VIET NAM GENERAL CONFEDERATION OF LABOR

TON DUC THANG UNIVERSITY

FACULTY OF BUSINESS ADMINISTRATION

MID TERM REPORT 30%

CAREER ORIENTATION IN HOSPITALITY

TOPIC: Describe the operational activities in Sales and

Marketing Department in Pullman Saigon Centre Hotel

Supervisor name : MBA. Vu Thi Hong Nhung

MBA. Le Nguyen Ngoc Thanh
Student name : GROUP 3

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 Ho Chi Minh city, ……. 2021

TON DUC THANG UNIVERSITY

FACULTY OF BUSINESS ADMINISTRATION
*************
MIDTERM EVALUATION FORM
CAREER ORIENTATION IN HOSPITALITY
ACADEMIC YEAR 2021-2022

Topic ...........:
....................................................................................................................................
Group: .........
EVALUATION:
N
CRITERIA FOR MAKRING SCALE MARK NOTE
o
1 Contents 5.0
- Part 1: Overview of the hotel (1.0)
+ History of establishment and development
+ Field of business
+ Hotel’s points of sales
- Part 2: Overview of department (1.5)
+ Overviews
+ Roles of department in hotel
+ How to operate activities in department
- Part 3: Job opportunities in department (1.5)
+ List all the job titles
+ Describe and analyze the requirements for that
job titles
+ Income
- Q & A (1.0)
2 Presentation performance 3.0
- Presentation skills (1.0)
+ Clearly, loudly, excellent English (All of the
presenters);
+ Confident, dynamic, creative
- Proactive interacting (1.0)
- Team work (0.5)
- Time control (0.5)

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 + Presentation (20 minutes)
+ Q&A (15 minutes)
3 Slides design 2.0
+ No spelling and typing & font mistakes (0.5)
+ Brief and consist contents per slide (0.5)
+ Pictures, charts and table are well formatted
(0.5)
+ Attractive & creative (0.5)
TOTAL 10.0

Marks: ...................(rounded to 1 decimal digits)

Day………… Month………. Year 20….

Supervisor

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** GROUP EVALUATION FORM:

Evaluator: Tran Que Nhi

Group Evaluatio
ST Student Assigned Percentages
discussion n Signature
T name Tasks (%)
(%)
1 Tran Content: 80%
Que Nhi Part 1, 3
2 Vo Presentation. 80%
Thanh Quiz game
Kim My
3 Nguyen Content: 80%
Vu Hai Introduction,
Part 2,
Conclusion
4 Huynh Power point, 80%
Minh Quiz game
Khoi

** TABLE OF CONTENTS:
- Introduction
- Presentation’s contents
- Part 1: Overview of the Pullman Saigon Centre hotel
+ History of establishment and development
+ Field of business
+ Hotel’s points of sales
- Part 2: Describe the operational activities in Sales and Marketing department
+ Overviews
+ Roles of department in hotel
+ Describe the operational activities in department
- Part 3: Job opportunities in Sales and Marketing department
+ List all the job titles
+ Describe and analyze the requirements for that job titles
+ Income
- Conclusion

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 REPORT’S CONTENT
Introduction
The topic is “Describe the operational activities in Sales and Marketing Department
in Pullman Saigon Centre Hotel”. The content will include history of the hotel brand,
the operation activities in Sales and Marketing Department with the role, overviews,
duties, and the summary of job opportunities.
Part 1: Overview of the Pullman Saigon Centre hotel
Formed by AccorHotels group in 2007, Pullman Hotels and Resorts is one of the
Luxury Brand Collection beside Raffles, Sofitel, Fairmont, and MGallery.
The name Pullman - with the first purpose of giving railroad travelers an upscale
service by organizing new experiences with sleeping trains, Pullman Company -
inspired by George Pullman, became famous in the United States and in the 1900s,
CIWL based on it then introduced the Pullman wagons in Europe. After fully acquiring
CIWL, AccorHotels group regenerated the luxury Pullman hotel brand and released it
in 2007 for the world. After 14 years of operation, Pullman Hotels and Resorts is one
of the most famous names in the luxury hotel field, with 3.500 branches in 92
countries.
Appeared in Vietnam around 2012, until now, this hotel brand has been located in 5
of the biggest cities which have lots of tourist attractions (Hanoi, Ho Chi Minh, Da
Nang, Phu Quoc and Vung Tau).
Pullman Saigon Centre was inaugurated at Ho Chi Minh in September 2013, located
in 148 Tran Hung Dao Boulevard, District 1, Ho Chi Minh city. It mostly serves
businessmen and has convenient services with a 5-star system, giving customers the
greatest experience and the best infrastructure. Located at the heart of the city, the hotel
is surrounded by Ben Thanh Market, Duc Ba Church and takes only 20 minutes to Tan
Son Nhat Airport.
With a lot of services and treatments, such as Room and Suite system with 6 types
of rooms (Superior room, Deluxe room, Executive room/suite, Pullman signature suite
and Presidential suite) serves for different demands. There are also luxury restaurants,
bars, meeting rooms, spa and fitness places giving you the best experiences during your
stay. It is totally worth paying for all the best things you can enjoy.

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Part 2: Describe the operational activities in Sales and Marketing department
Overviews
These days, hotels are maintained by many departments and especially the Sales and
Marketing Department. Many hotels belong to large corporations such as Accor,
Marriott, ... and in order to win the profit, they should be able to beat other competitors
in the marketing game, whoever’s the winner will get the customers. Sales and
Marketing - a department which is responsible for introducing and selling the
company’s products. It includes business operations and sales processes that help
distribute products efficiently, support strategies and accomplish business oriented-
goals.
Sales and Marketing Department has to always detail information related to
customers to improve productivity and efficiency in sales activities. However, Sales
and Marketing can occasionally be in conflict when two fields have different streams
of thought. Therefore, a leader must know how to combine both parts so that they can
co-ordinate, share more ideas and improve the hotel’s strength in the market.
Roles of department in hotel
Sales and Marketing is an indispensable division of the hotel and like a great role in
marking the hotel’s development. However, Sales and Marketing are not 100% the
same and many people don’t recognize the differences between them.
First of all, Sale is a department that implements activities that sell products to the
market. And at the same time, it convinces customers of the products and brings
revenue to the hotel.
On the other hand, Marketing is responsible for researching all issues related to the
market, informing customers about the products, stimulating their purchasing needs
and developing the brand for the hotel.
As mentioned, disagreement between the two sometimes cannot be avoided. And the
reason is because of the thought of Marketing taking the lead, being the one who
outlines the direction, the long-term strategy for the whole hotel, thinking salesmen are
like “chatty dealers”, only do the job to reach the target without much brainstorming.
On the contrary, salesmen believe they make up the main profit, strengthen the hotel’s
standing in the market. Without them, the investment for marketing campaigns is
wasted. Having the thought that the success of the brand relies on the “hardship” of the
salesman and the markers are always waiting for that. The contradiction will only be
worse when the development of the hotel reaches its peak or goes downhill.

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 In the end, the solution to achieve the goal is that the hotel should have a chief who
are able to create a chemical reaction between the two departments. From then, the
collaboration of Sales and Marketing will improve the development of the hotel.
Describe the operational activities in department
a) The role of marketing with business:
Developing the business:
- Planning and flexibly using Marketing strategies to increase customers’
consumption of goods and services of their units.
- Competing with other opponents, establishing a solid brand position and creating a
turning point to dominate the market in the future.
Help increase revenue:
- Generate profits to help business not only survive but also have a foothold in the
market.
- Bringing high profits and creating favorable conditions to launch new products to
the market to reach customers efficiently.
Building relationship with consumers:
- Understanding the customers’ needs and desires to search for the best way to reach
their satisfaction.
- Creating impressive images of the brand, providing accurate information and
helpful manual of the products
b) The role of Marketing for customers:
- Bringing a lot of value and new experience to customers.
- Aiming to satisfy needs and wants of customers by listening to all feedbacks and
suggestions about the goods and services and researching on better solutions.
- Studying behaviors to help create new products and services for various demands
- Providing accurate image, helpful manual and detailed description.
- Making reasonable comparison between products based on different needs as well
as from different aspects to recommend the best choice.

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c) The role of Marketing for society:
- Improving people’s quality of life by creating products and services to fulfill the
needs of consumers.
- Saving time and costs for both businesses and customers.
- Improving the efficiency of wholesale and retail stages and combine multiple
distribution channels.
- Keeping up with current scientific and technological advances.
Part 3: Job opportunities in Sales and Marketing department
With one of the most famous hotel brands like Pullman, the input standard will
require numerous things. But if we are eligible and have a good CV, the job
opportunities will be an extended way.
Director of Sales & Marketing (DOSM)
Description:
This position is the most important in Sales and Marketing department; not only for
human resources management, but also control the finance and lead all the department
to finish all the targets and plans go as plan.
- Promoting the hotel to achieve optimal sales at the best possible conditions for the
company to update with the market.
- Identifying business potential and upkeeping close contact with former and
potential clients.
- Accomplishing goals and to adhere to quota as set out in the marketing plan.
- Developing and fostering good rapport with the public, clients and members of the
trade in an effort to ensure and promote a good image of the hotel.
- Ensuring all sales advertising and public relations efforts provide optimum profit
returns.
- Ensuring a good atmosphere and efficient co-operation in the department; the
training provide coworkers with improved skilled and that it remains in accordance
with the service, the hotel norms.
Requirements:
Such heavy responsibility requires highly in experiences, capacity and
professionalism.

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 - Bachelor’s degree or Diploma in Sales & Marketing, Hotel Management, Business
administration or related field preferred.
- 3 years of relevant experiences or an equivalent combination of education and
work-related experiences.
- Languages: fluent in the national language, English and a 3rd language would be a
plus
Income: can be negotiated.
Sales Manager Corporate
Description:
This job is one of the best with a lot of benefit when we have to work in the Sales
department (which usually called “the locomotive” in hotel). The person who can
handle this position must require the presentation skill, communication skill also have
to has passion with sales job.
- Developing and implementing a business plan for top accounts.
- Being responsible for Corporate Room Sales for the hotel.
- Conducting daily sales calls and arrange site inspection trips to hotels by corporate
clients.
- Acquiring and developing new business accounts and preparing sales proposals for
clients.
Requirements:
- Degree in Hotel Management school, or general Business school
- At least 02 years’ in experience in the in Sales Executive in a hotel environment,
has experience in Accor Group in an advantage
- A clear understanding of hotel industry is necessary as well as analytical
capabilities, experience in study cases, market research and studies with
mathematical background.
- Communication skills: PowerPoint, Word, Outlook
- Languages: Local language and a good level in English.
Income: can be negotiated.

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Marcom Executive
Description:
The word “Marcom” seems to be strange with some people, but it can be understood
easily. “Marcom” is a terminology, which represent for Promotion in 4P (Product-
Price- Place- Promotion). “Marcom” (or “Marketing communications”) includes
advertising, personal selling, direct marketing, sponsorship, communication promotion
and also PR.
- Ensuring daily management and handling of enquiries via the hotel’s social
channels, engage with users.
- Developing and implementing social media campaigns to enhance social
engagement and brand awareness.
- Being creative with images and videos for social exposures with upmarket tools,
producing content.
- Ensuring implementation of social projects be in line with the brand standard,
tracking and creating good relation with social media influencers.
- Managing and ensuring the success and relationship of the hotel’s social media
agencies or vendors when necessary.
- Assisting with the planning of marketing strategies to help drive traffic and
engagement to the website, keep up to date with social media trends
- Being present at related events inside also outside the hotel
Requirements:
- BA degree in Business, English, Journalism, Media or a similar subject (or
relevant experience)
- A passion for all things digital, creativity, independent, flexible, good problem
solving
- Experience in building social media communities and general marketing
experience
- Good written skills and an eye for detail
- Strong team player, extremely organized, strong communication and inter-personal
skills.
- Minimum 2 years working experience in the areas of social media or PR
Income: can be negotiated

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Revenue Manager
Description:
Revenue Manager- which have duty to analyze and form the hotel strategy to
optimal the progress and aim for the business targets.
- Supporting the hotel Manager to define the hotel strategy for the future periods –
the initial annual forecast and acting as overall business development consultant
for the hotel owner.
- Identifying new revenue opportunities, analyzing the hotel results and
performance, surveying the market and competitors
- Providing weekly dynamic forecast of expected results, variances and budget
comparisons
- Overseeing revenue management and distribution strategy of the hotel and
managing day to day yield operations. Optimizing and expanding distribution
partnerships.
- Ensuring that a “RM culture” is spread in the hotel, through the animation of
weekly yield meetings and regular coaching and training sessions for the hotel
teams.
Requirements:
- Diploma in Tourism/ Hospitality Management
- Prior experience in Revenue Management in an asset. Minimum of 2 years of
experiences as Sales Manager/ 3 years of experience as Front Office or
Reservations Manager/ 2 years of experience in a related field.
- High degree of professionalism with sound human resources management and
business acumen capabilities.
- Proficient in MS Excel, Word, PowerPoint.
- Excellent reading, writing and oral proficiency in English language.
- Competencies: Strong leadership, good communication. Service oriented with an
eye of details.
- Ability to work well in stressful and high -pressure situations.
Income: can be negotiated

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Graphic Designer
Description:
When mention to Graphic Designer, people usually don’t think that relate to hotel
field. But actually, Graphic Designer take important role in Marketing, especially in the
era of technology.
- Being wholly in charge of all design and artwork required of the hotel under the
supervision of the Assistant Digital Marketing Manager.
- Being responsible for all the hotels art requirements and photo sessions for the
promotion of the hotel image.
- Designing and executing visual of artwork for approval of Marcom Manager,
handling all basic photography work required in the hotel.
- Ensuring close working relation not only within the PR department but also within
all departments that would need art service.
- Maintaining close contact and rapport with local media.
Requirement:
- 2-3 year experience in graphic design
- Computer software: MS Office, Indesign, Photoshop, Illustration and other design
tools.
- English communication
- Time management skill
- Creative and open minded
- Service mind oriented.
Income: can be negotiated
Event Planner
Description:
Event Planner usually has duty to create ideas, conduct plans and manage the project
from pre-event to post-event. Sometimes they can be seen like a project manager. This
position contributes to marketing job a lot.
- Ensuring you have all information one week before the event and liaising with the
Sales team as necessary to clarify any details
- Assisting in organizing the event, preparing for arrival and stay of all attendees
- Checking all event arrangements, ensuring all deliveries are in the room prior to
the function event.

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 - Welcoming and interacting with the client and theirs guest, ensuring they have a
good experience with the event, making note of client’s preferences and
complaints.
- Communicating any additional charges for invoicing.
- Anticipating and solving the problems, keeping the Banquet Manager informed.
Requirements:
- Minimum experience: 3-5 years
- Bachelor/ License Areas of study: Sales
- Languages essential: English (Primary tongue)
Income: can be negotiated
Those are some jobs that are easy to find out. Furthermore, Sales and Marketing
department in Pullman Saigon Centre also has multi-position, like Sales Trainee,
Banquet Sales, PR, Designer, … with the salary commensurate with ability.
Conclusion
In conclusion, the sales and marketing departments should understand each other
well and not have any conflict so that the work efficiency of the hotel can increase
significantly. It results in the improvement of Pullman’s position in the hotel market as
well. Besides that, the brand of Pullman will be more likely famous so that it can
attract more and more clients.

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