Fundamentals of Sales in Hospitality

Course Description

Hotel sales are the direct link between the brand's products and services and its consumers, directly influencing hotel revenue generation and profitability. If you are an effective communicator and enjoy interacting with people, you are on the way to becoming a brand ambassador.

The course units objective is to give attendees the critical knowledge and understanding of the hospitality industry, the basic foundations required to perform a sales role and how to communicate effectively and build reports with clients.

Knowledge and Skills Outcome

The technical training will involve a more in depth knowledge of the specific skills use to manage and grow a sales pipeline.

∙ Learn to build rapport and connect with the clients

∙ Identify who is my customer

∙ Identify the different stages of the Sales Cycle

∙ List effective questions to identify the client’s needs

∙ Account Solicitation

∙ Negotiation skills

∙ Account Management

The technical skills training is an imperative part of the course and provides a holistic introductory approach linked to employability, giving program graduates the capabilities most in demand by employers.

Course Description

The reservations department is one of the first touch points in the customer journey, and the reservations agent is considered a behind-the-scenes 'brand ambassador. You will learn how to sell proactively and up-sell products and services to increase hotel profitability and drive customer loyalty.

Reservations fundamental is an introductory course aimed at those seeking an understanding of the hospitality industry and the primary functions performed in a reservations department, delivering the critical knowledge of the reservations sales process, upselling, closing a sale and communication techniques.

Knowledge and Skills Outcome

The technical training will involve practical system training involving the entire process of guest engagement and making reservations.

∙ Learn how to answer the phone correctly and use the etiquitte required in a hotel

∙ Become an effective communicator using positive tone of voice and verbiage

∙ Learn to build rapport and connect with the clients

∙ Learn to successfully handle objections

∙ Reservations methods

∙ Special codes and Requests

∙ Guest profiles

∙ Billing requirements

∙ Traces and Reporting

The technical skills training is an imperative part of the course and provides a holistic introductory approach linked to employability, giving program graduates the capabilities most in demand by employers.

Duration 35 or 5 Days Intensive or 10 Days Moderate

Revenue & Distribution

Course Description

Distribution management is a plan of action for selling rooms through various digital channels, both direct and indirect. This digital ecosystem is complex and is best managed through hospitality technology solutions. Distribution management is ideal if you enjoy working with technology in a digital space and have good attention to detail.

Revenue Management is a business strategy and process that involves optimising pricing, inventory, and distribution channels to maximise revenue and profit. The course delivers an understanding in the importance of distribution, positioning, how to optimise rates to achieve the best profitability and how they operationally interlink from a commercial perspective.

Knowledge and Skills Outcome

∙ Define the fundamentals of a hotel and learn the basic functionalities of each of its departments

∙ Understand the core functionalities of the department you are in; Commercial functions and how they interlink

∙ Learn how to answer the phone correctly and use the etiquitte required in a hotel

∙ Understand what is revenue management

∙ When can revenue management be applied

∙ The importance of growing a revenue management culture

∙ Revenue management in practice

∙ What is distribution management

∙ Why is distribution management critical and how does it interlinks with revenue & marketing

∙ Understand hotel technologies and how they ‘stack’ to become an automated engine

∙ Learn the key technologies required for digital distribution to create automation

∙ Supporting technologies available for effective management and automation

∙ The evolution of distribution through the years

∙ Best & poor practices in distribution management Distribution technology platforms and structures

Duration 40 or 10 Days

Criteria: Minimum 1 year in role of Sales, Marketing, Reservation, Front office, Revenue, General Management, Finance.