飯店實用英語（第三版）Unit Fifteen

1、Unit FifteenWords & Phrasesstrategic adj. 戰(zhàn)略的tactical adj. 戰(zhàn)術(shù)的clientele n. 客戶disseminate v. 散布，發(fā)散damage control 控制負面影響sales call 銷售訪問corporate account 社團機構(gòu)客戶commercial account 商業(yè)客戶sales lead 營銷線索quota n. 定額prospect n. 潛在客戶floor plan 平面圖Words & Phrasesnostalgia n. 懷舊adjacent adj. 相鄰的solicitation n. 懇

2、求，爭取cold call 試探性銷售訪問sales blitz 突擊性銷售訪問，集中性銷售訪問in house prospecting 了解店內(nèi)客人情況inherent a. 內(nèi)在的，本質(zhì)上的testimonial a. 證詞性的Notes1. sales activities: internal selling and external selling，or inside selling and outside selling. Regardless of the selling context，salespeople will have one or more of the follow

3、ing specific tasks to perform: prospecting，targeting，communicating，selling，servicing，information gathering and allocating.2. Many hotel companies that recognize the importance of group business and the role that the sales staff plays booking hotel business have moved reservations from the Front Offi

4、ce to the marketing department.3. marketing research: the systematic and objective collection，analysis and evaluation of information about specific aspects of marketing problems in order to help management make effective decisions. It covers four main areas: product，customer，sales，and promotion.Note

5、s4. marketing plan: Most marketing plans will have the following sections: executive summary，current marketing situation，opportunity and issue analysis (SWOT)，objectives，marketing strategy，action programs，projected profit and loss statement，and controls.5. direct mail: Three new forms of mail delive

6、ry appeared in the 1980s: fax mail，e mail，and voice mail. Catalog marketing can also be a type of direct mail.6. Magazines have a longer retention life.: Trade magazines generally have less “waste” than customer oriented magazines.Notes7. Television，which combines sight，sound，and motion.:A variation

7、 of TV advertising that has repeat showing value is the emerging use of advertising on rented or purchased videocassettes.8. online marketing: a person can reach via computer and modem，e.g. Internet. 電子網(wǎng)上銷售。9. P/S mix: a component of marketing mix. 產(chǎn)品/服務(wù)組合。10. The months of the different seasons in hotel sales: the peak season (旺季) : May，September，October