酒店?duì)I銷過(guò)程中選擇何種營(yíng)銷方式?酒店?duì)I銷渠道的選擇與調(diào)整
    酒店在營(yíng)銷過(guò)程中選擇何種營(yíng)銷方式，以直接營(yíng)銷還是以間接營(yíng)銷為主，如何確定營(yíng)銷渠道的長(zhǎng)度和寬度，涉及營(yíng)銷渠道選擇的問(wèn)題。
1.銷售渠道的選擇與調(diào)整需考慮的因素
   （1）營(yíng)銷對(duì)象因素。營(yíng)銷對(duì)象的人數(shù)、分布情況、購(gòu)買習(xí)慣等都會(huì)影響酒店企業(yè)的營(yíng)銷渠道的選擇。若酒店的營(yíng)銷對(duì)象數(shù)量大且分布廣，酒店宜采用寬長(zhǎng)的營(yíng)銷渠道，反之則直接營(yíng)銷較適合。
   （2）產(chǎn)品因素。產(chǎn)品因素主要指產(chǎn)品的質(zhì)量和性質(zhì)。質(zhì)高價(jià)優(yōu)的產(chǎn)品由于往往被少數(shù)富有的購(gòu)買者重復(fù)購(gòu)買，因此宜采用直接營(yíng)銷渠道或窄短的營(yíng)銷渠道。相反，大眾化的產(chǎn)品由于購(gòu)買對(duì)象眾多，分布較廣，宜采用寬長(zhǎng)的營(yíng)銷渠道。對(duì)于新產(chǎn)品，由于尚欠知名度，采用間接渠道銷售往往需花費(fèi)較多“口舌”，不如采用直接營(yíng)銷渠道。
   （3）酒店自身因素。北京酒店VI設(shè)計(jì)的經(jīng)濟(jì)實(shí)力、營(yíng)銷管理能力等都是應(yīng)該考慮的因素，若是實(shí)力雄厚的酒店，則完成客運(yùn)自己組建銷售隊(duì)伍，或是用較高的傭金來(lái)組織更多、更好的中間商隊(duì)伍。若酒店的營(yíng)銷管理能力較強(qiáng)，也客運(yùn)利用自己熟練的營(yíng)銷隊(duì)伍來(lái)打開(kāi)市場(chǎng)。反之，營(yíng)銷必須以中間商為渠道。
2.酒店的銷售渠道選擇與調(diào)整銷售渠道策略
    酒店的銷售渠道選擇與調(diào)整一般有五種策略：
   （1）獨(dú)家營(yíng)銷策略。指酒店在一定的市場(chǎng)區(qū)域內(nèi)擇優(yōu)選擇一家中間商作為營(yíng)銷渠道。采用這一策略，有助于酒店控制中間商，監(jiān)督其改進(jìn)服務(wù)態(tài)度，但相應(yīng)地影響了顧客購(gòu)買的方便性。
   （2）廣泛營(yíng)銷策略。指對(duì)中間商不作選擇，數(shù)量越多越好。該策略的有點(diǎn)是為顧客創(chuàng)造了購(gòu)買方便，缺點(diǎn)是酒店控制管理營(yíng)銷渠道的難度會(huì)加大。
   （3）短渠道營(yíng)銷策略。指酒店選擇涉及中間商較少的營(yíng)銷渠道。
   （4）長(zhǎng)渠道營(yíng)銷策略。指酒店選擇涉及中間商較多的營(yíng)銷渠道。運(yùn)用這一策略時(shí)，要考慮效率原則（便于顧客購(gòu)買）、經(jīng)濟(jì)原則（營(yíng)銷渠道能帶來(lái)總夠的營(yíng)業(yè)收入和利潤(rùn)）和客源原則（考慮客源的基本特點(diǎn)）。
   （5）選擇性營(yíng)銷策略。指酒店在一定的市場(chǎng)區(qū)域范圍內(nèi)挑選幾家中間商作為營(yíng)銷渠道，這是一個(gè)較廣泛的適用性策略。

Choice of marketing hotel marketing process? Hotel marketing channel selection and adjustment
    The choice of hotels in the marketing process marketing, direct marketing and indirect marketing, how to determine the length and width of the marketing channels involving the question of choice of marketing channels.
(1) sales channel selection and adjustment factors to be considered
   (1) factors of marketing object. The number of objects of marketing, distribution, purchase habits, etc. will affect the hotel business marketing channel choice. The number of hotel marketing object is large and widely distributed, the hotel should be wide and long marketing channels, and vice versa direct marketing is more suitable.
   (2) factors. Product factors refer to the quality and nature of the product. Excellent high quality products due to the small number of wealthy buyers often repeat purchase, should adopt the direct marketing channel or narrow short marketing channels. On the contrary, popular product due to the large purchase of objects, wide distribution, should adopt the width and length of marketing channels. For new products, outstanding popularity, the use of indirect channel sales often takes more "tongue", it is better to use direct marketing channels.
   (3) Hotel factors. Beijing hotel the economic strength of the VI design, marketing and management capabilities are factors to be considered, if the strength of the hotel, complete passenger build their own sales force, or a higher commission to organize more and better middlemen team. If the hotel's marketing ability, also the passenger to use their skilled marketing team to open up the market. On the contrary, the marketing must be the middleman for the channel.
Hotel sales channels to select and adjust the sales channel strategy
    Hotel sales channel selection and adjustment in general there are five strategies:
   (1) exclusive marketing strategy. Refers to choose the best hotels in the market area of ??a middleman as a marketing channel. To adopt this strategy, help the hotel to control brokers, supervision and improve service attitude, but the corresponding impact on the ease of purchase by the customer.
   (2) an extensive marketing strategy. The brokers do not choose the number the better. The strategy is a little bit for customers to create easy to buy, the drawback is the difficulty of the hotels control and management of marketing channels will increase.
   (3) short-channel marketing strategy. Referring to the hotels involving middlemen less marketing channels.
   (4) long-channel marketing strategy. Referring to the hotels to choose to involve brokers more marketing channels. The use of this strategy, we must consider the principle of efficiency (ease of customers to buy) economic principles (marketing channels to bring the total enough revenues and profits) and the source principle (taking into account the basic characteristics of the source).
   (5) selective marketing strategy. Selected hotels in the market area within a few middlemen as a marketing channel, which is a broader applicability of strategy.