1、,Unit 10 Sales Department,Think carefully and try to answer the following questions: 1. What are the main duties of the Sales Department? 2. What qualities should a good salesman have?,Mr. John is calling the Sales Department of Hilton Hotel to make an appointment with the sales manager. He has some

2、thing important to discuss with the manager. Unfortunately the manager has gone out for the meeting and the secretary takes a message for Mr. John to the manager.,Complete the dialogue with your partner and then read it.,S: Good morning, sir. _? J: Yes, _. S: Oh, sorry, _. Would you like me _? J: Ye

3、s, Id like to make an appointment with him as soon as possible. S: _. Is this Friday OK for you? J: No, _ and I wish to discuss it with him immediately. S: _. J: Will you let him call me when he finishes? S: Yes, of course and may I _? J: My number is_. S: It is _, am I right? J: Yes, it is right an

4、d I really appreciate your help. S: _. J: Bye-bye.,May I help you,I want to see your manager as soon as possible,he is not in the office right now,to take a message for him,OK let me have a check,it will be too late,I am sorry that he is out in a meeting now,have your number13811134567,

5、You are welcome and bye,Make three dialogues with your partner according to the following situations.,Miss Wang, a travel agent, is calling to make an appointment with the sales manager on an arrangement of an exhibition, but the manager is so busy seeing a sales representative and cannot talk to he

6、r right now. The secretary explains the case and leaves a message for the manager.,The sales manager Li is calling a travel agency to recommend the hotel and soliciting reservations. Mary, the travel agent, asks details about the hotel and its room rates to reach an agreement.,Mr. Scarf, a travel ag

7、ent, calls on the sales manager of a hotel to check the terms for serial group preferential rates and asks about the cancellation charges. The manager Wang explains in details and gets cooperation with the travel agency.,1. 我們希望以后可以和你們長期合作。 2. 我想約見一下你們的銷售經(jīng)理商討一下訂房的事情。 3. 我們飯店一般對旅游團(tuán)體有優(yōu)惠價。 4. 我們想和您討論一下

8、具體條款。,We hope to cooperate with you for the far future.,I wonder if I could make an appointment with your manager to discuss the room reservation.,There will be a preferential rates to the serial groups to our hotel.,We want to discuss the detailed items with you.,5. 一般會議房間預(yù)訂是需要交納一定押金的。 6. 對于系列團(tuán)和老顧客

9、，房間的價格是可以商量的。 7. 通常來說，取消房間預(yù)訂客戶是不需要賠償?shù)摹?8. 銷售部經(jīng)理要負(fù)責(zé)所有的飯店客房銷售工作。,The room rates can be discounted for serial groups and long-term clients.,Usually it requires deposits to confirm the conference reservation.,Generally speaking, there is no payment to cancel the reservations.,The sales manager should be

10、 responsible for all the guestroom sales.,1. What is the main function of the Sales Department for the hotel?,It will guarantee a rather satisfactory occupancy rate for the hotel during a long course at least a few weeks. Through cooperation with travel agencies and other communities, it will establ

11、ish a firm and stable relationship with guest circles.,Answer the following questions according to the text.,2. Why is the cooperation of various departments so important for the hotel?,In fact, any service provided by the hotel will require more than two departments to get involved in. The joint ef

12、forts are the only way to assure nice service to the customers. Failure on any department or any personnel will result in the service of unsatisfactory and disappointing.,3. Usually what can a Sales Department do to attract more customers?,Usually it gives preferential rates to those clients who hav

13、e a long- term-basis relationship with the hotel and meanwhile the Public Relations Department will never stop soliciting comments and suggestions from the guests to improve the quality of its service and set up a better image.,4. What is the typical working process of the Sales Department?,For exam

14、ple, the sales manager will sign an agreement with pointed client and make related arrangement about the time, the style and the special requirements, but the set-up of the rooms, preparation and service for a buffet or a cocktail party and all the decorations will be completed by other departments

15、from the hotel.,5. What qualities should a good salesman have?,In order to be a qualified salesman, a nice personality of conscientious, cooperative and self-motivated is strongly demanded. He/She should be willing and quick to learn, get ready for the challenge all the time and possess nice interpe

16、rsonal relationships.,1. ( ) An efficient Sales Department will bring much profits to a hotel than any other departments. 2. ( ) The Sales Department should establish a nice relationship with travel agencies and other communities. 3. ( ) Usually a hotel gives preferential rates to those long-term-ba

17、sis clients. 4. ( ) Cooperation and coordination among different departments in the hotel is not important for the Sales Department. 5. ( ) Any mistake in the process of sales promotion will lead to the loss of the hotel.,T,T,T,F,T,Decide if the following statements are true (T) or false (F) accordi

18、ng to the text.,1. What does the business circle of hospitality include? A. Travel agents. B. Tour operators. C. Hotels. D. All of the above.,Choose the best answer.,Part Further Reading,D,2. Which of the following is NOT provided by the travel agencies to the tourists? A. Directions to destinations. B. Methods of transportation. C. Accommodations. D. Life insurance for the tour.,D,3. Where does the income of a travel agency come from? A. Commissions as a middleman. B. Airplane ticket reservation fees. C. Hotel guest