The Fundamentals of Hotel Sales
An introduction into the definition of the role and the responsibilities of the hotels sales force
This training is for new members of the sales team (maximum 1 year’s sales experience) who are being developed to join the hotels field sales force.
Seminar Goals
Participants will be shown techniques required to represent their hotel with a customer-focused viewpoint. They will understand the principals of the market and the different segments, and how to approach new sales responsibilities. Additionally they will be introduced to the foundations of effective physiological selling techniques and how to apply them during their day-to-day contact with their customers.
Duration: 1 Day
Seminar Topics
- Defining the key roles of the hotel sales person
- Demands on the hotel sales person
- Foundations of the hotel field sales force
- Understand the market and the structure of a corporate client
- The steps to successfully acquire new customers
- Identifying business potential within the various departments of a company
- Planning the route for a sales trip
- How to win the sympathy of customers
- The organizational pyramid of an industrial enterprise
- Using the correct etiquette during sales calls
- Effectively handling a sales call under time pressure
- Motives for purchase and their effect on a customer’s decision (sales-psychology)
- Defining which customer advantage should be stressed during a sales call
- Preparing for a sales call
- How to professionally organize and conduct a “Show Around”
Find Out More
- Call 07799 767 326 or eMail us
