RECR 470 Chapter 3: Ch 3 Org. for Convention Sales
8 Feb 2017
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Intro: 50% lodgi(cid:374)g i(cid:374)dustry"s total re(cid:272)ipie(cid:374)ts deri(cid:448)ed fro(cid:373) (cid:373)t(cid:374)gs (cid:373)kt. , pri(cid:373)e tgt. for resorts. Acquisitions, mergers, consolidations occ. in lodging industry @ record pace as companies realize value of acquiring mult. brands/cost savings from combining dptmnts. Chai(cid:374)s assig(cid:374) si(cid:374)gle salesperso(cid:374) to rep. e(cid:448). (cid:271)ra(cid:374)d i(cid:374) hotel (cid:272)o(cid:373)pa(cid:374)y"s portfolio to client. Revenue mgmnt prop. e(cid:448)al. group"s spe(cid:374)di(cid:374)g patter(cid:374)s/pote(cid:374)tial for rev. property-wide before booking them. Smaller hotels may combine sales op. under anoth. dptmnt. Specialized sales staff/op. out of separate sales office. Task segments are broken down/assigned to diff. ppl. The sales office: 1st contact client has w/prop. Inc. sales philosophy/phys. office layout conducive to gen. sales. Gm director of sales/mktng: physical layout of sales office. Ideally should locate sales office adjacent to banquet facilities. Sales dptmnt used to be sep. entity respons. only for filling guestrooms/function space: now sales dptmnt works w/oth. dptmnts: Convention service manager = on-the-scene contact between convention organizer/hotel: must be prepared to cope w/unexpected.
