【正文】 achievement to have the thing that shows strength most. the thing that there are a lot of afford for thoughts at the back of the number needs those who have deep arrangement to analyse, working in order to plete the sale that budgetary stand or fall will e to inspect a hotel simply is not objective. cite a the realest case: for hotel of absolutely large to home number, a few can the sale budget XX have to finish? and the sale outstanding achievement XX, most hotel can be overfulfiled, so, if use,calculated with example type last year, that growth range is certain and breathtaking. but, if take no account of XX “ sars “ element, the number XX and the number XX can not pare an import apparently. when inspecting hotel sale outstanding achievement, appear very easily on the number deviation or misunderstanding, especially when the number is good, easier forget oneself. we cite a case again: when the sale when the hotel, gop is overfulfiled, how much is the average that we think of to not was the same as the area, class that be the same as a star, hotel that is the same as dimensions? if everybody is to be on same standard, how should be we evaluated again to our outstanding achievement? about the brand. the brand image that there is not hotel him ignored now and brand effect, the action of the brand is not its simple exterior visual sense identifies a system already, bearing the weight of however concept of battalion of already of look forward to and behavior standard, a bit directer say, the brand represented everything of the hotel. it is very difficult to be summed up end of the year about what hotel brand works so do, a lot of hotels sense the possibility do not know how to start. normally, a few hotels pay close attention to may morely alleged “ hard “ index, for example the findings of the selection of the exposure rate of all sorts of media, guild and hotel oneself (questionnaire, random interview, plain the) such as feedback, adopt these so called objective approaches, understanding hotel brand is in client of general public, cause group medium impression. the result that believes these report go out can have certain conviction, but, staying merely still is insufficient hereat, because, to the evaluation of the brand, for example of the hotel famous degree with the united states praise degree, must hear the opinion of consumer. still having is direct client and indirect client the cognitive difference to hotel brand. for example, travel agent, meeting exhibits the pany indirect client that serves as a hotel, as a result of its self interest, the direct client that they often cannot organize on behalf of them objectively feedbacks to the hotel opinion。但是我們還要明白年度營銷工作規(guī)劃并不是行銷計劃，只是基于年度分析總結的策略性工作思路，具體詳細的行銷計劃還需要分解到季度或月度來制定，只有這樣才具有現實意義。由于部門人員少、任務重，故專業(yè)技能培訓不夠。下半年人員不足，市場體系失效。⒎市場主要競爭對手今年銷售表現“知彼知己，百戰(zhàn)不殆”這句話教會了我們很多的東西。今年的銷售終端形態(tài)形成漏斗型（即：市場廣泛開拓客源、銷售做好服務歸口），并向社會上的銷售雙軌制方向發(fā)展。同時固定客源增加到多個；⒋渠道模式變化及特點年的銷售以單個的主體為主，銷售的模式單一。正處在中心地帶的我們在地理上有得天獨厚的優(yōu)勢，今后要發(fā)揚并強化，如：加做從澳門山莊到賓館門前的路邊廣告等。回想年的總結中的種種計劃打算，感想良多！歸納總結如下：（一）本年度市場的整體環(huán)境現狀總結：⒈行業(yè)市場容量變化今年湯遜湖地區(qū)又新開了陽光海岸度假村及沃特豪斯別墅群、臥龍山莊。⒈目標導向營銷目標的擬定是來年營銷工作的關鍵。⒊與其他部門的配合與并賓館其他部門的配合比較好，在群策群力方面還應加強。⒉部門人員培養(yǎng)市場部現有人員名。尋找標桿企業(yè)的優(yōu)秀營銷模式，挖掘自身與標桿企業(yè)的差距和不足也是我們今年的主要工作。⒍消費者需求變化僅僅為客人提供住房服務、餐飲服務、娛樂服務已不能滿足會議市場需求。今年我們建立了業(yè)務分類整體直銷、旅行社及會議公司分銷、網絡統(tǒng)售的多重銷售模式。同時在銷售上注意路邊賓館環(huán)境吵雜的劣勢，隨時調整銷售策略。這使得整個xx地區(qū)的整體接待能力加強不少，同時彼此的競爭也加強了。三是銷售團隊建設亟待加強，培訓內容、方式陳舊，缺乏吸引力。三、強化管理，極力建設高素質的專業(yè)銷售團隊。二、抓好促銷，積極爭取餐飲銷售業(yè)績提升。每月召開銷售經營分析會，對上月的銷售經營數據進行對比分析，及時查找銷售工作中存在的問題，從銷售自身角度提出增加房餐收入的可行性經營思路，有依據、有計劃地調整酒店客源結構及銷售方向。1月份，與當地機場共同攜手開展“機場酒店延伸服務”，分別制作機場及酒店宣傳廣告牌，在機場出港大廳設置酒店免費咨詢臺，免費為出港客戶解疑答惑，并針對商務散客及網絡客戶推出機場免費接、送機服務、入住酒店乘客免費使用機場貴賓休息廳等個性化增值服務，開創(chuàng)了當地酒店的增值服務新紀元，得到了攜程旅行網及許多商務散客的高度贊揚，提高了網絡客戶的回頭率，推動今年散客及網絡房出租住間夜數的大幅增長。**年，作為銷售主管的我，深感市場競爭的巨大壓力，時刻以高度的責任感參與工作，克服了孕期種種不適，持續(xù)堅守崗位工作，直到8月份才不得不休假；12月份重回崗位后，繼續(xù)保持了飽滿的工作熱情，參與了新一輪的工作。一年來，在店領導的指導下，在各部門的積極協(xié)助下，我同銷售部的同仁們攜手共進，直面種種挑戰(zhàn)，拼搏工作，努力開拓客戶市場；雖然付出了艱辛的努力，但是實際經營指標與集團公司下達的總任務指標仍然相差多萬元，沒有完成好全年的經營任務，成為大家共同的遺憾。⒎市場主要競爭對手今年銷售表現“知彼知己，百戰(zhàn)不殆”這句話教會了我們很多的東西。今年的銷售終端形態(tài)形成漏斗型（即：市場廣泛開拓客源、銷售做好服務歸口），并向社會上的銷售雙軌制方向發(fā)展。同時固定客源增加到多個；⒋渠道模式變化及特點年的銷售以單個的主體為主，銷售的模式單一。正處在中心地帶的我們在地理上有得天獨厚的優(yōu)勢，今后要發(fā)揚并強化，如：加做從澳門山莊到賓館門前的路邊廣告等。酒店市場營銷工作總結與酒店市場營銷年終工作總結(多篇范文)匯編第 31 頁 共 31 頁酒店市場營銷工作總結酒店市場營銷工作總結（一）⒈