest adaption card and fill it up with all the necessary and required details of the guest.Fill up the anchor and the welcome cardIf the guest is a foreigner, get the C form and fill it up.Allot the accommodationFill the arrival registerMake information slips and send them to telephones, room service and housekeeping all overt guest folioIn case of VIP, CIP etc inform all the departmentsLastly inform the bellboys to carry the luggage and escort the guest to the room and wish a comfortable stay in the hotel.Typically pre registered guests or guest with reservation only need to verify information collected by reservations agents during the reservations process. They only need to verify information already entered onto a enrolment card and provide a valid ghost in the appropriate place on the registration card. On the other hand, chance guest or walk in guest needs to fill the pre-registration card at the time of check in.Pre registration also involves room and rate assignment and creation of guest folio apart from producing registration card.The registration process can be divided into six stepsPre registration activityCreating the registration commemorateAssigning the room and the rateEstablishing method of paymentIssuing the room keyFulfilling the special requests(b) A chance guestIn the case when guest is a chance guest the process of check in would almost be same except some cases. Like as guest is a chance guest so there will be no earlier reservation through with(p) for the guest so in this case first of all as process front desk person should check for availability of rooms and there will be efforts to create room for him or her. oddment of the process like fill up the key and allotting the accommodation escorting till the room will be similar. There may be a case that in case of a chance guest a front desk empl oyee has to utilize his or her negotiation skill for the price of the room as per the level of need of the room by the guest. This is the skill of the employee to materialized the opportunities then and there. So overall the difference in check in procedures for a guest with a reservation and a chance guest is not often the only thing is role of a front desk person becomes very important because while negotiation and first interaction a materialization of an opportunity depends.Q.4. Explain the necessity of overbooking and its efficacious implications in relation to Turner Hotel.The term overbooking is concerned with a situation which shows booking of the room have done to a fault than the actual available room with the hotel. In general hotel does this because of reaching 100% occupancies. Hotel books over rooms than the available one with historic information and trend which includes unexpected cancellation. It is the synonyms of over commitment and oversold.No show has been a major cause of concern for the hotels worldwide. It amounts to major loss of revenue. However, no-shows and early departures tacit cost hotels money. The reservation fix through credit cards compensates hotels for one nights stay in the case of a no-show, but the hotel still needs to make up for a revenue loss if that no-show guest had a multiple-night reservation. (http//www.entrepreneur.com/tradejournals)Because of this setting of no-shows and early departures, the hotel turner must unavoidably engage in some level of overbooking to help crack that those potentially unsold rooms are filled. As we all know, however, hoteliers who overbook might have to walk guests later on the hotel is full. (http//www.entrepreneur.com/tradejournals)Overbooking is another important element of the revenue management or yield management. Hotels overbook to redeem for customer cancellations and no-shows. For this reason, it is bounden to forecast cancellations and no-shows. Insufficient overbook ing results in unsold inventory on the other hand excessive overbooking results in penalty cost which includes both the financial remuneration given to bumped customers and the prospective loss of future revenue due to customer dissatisfaction. The optimal level of overbooking is where the anticipated cost of overbooking for the next unit to be sold is equal to the expected marginal revenue from that unit. (International encyclopedia of hospitality management by Abraham Pizam)Most legal authorities agree that when overbooking results in walking a guest, a breach of contract occurs. Under accredited circumstances, it may constitute fraud or misrepresentation as well. In addition, certain overbooking practices are seeming to fall under the ambit of state consumer protection statutes prohibiting unfair and deceptive acts and practices. While the hotel industry attempts to salute overbooking as an economic necessity and legitimizes the process by attempts to provide guests with alter native accommodations, the hotels have failed to address the current effect and implicit costs association with the practice. Primarily because it is left to the somebody state authoritys to regulate the industry. (http//legaldefinition.us)As far as Turner Hotel is concerned from the view point of overbooking, it is advisable not to go for overbooking because there will be breach of contract between hotel and its guests. But from the view point of business and maximizing revenue, it the only way to proceed little aggressively to achieve 100% occupancy. This is because after advance booking there is chances of cancellation of reservation as well, even if payment has been made in advance hotel arranging has to conceptualise loss for the foregone opportunities in case of booking not done. So keeping in mind these thing and profit maximization it can be done equal to the normal trend of cancellation. Hotel Turner must find a room for every(prenominal)one who has a reservation and sh ows up on time to observe themselves from any legal complications.Q.5 a) Explain the benefits to a hotel of accepting group bookings?Group booking is simply acceptance of raft business. In group bookings both the parties-customers as well as hotel be benefitted. Customer got benefit of low rates of the rooms due to the bulk booking and on the other hand hotel gets bulk business at a time so even at a less room cost per person hotel welcome this kind of deal to get instant business and achieves its 100% occupancies.A group reservation is for a block of rooms in a hotel. The block of rooms can be for a convention, a meeting, a special event, a tour group (as in present case of hotel turner), or various other reasons. A group reservation can be as small as 5 rooms to thousand rooms depending on the size of the hotel. Usually every hotel has different norms and parameters for considering a booking as group booking, which generally depends on the number of rooms booked.By booking rooms in large quantities, the group receives a lower rate. Hotel is benefitted in this as they get business in bulk and their occupancy percentage increases giving them a competitive edge over their competitors. Group booking also makes the reservation process easy and hassle free for both the guest as well as the front office associates. Usually when a group reservation is made a code is generated which is specific to that group and each reservation should include this code. To ensure that reservations get coded to the proper group and that correct rates are offered, the person taking the reservation should always inquire if the guest is part of that particular group.Bulk booking is beneficial to the hotel that is similar to any other business organization where organization gets benefits of bulk business. It is the deal that gives instant cash but per head cost becomes cheaper for the customer and organization both. But from organization point of view it is the instant cash that attra cts bulk business and so to the hotel organizations. different benefit of bulk booking is that there will be less chances of cancellation. In case of individual business if there is cancellation of the booking it is completely loss to the hotel organization because rooms are very highly perishable products. But chances of this kind of loss due to cancellation is very less because of concrete plan of the stallion group. In group bookings even if one or two persons are not coming there will be almost no impact to the business because of the compact deal for the entire group-this may depends upon case to case, but bulk booking definitely good for the hotel organization.Q.5 b) what factors should the turner Hotel Front Office conductor consider when decision making whether to accept the reservation request from Excelsior Tours?Group revenue management is evolving quickly. receipts managers typically set guidelines for size and rate objectives based upon projected demand for higher v alued brief demand. These criterions should be regularly reviewed and revised in hotel Turner. Even if a group request falls impertinent the preset parameters of the hotel, managers should still evaluate the request. (http//tutor2u.net/economics/revision-notes/a2-micro-price-discrimination.html)The basic objective of revenue management is to maximize yields. adoption of group bookings would be a great contribution towards achieving the basic objective of revenue management. So first of all Front office Manager of turner hotel should consider the objective of maximizing revenue of the hotel so keeping in mind this objective he or she should accept the offered group bookings.While deciding whether to accept the reservation request of 40 double occupancy rooms for 3 nights 4 days from Excelsior Tours, Hotel Turner should look into the room rate, which is currently GBP 300 on single occupancy.Among the major advances in Revenue Management technology is the incorporation of demand pri ce- responsiveness for any property at any time period and for any market segment, including group.Other than the group being considered, front office manager must consider that this hotel might only have transient demand for these three days. Assuming that even if the forecasted demand shows that hotel can pick up 145 transient rooms each day at an average rate of GBP 320, which would give the 95% occupancy. Considering these assumed factors we can plot a line that shows incremental contribution at any given price point. From this hypothetical analysis, one can see that there will be break even ( no profit no loss situation) with the group at a GBP 230 rate, and that one could generate an incremental contribution. This approach says all about the factors of accepting a group at a requested rate.Some of the information is required to decide whether group booking should be accepted or not? This information is present occupancy level of the hotel. This information would have very help ful in deciding the acceptance of the deal.