ABSTRACT
For some hotel/motel sales personnel, room rates may be a major consideration, but sophisticated planners are concerned with meeting the needs of the group. The successful salesperson has confidence in his knowledge of the various products being sold or presented in a property. From guest rooms to parking facilities, salespeople should know all they can know about the property they represent. Salespeople need to improve their knowledge about what kinds of foods are available in the F&B department and the kinds of dishes the kitchen staff is capable of preparing. This knowledge can go a long way in closing a meetings deal. Salespeople just need to know more about various methods of selling beverages for various F&B functions. Generally, hotel/motel people are concerned with group room-sales-and that’s how it should be. The most important function for a salesperson is to generate new room-sales, preferably through group meeting or conference business.
