Factors Affecting Sales Admin Productivity in Increasing Hotel Revenue

Sari Pratiwi, Aurellia Almirandha, Musdalifah Musdalifah and Budi Winarni ()
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Sari Pratiwi: Politeknik Negeri Samarinda, Tourism Department
Aurellia Almirandha: Politeknik Negeri Samarinda, Tourism Department
Musdalifah Musdalifah: Politeknik Negeri Samarinda, Tourism Department
Budi Winarni: Politeknik Pertanian Negeri Samarinda, Agriculture Department

A chapter in Proceedings of the International Conference on Applied Science and Technology on Social Science 2025 (iCAST-SS 2025), 2025, pp 197-205 from Springer

Abstract: Abstract The Sales Admin plays a crucial role in supporting hotel marketing activities. The role of Sales Admin is crucial in attracting guests to stay at the hotel for longer periods and hosting events such as weddings, birthday parties, gatherings, and other celebrations to increase hotel revenue. The purpose of this study is to identify the tasks of Sales Admin and analyze the factors that affect the productivity of Sales Admin, which contributes to increasing the revenue of Harris Hotel Samarinda. Qualitative data analysis involves systematically exploring and compiling information gathered from various sources, such as interviews, field observation notes, and diverse documents. The results showed that Sales Admin tasks are: handle stock checks, process marketing, think about the correctness of the selling price; take care of the process data of customers who make purchases; prepare Banquet Event Order (BEO), Meeting, Incentive, Conference, and Exhibition (MICE) reports, amendments, breakdowns, recap all event reports, prepare the necessary files for payment; work on tasks related to administration. The factors that affect the productivity of Sales Admin in increasing hotel revenue are: implementation of MIS, training and development of Sales Admin employees, use of CRM software technology, setting realistic sales targets and providing incentives to employees, creating efficient and structured work processes, and motivating employees.

Keywords: Hotel Revenue; Management; Productivity; Sales Admin; Tasks (search for similar items in EconPapers)
Date: 2025
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DOI: 10.2991/978-94-6463-938-4_24

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