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8 SALES AND MARKETING AND REVENUE MANAGEMENT IN HOSPITALITY INDUSTRY
MICE
CATCH THE MICE-BUSINESS
Selling events successfully
CONTENT
The key points
It can take months to find a customer and seconds to lose one.
An increasing number of venues are competing to host conferences, events, and
meetings. In order to stand out, operators need to take their sales to the next level.
This course is for modern sales and event professionals who realize specific knowhow
is required to meet the challenges and opportunities of tomorrow. We drill
down on the most important elements of a successful sales team, building the
foundation to maximize opportunities for your conference facilities.
TRAINERS
n Who buys events and why?
n Qualifying your lead generation and
beyond
n Learn how to identify customer
needs
n What’s in it for the customer?
Explaining the features and selling
the benefits
n How to sell the right event, at the
right price at the right time
n Maximizing revenue per square
metre
n Overcoming price objections
n How to increase conversion
n Site inspections: strategic planning
to implementation
n Emphasizing customer service
Tanja Millner / Brigitte T. Gruber, MBA – Reburg & Partners
TARGET AUDIENCE
Apprentice, Assistant, Banquet, Department Head, Front Office,
Management, Reservation, Sales, Supervisor, Conference & Events Teams
DURATION OF THE PROGRAM 1 Day
MAX. NUMBER OF PARTICIPANTS 10
LANGUAGE ENGLISH OR GERMAN
BASIC
ADVANCED