酒店的市场销售部改革：海大酒店案例（b）论文

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1、酒店的市场销售部改革：海大酒店案例（B）论文摘要在中国加入arketingDepartmentconsistsofthreesubdepartments,i.e.,themarketingsubdepartment,thereceptionistsubdepartmentandtherecreationdepartment.Thethreesubdepartmentsareindependentofeachotherinsomedegree,buttheyaredependentcloselyintheangleoftheperformanceofth

2、emarketingofthehotel.Thethesisesencounteredbythemarketingsubdepartmentare:(1)Althoughthedepartmentconductsomereformsinthesalarysystem,butnotthoroughlyenoughtogettheincentiveoftheemployeestotrytheirbest.(2)Theemployeesarenot.Theymunicatetoolittle,andthereisnopetitionnorcooperatio

3、namongthem.(3)Themarketingemployeescouldhardlycatchupentinoursociety.(4)Thehotelisnotmarkedtothecostumersmarketanddidnottraintheirsalesclerks.(5)Therearesomeconflictsbetent,.freeloreobviousduringthevacations.Thesolutionssuggestedinthethesisare:(1)Thesalesclerksshouldbepaidfairly

4、;(2)Someneployeesshouldbeimportedinthesalesdepartmentaccordingtothehumanresourcesplan;(3)anagement;MarketingandSales;Reform;OrganizationalStructure;OperatingProcess.酒店的市场销售部改革：海大酒店案例目录摘要2Abstract5第一章引论81.1研究动机和目的81.2研究背景81.3研究范围101.4研究方法11第二章加入WTO：酒店业面临新环境132.1我国酒店业市场开放的现状及开放的承诺

5、132.2“入世”对我国酒店业的影响152.3“入世”后我国酒店业的应对措施172.4海大酒店：民族酒店业的缩影19第三章销售部的改革方案213.1销售部现存的五大问题213.2五大问题的解决方案243.3培训销售人员方案273.4市场营业部业务流程313.5销售部组织机构流程32第四章总台的改革方案334.1明确总台各部职能和工作内容334.2加大对总台的培训力度和建立奖罚制度354.3增强员工的归宿感和凝聚力。354.4为顾客提供个性化服务，为客人做到三心两意36第五章康乐部门的改革方案395.1康乐部门的理解和改革方案395.2康乐部门的组织机构

6、设计40第六章小结416.1思路回顾416.2主要结论42