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Catering and Conference Executive - Coggle Diagram
Catering and Conference Executive
How Leads arrive to the hotel?
GSO (Global Sales Offices)
Mi Leads (Marriott hotel internal sales, or hotel to hotel, cross-sale)
Business trips, sales calls, hotel site inspections,
Business visits,
Travel Agencies.
Convention Bureau / Turisme de Barcelona
Direct requests: phone, email & walk-in
CVENT
Other web page or intermediaries
ASK
Attitude
Communicative
Organized
Pro-Active,
Resilient
Responsible
Persuasive
Creative (stand out)
A good listener
Observer
Passionate
Stress management
Multi-tasking
Ability to control emotions
Having a positive outlook
Ability to motivate her/his salesteam
Skills
Soft Skills
Leadership Skills
Communicative Skills
Language Skills
Customer Service
Writing Skills
Problem solving (resolutiva)
Originals
Negotiation skills
Analytical skills
Reliable
Team Work
Knowledge
Knowledge of Barcelona
Knowledge about her target markets
General Cultural
Protocol
Tourism, gastronomy, PR, etc. Degree
Master’s degree
Gastronomy
Ingredients
Special dietary diets
Much better if you know how to cook
Proactive Sales Vs Reactive Sales
Proactive
present your services as a solution to a problem the client doesn't yet know they have
Reactive
Respond to a client situation. Wait for clients to come to you
Process to confirm a lead
Send Proposal
Follow up
Negotiation of contract conditions
Contract Signature
Internal Operation once group is confirmed
Recive Contract
Turn the group into DEF
Morning Meeting needs to be actualized to inform the confirmation during the morning meeting
Send a copy of the signed contract by the hotel General Manager to Customer.
Forecast needs to be updated based on the information provided by client.
Check list and recap of the information.
Send email to Customer introducing the name of the person that will be in charge from now onwards with thank you for their Business.
How to qualify a leed
Nationality
Purpose of the group’s visit
What is the priority of the group when choosing a hotel
What are the Key factors that will determinate the customer decision
Who is the decision maker for the enquiry?.
What is the client’s Budget for the group?
What sort of hotel is looking for
Is the location important?
Which are our competitors?
What can we offer, different from our competition?
Is it possible to change dates?
IMPORTANT
Personalize the enquiry once all the information has been collected from client to cover all requests and needs.