Hotel Sales Manager
Certificate
Online –
40 Hours
Program
Description
Why should you begin a career in Hotel Sales?
“The hospitality industry is an exciting,
vibrant and often glamorous field
and is a great career for people of all
ages.” According to the U.S.
Bureau of Labor Statistics, 12.4 million people work in the hospitality industry
today, making about 8.6 percent of all employment.
Hotels sales and catering positions are available in every hotel and
employers are looking for qualified candidates right now.
Sales is the life blood of any hotel or resort operation. Hotel sales managers
must use proven strategies, a well as innovative techniques, for generating
business from corporations, nonprofits, and individual travelers. In this
course, you gain the knowledge and skills required to effectively generate the
maximum sales revenue for your hotel or resort.
If you're looking for a job in an industry with continued
job growth, hotel sales might be the right career for you.
Outline
Writing Proposals
Ø
You will be able to identify the key elements of an effective proposal.
Ø
You will be able to enter specific client data into a proposal template based on
data provided by the client.
Writing Contracts
Ø
You will be able to identify the key elements of an effective contract.
Ø
You will be able to enter specific client data into a contract template based on
the notes taken by a sales manager during a phone conversation.
Blocking Meeting Space
Ø
You will be able to suggest appropriate meeting room and set-up solutions for
specific customers.
Ø
You will be able to make sound decisions when reserving meeting space in a hotel
function book.
Evaluating Business
Ø
You will be able to identify the business potential of specific clients.
Ø
You will be able to fill out specific sections of a business review form based
on a phone inquiry from a potential customer.
Group Market Segments and Action Plans
Ø
You will be able to identify the key group market segments.
Ø
You will be able to use the SMART technique to provide feedback to sales
managers on the quality of their group market action plans.
Transient Market Segments
Ø
You will be able to identify the key transient market segments.
Ø
You will learn how to review a daily revenue report to identify key information
regarding transient market productivity at your hotel.
Handling Inquiries
Ø
You will practice using five key steps to effectively turn a customer inquiry
into a sale.
Site Tours
Ø
You will be identify the key steps for preparing a site tour so that your
presentation will be most effective.
Ø
You will identify how to tailor your presentation to address the specific needs
of a client.
Ø
You will be able to list the elements of effective site tour summaries.
Prospecting and Sales Calls
Ø
Given a phone conversation between a sales manager and an existing client, you
will be able to identify the important techniques used by the manager to
saturate the account.
Ø
You will fill out a sales call report based on a meeting with a potential
client.
Account Saturation
Ø
You will learn key techniques for account saturation.
Ø
You will learn how to fill out an account profile worksheet and a customer
profile worksheet based on a meeting with a potential client.
Final Certification Test
Ø
You will pass a 50-item multiple choice test with a score of at least 80%.
About This Course
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Authentic learning activities help you immediately apply sales strategies on the
job.
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Complete practical tasks that reflect real-world challenges.
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Focus your learning through online quizzes.
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Access programs 24/7 and learn at your own pace.
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Download and use proven templates during the course and on the job.
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Instructional presentations with audio introductions and engaging embedded
activities
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Practical online tasks that promote transfer and application of learning
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Links to sales forms, reference materials, and demonstrations
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Quizzes to assess generalized knowledge
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Coaching to Help Land a Job (Advice
on how to interview, Resume
review, Job placement advice)
Recommended System Requirements: