酒店如何有效发掘客源（How can the hotel effectively tap the tourists）.docVIP

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酒店如何有效发掘客源（How can the hotel effectively tap the tourists）.doc

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酒店如何有效发掘客源（How can the hotel effectively tap the tourists）

酒店如何有效发掘客源（How can the hotel effectively tap the tourists） How can the hotel effectively tap /glyy/yxch/ppyx/201202/38745.html? Only when sales staff face potential business customers, have the opportunity to really carry out sales activities. Therefore, effective excavation of tourists is a key link in the sales process. 1 possible customers or prospective customers In order to take advantage of sales opportunities, sales staff must conduct a detailed analysis of the market. This can help sales staff correctly identify potential customers (i.e. those who need hotel services or facilities). After collecting sufficient information, the sales staff can correctly evaluate the business return of the sales activities and identify the most potential customers. 2 explore potential customers Sales opportunities often occur, and sales people must be in a position to identify potential customers who offer sales opportunities. Possible customers are divided into the following three kinds: Existing customers Past customers Did not spend in hotel and customer? 1) existing customers This kind of customer provides us with many business opportunities. We should not only let them come to the hotel again, but also increase their consumption, introduce new facilities and new services of the hotel. For example, a large local company holds annual meetings in wine every year, and they may also need to arrange accommodation and entertainment for their clients, offer training courses, organize staff activities and social activities. 2) past customers Customers in the past refer to customers who used to spend in the hotel, but now no longer come to the hotel. Obviously, we have to find out why this kind of customer doesnt come to the hotel any more. They used to need our hotel service, and maybe thats what it is now. As long as we find out why, its possible to win back the customer. In search of the cause, We must ask the following questions: Has the A. customers needs changed? Is there any