Hotel Sales Flashcards
Familiarization (FAM) Trips
Paid for trip to bring in business and familiarize the client with the location. Decision on venue not made yet.
Ex. Like a free sample
Peak Season
Time when there is the most business for a company or venue.
Ex. Winter at a ski resort
Opposite is need time.
DSM (Director of Sales and Marketing)
Focuses on sales AND marketing for business
Star Ratings
Independent Agency who rates hotels on a 5 crown system. Ratings are objective and unbiased evaluations. Hotels and suppliers are not required to pay any fees or pay for memberships to have their properties rated. Cvent partners with NTM to provide ratings in our Search tool.
Ex. North Star Travel Media
Market Segment
Different types of businesses
SMERF: Social, Military, Education, Religious, Fraternal
Director of Sales (DOS)
Drive business to properties
Sales Manager
Support role for DOS or DSM
Competitive Set (Comp Set)
In direct competition with other hotels
Ex. Hyatt and Marriott in Tyson’s
Return on Investment (ROI)
How much money put in vs. how much is earned on the investment
Meetings Incentive Corporate Events (MICE)
Type of event. Opposite of SMERF
Market Share
How much of a business a hotel wins out of the events hosted in their comp set
Director of Group Sales (DOGS)
Not sure