Selling Hotels/Venues
The most important thing to do before you start selling
What is network and develop relationships?
The term for giving one comp room for every 50 room nights used
This initiates the proposal process
What is Request For Proposal?
Name the three different meeting markets.
What are Associations, Corporate, and SMERF meeting markets?
What does CMP stand for?
What is Certified Meeting Professional?
What sales technique uses "we have X so that .."
What is Features & Benefits?
Name four typical concession offerings
What is comp meeting space, free parking, refreshment breaks/cocktail parties, turn-down service, office space, upgrades, late checkout
Name the difference between the proposal and the letter of agreement
The proposal usually includes the same info as the letter of agreement but is less formal
What does SMERF stand for?
What is Social groups, Military and other reunions, Educational groups, Religious groups, and Fraternal groups?
This person coordinates and directs the efforts of the sales managers without making the sales directly
What is the Director of Sales
The sales approach that uses "how can I help you" rather than telling them what they need
What is consultative selling?
What is attrition?
Name three elements of a proposal
What is proposed event details, meeting space, guest rooms + their rates, F&B menus, etc
Describe the dynamics of association markets (size, lead time, etc)
What is large in size with long lead times of 2-5 years, and voluntary attendance? They stress affordability and convenience.
What type of hotel is small (no more than 150 rooms) and independent, located in the city center, styled rooms
What is a boutique hotel?
What does LEAP stand for (and provide an example)?
What is listen, empathize, ask, produce?
Name three aspects that determine the rate of guestrooms in a contract
What is season, group size, length of stay, type of room, # of guests in a room, group's past history
Name the three contract matters/addendums
What is noice, construction, and force majueure
The market that offers the greatest potential for growth and relationship development
What is the corporate meeting market?
Name the standard hotel cut off date
What is 30 days (21 days since Covid)
What sales technique pays the planner to come to the hotel to experience it first hand
What is FAMiliarization Tours?
Name the standard rate scales for guest rooms
What is rack rates, run-of-the-house rates, split rates, and discounted rates
The most important part of negations as a hotel sales manager and how to do so
What is creating a win-win situation by selling value before offering concessions
Name the amount that associations derive from their annual income from conventions, exhibits, and meetings
What is over 30%?
The meeting type of featuring much back-and-forth discussion, generally led by panelists or presenters
What is a forum?