饭店实用英语（第三版）Unit Fifteen

1、Unit FifteenWords & Phrasesstrategic adj. 战略的tactical adj. 战术的clientele n. 客户disseminate v. 散布，发散damage control 控制负面影响sales call 销售访问corporate account 社团机构客户commercial account 商业客户sales lead 营销线索quota n. 定额prospect n. 潜在客户floor plan 平面图Words & Phrasesnostalgia n. 怀旧adjacent adj. 相邻的solicitation n. 恳

2、求，争取cold call 试探性销售访问sales blitz 突击性销售访问，集中性销售访问in house prospecting 了解店内客人情况inherent a. 内在的，本质上的testimonial a. 证词性的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. 电子网上销售。9. P/S mix: a component of marketing mix. 产品/服务组合。10. The months of the different seasons in hotel sales: the peak season (旺季) : May，September，October