Copyright © 2006 Thomson Delmar Learning All Rights Reserved Selling Hospitality Chapter 17 Information Technologies and Sales Force Automation.

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Presentation transcript:

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Selling Hospitality Chapter 17 Information Technologies and Sales Force Automation

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Gaining Competitive Advantage through Technology The more you sell, the more paperwork you create in manual systems. According to a KPMG study, firms that adopt sales automation technology can expect an increase in sales by 15 percent, profits by 20 percent, and guest loyalty by 20 percent.

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Barriers to Adoption of Technology Perceived usefulness—improves performance Perceived ease of use Competitive pressures Customer influence Computer literacy Cost

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Time and Contact Management

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Time and Contact Management

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Room Control Logs

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Room Control Logs

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Inquiry Management

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Function Diary or Scheduler

Copyright © 2006 Thomson Delmar Learning All Rights Reserved BEO or Event Bookings Details

Copyright © 2006 Thomson Delmar Learning All Rights Reserved BEO Example of a BEO for a Dinner- Dance

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Master Billing Example of a Master Billing

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Forecasting and Catering Reports

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Forecasting and Catering Reports

Copyright © 2006 Thomson Delmar Learning All Rights Reserved Forecasting and Catering Reports