Course Objectives
By the end of the program, participants will be able to:
- Understand hospitality sales processes and market dynamics
- Apply effective sales and negotiation techniques
- Develop client acquisition and retention strategies
- Increase revenue through upselling and cross-selling
- Manage corporate accounts and group bookings
- Utilize digital tools for hospitality sales growth
Key Modules
1. Introduction to Hospitality Sales
- Hospitality sales cycle
- Understanding target markets
- Role of a hospitality sales professional
2. Sales Techniques & Negotiation Skills
- Prospecting and lead generation
- Consultative selling approach
- Handling objections
- Closing techniques
3. Account & Relationship Management
- Corporate and travel trade accounts
- Client retention strategies
- Building long-term partnerships
4. Revenue & Business Development
- Upselling and cross-selling strategies
- Group sales and event sales basics
- Sales forecasting and performance tracking
5. Digital Sales & Marketing Integration
- Online booking channels
- Social selling
- CRM tools and sales reporting
Assessment
- Practical sales exercises
- Case study discussions
- Final knowledge assessment
Conclusion
The CHSP Training enhances professional sales capabilities within the hospitality sector, empowering participants to increase revenue, strengthen client relationships, and contribute to sustainable business growth.
