Title: Demonstrate the steps of the selling process.
Course: Lodging Management (12159) > Section: Examining Sales Functions in the Lodging Industry

Demonstration should include

- building rapport
- approaching the customer
- determining the customer's wants and needs
- presenting product or service features as customer benefits
- answering the customer's objections
- closing the sale
- preparing the contract (including information for attrition, performance benchmarks, deposit, cancellation, indemnification, authorization to sign, concessions, spacing needs, cutoff dates, reservation process, payment terms)
- using suggestive selling
- strategies.

Process/Skill Questions:

- Why is it important to be familiar with the lodging's current offerings and services?
- What are the differences between selling services and selling tangible products?
- Why should a salesperson attempt to build relationships with guests?
- What are some ways to tell when a customer is ready to close the sale?
- How can feature-and-benefit selling be used to market a lodging property?
- What products/services should be included in a sales presentation for group business?
- What pre-sell information is needed to prepare a group contract?
- How does a salesperson know when to prepare a contract?
- What type of things are negotiable in a contract?