The sales department in a hotel is different as the main responsibility is to generate business via intense selling activities.
酒店的销售部门区别于其他部门，因其主要职责是通过大量的销售活动为公司带来业务。

In order to ensure that sales volume goals are met or exceeded, sales people must get involved in the following activities.
为了确保达到或超额完成销售量目标，销售人员需参加以下的活动。

First is Training and motivating     首先要受到培训和鼓励。

Next to the salesmanship training programs, salespeople are motivated by monetary rewards. In addition to salaries and regular commission, sales incentive programs and extra recognition to good performers are common practices in the sales departments.
参加完销售技巧的培训项目之后，可用金钱奖励来激励销售人员。销售部门对待出色的员工，除了给其固定薪水和正常佣金外，通常也会采取销售激励项目和额外表彰的做法来嘉奖他们。
Incentive programs are designed to reward for meeting or exceeding objectives and may include bonuses, merchandise or vacation trips.
制定激励项目是为了奖励员工达到或超额完成目标，其形式包括奖金、奖品或度假游等。

Second is scheduling and assigning accounts    第二是客户的规划及分配。

Scheduling salespeople involves analyzing the needs of the company and the strengths and weaknesses of individual salespeople.
合理分配销售人员意味着要对公司需求进行分析，并且了解每位销售人员的优势与不足。
It is important to choose sales people who can relate to the market segments they are selling to.
所选择的销售人员应能充分理解自己负责的细分的市场。
When assigning account responsibility, several factors such as the number of accounts, the geographical area and the market segments that will be covered by each salesperson should be taken in consideration.
分配客户职责时应当考虑一些因素，比如每个销售人员所负责的客户数量、地理区域及市场细分。
Once the account structure of responsibilities is determined then the most suitable salespeople are assigned accordingly to each account.
一旦确定了销售职责的客户结构，就可以根据每个客户来指派最适合的销售人选。

Third is supervising activities    第三是参与监督活动。

There are several approaches to supervising the efforts of the sales staff.  Reviewing weekly activity reports, testing on knowledge and skills, reviewing sales staff’s personal quotas are the major ways to make sure that salespeople performing for the best of their ability.
监管销售人员的工作成果有几种方法。主要包括每周检查活动报告，举行知识技能测试，回顾每个销售员工的销售额，通过这些方法可确认销售人员是否竭尽全力完成任务。

In order to ensure maximum efficiency, clear lines of communication and sales records must be established both within the sales office and with other areas of the company.
为达到最佳效能，不管是销售部门自己还是同其他部门之间都应保持清晰的沟通渠道，并建立完整的销售记录。

Regularly scheduled brief daily meetings, weekly staff meetings, monthly sales meetings, annual or semi-annual meetings have the objective of covering the business results and ensure that everyone is on the same page.
销售部门定期举行简短的日常会议，每周的员工会议，每月的销售会议，一年或半年的销售总会，意在共同回顾销售成果并确保大家步调一致。
Sales records are a vital part of the sales office’s communication system. They include call reports, booking forms, function book and guestroom control book.
销售记录是销售部门沟通系统中必不可少的组成部分。其内容包括拜访记录、预订表格、会议活动簿和客房管理记录。
These records are kept manually or electronically according the purpose of the business and maximum efficiency.
根据商家的需求，并且能获得最佳效率的同时，可将销售记录以纸质或电子的方式保存下来。

We will discuss selling to global audiences in the next section.
下一节我们将探讨针对全球目标受众的销售技巧。