Hotl 203 sales and revenue

Objective: BT Sales brings in a large portion of the transient market but from a sales perspective. Meeting planners rely heavily on partnering with hotels for preferred rates (lower rates than regular transient, higher rates than typical group). The thought is that if we are sending a lot of business (rooms) to your hotel on a regular basis a discount should be negotiated. This discount is based on the number of room-nights the company is guaranteeing to the hotel.
Research companies within a 15 km radius of your hotel and, using the 7 Steps of the Sales Funnel, choose one (1) company to negotiate preferred rates with.
Criteria
ï‚·Company must be within 15 kilometers of your hotel
ï‚·State who the company is, address, location to your hotel
ï‚·7 steps (sales funnel) on how you will negotiate (i.e approach, presentation, etc.) with the company
ï‚·Rationale – why did you choose this company? Benefits to your hotel?



PART C – Features/Benefit Statements
Objective:
As learned throughout the semester, sales managers need to sell the benefits of the hotel to a potential guest. The perceived value (or benefit) of a particular feature of the hotel has on the guest will impact the guest’s decision to choose your hotel or your competitor.     

Come up with a minimum of 4 feature/benefit statements for your hotel. These features must be actual features of your chosen hotel. You must sell these features as benefits in order to make the sale.             


PART D – REFLECTIVE
Demonstrate and explain the inter-departmental relationships that hotel sales must have with other hotel departments. You must list each department and describe in details how the sales/catering teams would work effectively to achieve the goals of the business.