Show:
Advertising to the Meeting Planner
Selling to the Meetings Market
Negotiations and Contracts
The Service Function
Guestrooms
100
Name of the following group of items used in advertising: Printed or electronic brochures, maps, newsletters, keychains, logo sportswear.
What are collateral materials
100
Knowing your property, competition and prospect are part of what step in the sales process.
What is precall planning.
100
Hotel's "seasons" used to establish rates
What are peak, valley and shoulder.
100
person in the convention services/sales department who both books and services small meetings in a hotel.
What is an executive meetings manager
100
Systems used for group guestroom reservations today.
What are postal reply/fax response cards, toll free phone numbers, hotel internet sites,rooming lists, convention center housing bureaus and third party housing companies.
200
Attention, Interest, Desire, and Action
What is the AIDA principle.
200
Using your expertise in your property and identifying the prospects needs to recommend the best solution for your customer is called
What is consultative selling?
200
The time you should sign the contract.
What is after the customer/client has signed a copy and returned it to you.
200
This person is the single most important communication link between the meeting planner and the hotel.
What is a a convention services manager
200
season, days of the week, size of the group,length of stay, type of room, known attendance, previous group difficulties are all used to determine what?
What is the group's RATE STRUCTURE
300
Things that should be included in a print ad.
What are your property's, name, address, logo and web address.
300
Steps in making a personal sales call
What are: pre call planning, opening the sales call, getting prospect involvement, presenting your property, handling the objections, and closing and follow up.
300
Factors to consider when negotiating with a prospect
Their budget, purpose of meeting, dates, arrival and departure pattern, hot buttons, past problems, group history, and decision deadline.
300
The best time to turn over the meeting planner from the sales manager to the convention services manager.
What is immediately before or after signing the contract.
300
Types of rates and their definitions.
What are rack (no discounts or consessions), Run of house(all similar rooms except suites are priced at the average between minimum and maximum rate-also known as a flat rate), split rates (discounted rates based on room types), discounted rates-used primarily to bring preferred return business, encourage current business or attract business from the hotel's competition for preferred groups-often over a period of time.
400
Instantly provides: A list of meeting facilities and floor plan diagrams, name, telephone number and email address of a contact person, a form to fill out about their upcoming meeting (rfp), a method to guarantee rooms, meeting management tools.
What is a hotel property's website
400
focuses on contacting potential clients in a concentrated area over a brief period of time.
What is a sales blitz
400
Allows the hotel to impose damages if the actual guestrooms and food and beverage used are significantly less than first booked.
What is an attrition clause
400
Name the types of programs that may be usedto train convention services managers.
What are in-house training programs and certified meeting planner certifications.
400
Establishing a peg rate or putting a percentage ceiling on room rate increases are used for these meetings.
How to determine a room rate for a group that has booked a conference 3 years out or more.
500
Three ways to use technology for advertising to meeting planners.
What are a property website, links to meeting related websites(banner ads), social media, email advertising-such as email blasts
500
Advantages and Disadvantages to Trade show selling
What are low cost, meeting people who are buying-advantages. Disadvantages include: cost and transportation of display pieces, competition likely working same show with you, and having to give your time to meeting planners who will not generate business for your property.
500
What are damages PROVEN after a breach called?
What are mitigated damages.
500
Steps in the service process that is used by the convention services manager when working with a meeting planner and meeting group.
What are 1) review account information and assemble a working file,2) letters of introduction, 3)tracing(building the relationship),4) personal interview, 5) developing resumes and beos, 6)preconvention meeting) 7)actual event and checking with client and hotel on details throughout the meeting 8) post con meeting.
500
Periodic room audits are helpful in preventing what booking problems.
What is attrition?