Title: Hospitality Sales
Singapore (August 4 - 6, 2008)
Course Cost
US$1,931
Apply Online
Ithaca, New York, U.S.A. (July 7 - 9, 2008)
Course Cost
US$1,795
COURSE CLOSED*
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Course Focus:
An extensive study of personal selling to encourage the use of
intuition, judgment, logic, problem solving methodology, and other
tools as part of the overall sales strategy. The focus is on
providing you with the tools to differentiate you from your
competition by improving your selling efforts to your customers and
your ability to generate revenue for your hotel, resort, or catering
function. This course is composed of lectures, videotapes, and
participant role-plays. |
Key Benefits:
Using realistic selling situations based on industry experience,
you’ll learn how to determine what your customer wants and match
what you have to offer to his/her needs. You will improve your
ability to sell yourself, your ideas, and a product/service through
a firm foundation in professional selling skills –including
persuasive presentations, customer orientation, adaptive selling,
and relationship marketing – as demanded by the marketplace. The
course will allow you to return home to your sales position and put
the concepts of the course into immediate action. |
Topics Include:
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Determining all of the different players involved
in the sale and setting strategies to sell each of them.
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Understanding the buying process and matching it
to the selling process. Determine the customer’s needs before
presenting your product.
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Asking the right kinds of questions to get beyond
just the rates, dates and space needs of the customer.
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Differentiating factors that make your
hospitality business unique in the customer’s mind.
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Getting commitments from every sales call.
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Implementing a prospecting process.
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Prioritizing your selling efforts.
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Faculty
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Bernadette Dennis, Director-BD Concepts, Pty Ltd,
Singapore, (August 4 - 6, 2008)
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TBD: Ithaca, New York, U.S.A., (July 7 - 9, 2008)
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Level
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View Course Schedules by Location
PDP Schedule for Singapore
July 2008
PDP Schedule for Singapore
January 2009
PDP Schedule for Brussels, Belgium*
PDP Schedule for Ithaca, New York*
*You will be re-directed to the School
of Hotel Administration website of Cornell
University |
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View All Singapore Courses (Alpha Order) |
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