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Event Management - Sales Process & Strategy

Training overview
Corporate / Group Training
Start dates
United States of America
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Course description

Event Management - Sales Process & Strategy

In order to be a great conference services manager, you must understand how to create a memorable experience for the client while maintaining the standards and profit expectations of your hotel.

Constant and direct communication with all departments in the hotel and keeping excellent notes on the upcoming event is critical to ensure a flawless execution of your client’s event. You’ll use banquet event orders to effectively communicate timing and details of the event execution to both the internal and external clients.

A key role is to upsell your hotel by encouraging your clients to enhance their event with upgrades or other add-ons. An example of upselling: the client purchases a basic menu package with a basic chocolate cake for dessert. You might suggest a selection of various desserts or an interactive dessert station to the client if this is an important aspect of their event.

Understanding how all departments run provides the necessary insight to work successfully with your internal customers. You will also work with third-party vendors, such as audio-visual companies, décor companies, and outside food vendors, to name a few.

Conducting site inspections with clients is standard practice for most hotels, and a CSM should be part of all of them. Site inspections provide an opportunity for the client to walk through the contracted event space and detail their event. It also allows you to provide alternative space, should the client’s event grow or decrease in size.

Now you’re ready to play a key role in your hotel’s success.

SalesBoost courses are offered on a subscription basis that includes all SalesBoost courses. Contact us today to learn more about our subscription plans.

COVID-19 Update

In light of COVID-19, this provider is now delivering some or all of their courses online. Contact them for more information!

Training content

Learning objectives:

  • Learn what type of person makes the best Conference Service or Event Manager
  • Learn ways to build a strong relationship with your operations team
  • The keys to building rapport and why it is important
  • Learn what to do once the client has been turned over to you
  • Why is it important to communicate effectively with your operations team
  • Understand the benefits of upselling
  • Difference between upselling and cross-selling
  • Uncovering the upselling opportunities available to you
  • Understand how to prepare to upsell
  • Uncover when the best time to upsell to customer might be
  • Learn how to understand your product so you know how to upsell it
  • Understand the 5 key points to prepare for a negotiation
  • Understand how negotiations fit in to the conference services or event manager role

About SalesBoost


SalesBoost’s revolutionary training and development program for hospitality that will boost your team’s confidence, performance, and yes, results. Rocket past your goals. Send morale soaring. All while spending less time and budget doing it. SalesBoost is the only technology in...

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In order to be a great conference services manager, you must understand how to create a memorable experience for the client while maintaining the standards and profit expectations of your hotel.

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5345 Towne Square Drive, Suite 145
75024 Plano Texas

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