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Name - Htet Kaung

Section - (9)
Date - 12.1.2024
Lecturer Name - Tr. Theresa
Assignment Title - Chapter 3
Word Count - (1,515)
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1. In the hospitality industry, what would be the job title of a salesperson likely to be?

Sales Manager in the hospitality industry typically works to attract and retain clients,
negotiate contracts, and meet sales targets. They may also collaborate with marketing teams
to develop promotional strategies and attend industry events to network and generate leads. A
Sales Executive might have a similar role but often focuses on executing sales plans and
maintaining relationships with clients to encourage repeat business. Both roles involve a
combination of customer service, negotiation skills, and knowledge of the hospitality sector.

2. Effective salespeople should be able to study their property's strengths and weaknesses and
use their findings to benefit potential clients. What characteristic does this describe?

This describes the characteristic of "analytical skills" in salespeople, where they

assess a property's strengths and weaknesses to provide value to potential clients.

3. What characteristics of a successful salesperson’s best capture the ability to use a steady
and systematic selling approach and follow up consistently on their prospects and customers?
The characteristics that best capture the ability to use a steady and systematic selling
approach, along with consistent follow-up, include:
Organization: Successful salespeople are well-organized, managing their time
efficiently and following a structured plan to navigate the sales process.
Persistence: They demonstrate persistence in following up with prospects and
customers, recognizing that consistent communication is crucial for building relationships
and closing deals.
Adaptability: While maintaining a systematic approach, effective salespeople are also
adaptable. They can adjust their strategies based on customer feedback or changing
circumstances in the sales process.
Communication Skills: Clear and effective communication is key. Successful
salespeople can articulate the value of their product or service and address customer concerns,
fostering positive interactions.
Customer-Centric Focus: Prioritizing the needs and preferences of prospects and
customers is essential. A successful salesperson tailors their approach to align with the
interests and requirements of each individual client.
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4. What characteristics of a successful salesperson’s best capture the ability to manage their
time and sales territory and not waste effort on unproductive activities and accounts?
The characteristics that best capture a successful salesperson's ability to manage time
and sales territory efficiently, avoiding wasted effort on unproductive activities and accounts,
include:
Time Management Skills: Successful salespeople prioritize tasks, set realistic goals, and
allocate time effectively to focus on activities that contribute to sales success.
Strategic Planning: They develop a clear strategy for managing their sales territory,
identifying high-potential accounts, and avoiding spending unnecessary time on less
promising leads. Targeted Prospecting: Effective salespeople target their prospecting efforts
toward accounts with the highest potential for success, avoiding unnecessary energy
expenditure on less likely prospects.
Qualification Expertise: They have a keen ability to qualify leads quickly, distinguishing
between prospects that are likely to convert into customers and those that may not be a good
fit.
Data Utilization: Successful sales professionals leverage data and analytics to assess the
performance of their efforts, allowing them to refine their approach and concentrate on the
most productive activities.
Adaptability: Being adaptable enables them to adjust their strategies based on feedback and
changing market dynamics, ensuring that their efforts remain aligned with sales objectives.

5. What information is typically found in a property fact book?

A property fact book usually has important details about a property, like its address,
who owns it, how much it cost, and if there are any rules about how it can be used. It also
includes information about things nearby, like utilities (water, electricity) and the general
condition of the property. This book helps people understand everything they need to know
about the property before making decisions, like buying or selling it.

6. What training technique would a director of sales use to enhance the time management
skills of the sales staff?
Sales director might organize workshops to teach the sales team how to manage their
time better. In these workshops, they would cover practical skills like setting priorities,
planning, and reaching goals. They might also use tools like customer management software
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to help with organizing tasks. The goal is to help the sales team practice and apply time
management skills in their daily work.

7. What is one of the purposes of sales incentive programs?

One of the purposes of sales incentive programs is to motivate and reward salespeople
for achieving specific goals or targets, encouraging them to perform at their best and
contribute to the overall success of the sales team and the company.

8. At which sales meetings would it be most appropriate to discuss prospects, bookings, and
service procedures?
It would be most appropriate to discuss prospects, bookings, and service procedures
during regular sales team meetings or sales planning meetings. These sessions provide a
dedicated space for reviewing and strategizing about potential clients (prospects), existing
bookings, and the procedures related to delivering services effectively. This ensures that the
sales team is aligned, informed, and can collaborate on optimizing their approach to securing
bookings and delivering quality services.

9. What information is included in a hotel sales office's function book?

Hotel sales office's function book includes important information about events
happening in the hotel. This might cover details like:
1. Event Information: Dates, times, and reasons for events like meetings, weddings, or
conferences.
2. Client Details: Contact information and specific needs of the clients or groups organizing
the events.
3. Room Reservations: Information on booked rooms, such as how many and what types.
4. Food and Drinks: Details about catering services, special dietary requests, and banquet
arrangements.
5. Audiovisual Needs: Information on technical setups and equipment required for
presentations or entertainment.
6. Billing and Payments: Pricing details, billing arrangements, and payment schedules.
7. Setup Instructions: Guidance on setting up event spaces, arranging furniture, and other
logistical details.
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8. Contracts: Copies of agreements between the hotel and clients, outlining terms and
responsibilities.
9. Special Requests: Any unique requests or considerations made by clients for their events.
10. Event Schedule: A timetable of activities, including breaks and transitions.

10. What is a guestroom control book?

Guestroom control book is a manual or electronic record used by hotel staff to

manage and monitor the status and details of guestrooms. It typically includes information
such as:
1. Room Status: Indicates whether a room is vacant, occupied, reserved, or out of order.
2. Guest Information: Details about the current occupants, including names, check-in/check-
out dates, and special requests.
3. Housekeeping Notes: Information related to the cleaning schedule, maintenance
requirements, or special requests for housekeeping.
4. Maintenance Requests: Records of any reported issues or maintenance requests for a
specific guestroom.
5. Special Instructions: Any unique instructions or preferences provided by guests during
their stay.
6. Room Amenities: Details about the amenities and services available in each room.
7. Key Information: Status of room keys or key cards associated with the guestroom.

11. Jennifer works in a non automated hotel sales office. She needs the telephone number of
Widget Works, Inc., to firm up a tentative booking at the Convention Center Hotel. The most
efficient way to obtain the telephone number would be to access what paper-based files?
In a non-automated hotel sales office, the most efficient way for Jennifer to obtain the
telephone number of Widget Works, Inc. would likely be to check the paper-based files that
contain records of potential clients or companies. These files may include details about
corporate clients, their contact information, and any relevant notes or correspondence
regarding bookings. The file system could be organized alphabetically or by company,
making it easier for Jennifer to locate the information she needs.
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12. In a sales office, what is a trace file is used for?

In a sales office, a trace file is a form that salespeople use to document information
from sales calls. Trace files are activated on the appropriate date and are displayed until they
have been completed.
A trace file can also be a collection of traces. CTS generates trace files based on services and
transfer cycle.
A trace file can also be used to perform a step-by-step examination of the execution of
application commands and determine when errors occur.

13. Using information from routine sources (guest folios, registration cards, customer
surveys, etc.) to build relationships and market the property's services most effectively is
commonly referred to as ____________.
Using information from routine sources to build relationships and market the
property's services most effectively is commonly referred to as "customer relationship
management" (CRM).

14. In a hotel sales office, what report would a sales manager use to review a salesperson's
booking activity by market segment during a specific time period?
Sales manager in a hotel sales office would likely use a "Booking Activity by Market
Segment Report" to review a salesperson's performance within a specific time period.

15. A hotel's "yield" is based on a simple percentage that compares:

Hotel's "yield" is a way to see how much money it's making compared to the most it
could make. It's like looking at the actual earnings versus the highest possible earnings,
shown as a percentage. This helps understand how well the hotel is using its opportunities to
make money.