Review Chapter 5

1. Describe the duties of the director of sales in a full-service hotel. - Director of sales, along with as many sales managers and sales representatives as are necessary to cover the files of previous guests and groups booked by the hotel, develop potential leads, and solicit business for the hotel.
- Reports to the general manager.
- Establishes and coordinates all efforts to obtain group business.
- Makes commitments to a convention or a group function.
- Works closely with advertising agencies in the development of all printed matter and promotional programs. In additional, a director of sales for hotels and hospitality works in the hotel or hospitality industry overseeing activities related to sales. Their primary goal is to make sure guests are satisfied and help solicit new or continuing business for the organization. They are in charge of ensuring their facility meets revenue goals in areas such as food, room rentals, and beverages; this typically includes overseeing not just guest rooms, but a banquet or rentable meeting space as well. They also have interactions with customers such as preparing information, receiving and responding to correspondence, and attending meetings before an event. A director of sales must be very versatile and be able to perform a variety of duties as needed. A director of sales typically works indoors, but may at times need to be outside to supervise a project. Usually, a director of sales works with the front-end staff of a hotel such as the valet and the front desk workers to ensure positive guest experiences. A director of sales for hotel and hospitality must have substantial experience in the hospitality industry. At least a bachelor's degree in marketing or a related field is also typically required. Typically, front-desk experience is needed as well. reference :
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