1. Sales Activities销售活动
a. Participate in sales activities by conducting sales calls and meeting with in house customers to strengthen relationship with customers, obtain market information and customers’ feedback.
通过拜访客人、会见住店客人，及时取得客人的意见和反馈，最终加强酒店与客人之间的关系。
b. Oversee the planning of all sales activities to make sure that there is appropriate sales coverage and effective customer service at all times.
制定有效的酒店销售活动计划，并且确保计划能够持续不断，合理有效的贯彻到客人的服务中。
c. Ensure all enquires received at sales offices are handled promptly and efficiently.
确保销售部门快速，高效地处理解决客人所有的要求以及询问。
d. To make certain that the sales team is constantly soliciting new business opportunities and obtaining sales leads through various sources such as newspaper, internet, TV etc.
带领整个销售团队通过报刊、杂志、网络等媒介持续不断的开发新的客源。
e. To monitor the quantity of sales activities to make sure that all sales associates are conducting sales activities according the set guidelines in number of sales activities per day and call volume etc.
通过有效的监督和管理，保证每个销售人员能够根据指定的销售计划和指示，每天执行一定数量的有效销售活动。
2. Account Management客户管理
a. To ensure that all information related to all accounts are recorded in Opera S&C and filed accordingly, and the accuracy of information in the systems is maintained at all times.
确保所有与客人有关的信息，能够准确的输入相关的Opera S&C系统和文件并且一直加以维护信息的准确度。
b. Assist in the set up on strategies and tactics for each account and ensure that all Marriott resources are appropriately used.
通过合理的运用万豪全球资源，为系统中的每一个客人制定合理有效策略。
c. Conduct account review and account audit to check on the information obtained for each of the accounts.
不断的回顾，审核每条新获得的客人信息。
d. Review Call Reports to ensure that all accounts are properly managed.
审核所有的客户访问报告以确保所有的客户被合理的管理。
e. Ensure that sales call plan is set up by all sales associates and the plan is efficiently used.
确保销售人员能够有效的制定并且执行销售访客计划。
f. To ensure that sales targets are set up for all sales associates.
为销售人员制定销售目标。
3. Sales Strategy Planning销售策略计划制定
a. Conduct weekly Sales Strategy Meeting to ensure all participants are sharing information on competitors’ activities, customer feedback and other market intelligence.
主持每周的销售策略会议，带领整个团队分享竞争对手酒店的动态、客人的反馈以及市场信息。
b. To lead the Sales Strategy team in setting up pricing and positioning for all market segments and the pricing and positioning for catering.
针对市场的不同划分，进行市场定位并制定价格，同时为宴会销售定位定价。
c. Regularly review the effectiveness of the Sales Strategy and make recommendations for changes if required.
有规律的回顾销售策略的有效性，及时的做出有必要的更改。
4. Train and develop all sales associates培养销售团队
a. Coach and counsel all associates to ensure timely rectification of performance. To make sure of disciplinary actions if required aim to assist associates in improving their performance.
定期的指导评估销售人员以确保及时地提高工作表现，并帮助销售人员能够不断的自我提高和发展。
b. To make sure that there is a SMART development plan for each associate to fortify strengths and overcome weaknesses. (SMART = Specific, Measurable, Achievable, Realistic and Timely)
根据“SMART”为每个销售人员制定个人发展计划，帮助每个销售人员扬长避短。（SMART = 特殊的，可量的，可达的，可实现的和时效的）
c. To ensure that there are guidelines and expectation set up for each associate and follow up on the progress
为每个销售人员建立工作指导方针以及期望达到的表现水平，鼓励员工不断进步。
d. Ensure that Director of Sales and Sales Manager conduct on the job training to all associates by arranging joint calls with sales associates and review with them their performance regularly.
确保销售总监和经理通过参与客人拜访，让销售人员获得工作上的培训，同时有规律的评估销售人员的工作表现。
e. To monitor the sales activities and make certain that all sales associates are conducting business according to the Marriott set guidelines.
确保所有的销售人员依照万豪设定的指导方针进行销售活动。
f. Conduct regular performance review for all managers and keep written record for future follow up.
定期的评估销售经理的工作表现，并书面记录存档。
g. To review and update all LSOPs related to sales and marketing whenever necessary.
回顾和更新所有与市场销售有关的LSOPs。
5. Fully utilize all Marriott Resources充分利用万豪全球资源
a. Ensure all sales associate cross sell sister properties when the hotel product does not fit into customers’ requirements or when customers have potential for other properties.
当本酒店自身的设施无法满足客人的需要或客人对万豪旗下其他酒店有潜在需求时，确保销售人员能够为客人推荐其他姐妹酒店。
b. Constant communication with market sales, alliance account team and GSOs to discuss on needs of the hotel and to ensure full coverage of all accounts.
持续不断的与全球销售中心，市场销售，以及客服联盟保持良好的沟通以确保所有客户得到完善的服务。
c. Make good use of Marriott Rewards as a key sales tool.
充分利用万豪礼赏作为销售工具。
