Managing a Hospitality Sales function

Managing the Hospitality Sales function

  • Start anytime

  • Study anywhere

  • Practical skills

  • Be job ready

  • Affordable from US$65*

  • Pathway to Certificate program

  • 12 Months Access

  • Globally recognised


Managing the Hospitality Sales function Online course

The role of hotel salespeople has changed and evolved as the world and our industry has evolved.  Professional hoteliers who manage a salesperson/team or function need to update their knowledge on the changing landscape to ensure they are setting up their sales function to succeed in the new landscape making sure Sales are working across disciplines to optimise results for the hotel(s) and their owners.  This course is suited for anyone managing a hotel, resort or accommodation sales function, whether you have full-time on-site staff, off-property staff or outsourced resources.

 You will learn
  • Leisure Sales: the key operators and decision-drivers
  • Corporate Sales: the Corporate RFP season – how to plan, prepare and navigate for success
  • Understanding how contracting works in the complex environment of floating, dynamic and static pricing
  • Operators models of commission, mark-up and margin
  • Motivating and engaging with your sales team for optimal performance
  • Case study: Walking through an example of what a day or week looks like for a salesperson
  • MICE Sales – the key operators and decision drivers
  • Meetings and functions – are your sales team an efficient, customer-centric team? What should be happening to win more of the group and meetings business?  How can operations help?

  • This course can be a standalone course for People wanting to learn about the methods hoteliers can use to develop their marketing and commercial strategy
  • You could be an asset owner, management company, holiday rental agent or hotelier looking for best practice for the industry body
  • This course serves as a learning base for those who wish to do further study on any strategic marketing or commercial areas
  • Hotel professionals wishing to learn more about managing the commercial area of a hotel or any accommodation business
  • Those pursuing the HSMAI “Certificate in Business Acumen (Hospitality)”

This course is created by Hoteliers, for Hoteliers. The leaders in hotels around the world have worked together to create a curriculum for people looking to grow their careers in hospitality digital marketing. The authors of this course are senior hoteliers working in the sales field.

  • HSMAI Members pay only US$55 for this short course
  • Non-members pay only US$65 for the single course
  • The course counts as credit towards earning a Certificate in Digital Marketing (Hospitality) or Certificate in Business Acumen (Hospitality)
  • 12 months online access to course material
  • Globally recognised, HSMAI accredited course

Education Partners

Managing a Hospitality Sales function
Managing a Hospitality Sales function
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