ABSTRACT
Many areas of the country have been hit with over-development of hotels creating more of a supply of rooms than what is needed. Some areas have been affected with an economic situation that has created a decline in room demand. From time to time, salespeople should place calls to their own hotel or motel just to see how long it takes for the switchboard to be answered and then how long it takes for someone in the sales office to answer once the call is forwarded. One of the most important prospects for group business is someone who is already a guest in a hotel or motel. Salespeople should establish an alert system with the front-office manager. This should work out so that the sales department is advised of the “P” factor (prospective prospects) people who are expected arrivals each day. Professional meeting planners want to do business with hotel/motel salespeople who understand a planner’s role and needs.
