Students work as the Group Sales Manager at the Cosmo, a hotel that depends largely on group business. Students learn how to divide group prospects into most and least desirable, and then bid accordingly. With the Cosmo's 418 guest rooms and 2 banquet/meeting rooms, students will work to meet a group sales/bookings target by the end of the month.
Group sales, researching the revenue potential for different groups based on their hotel/meeting needs, bidding process for hotel group sales, maximizing revenue potential of hotel group sales
Lodging & Luxury Hotel Management, Revenue Management in Hospitality, Introduction to Hotel Revenue Management, Understanding Hospitality Financial Statements, Convention Services & Event Management, Event Management, Event Leadership and Planning, Hotel Operations Management: Tactics for Profitability
Included Written Content
Types of Guests and Groups, Group Sales Strategies, Understanding Group Meeting Planners (The Buyers), The Role of the Group Sales Manager (The Seller), Monitoring Sales Targets/Quotas, Building a Group Sales Quote, The Profitability Pyramid, Research on Group Buying Behavior, The Post-Con: Feedback & Improvement, Key Terms