Title: Identify sources for potential sales leads.
Course: Lodging Management (12159) > Section: Examining Sales Functions in the Lodging Industry

Identification should include sources such as

- telemarketing
- personal leads
- referrals
- association directories
- community and business networking.

Process/Skill Questions:

- Why is it important for lodging personnel to practice assertive behavior in sales?
- What effect does cultivating sales leads have on a lodging's success, profitability, and staffing?
- How can developing a rapport with current guests bring about new business?
- What are the advantages and disadvantages of cold calling?