Hotel Sales

Question 0

Familiarization (FAM) Trips

Answer 0

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

Question 0

Peak Season

Answer 0

Time when there is the most business for a company or venue.

Ex. Winter at a ski resort

Opposite is need time.

Question 1

DSM (Director of Sales and Marketing)

Answer 1

Focuses on sales AND marketing for business

Question 2

Star Ratings

Answer 2

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

Question 4

Market Segment

Answer 4

Different types of businesses

SMERF: Social, Military, Education, Religious, Fraternal

Question 5

Director of Sales (DOS)

Answer 5

Drive business to properties

Question 6

Sales Manager

Answer 6

Support role for DOS or DSM

Question 7

Competitive Set (Comp Set)

Answer 7

In direct competition with other hotels

Ex. Hyatt and Marriott in Tyson’s

Question 8

Return on Investment (ROI)

Answer 8

How much money put in vs. how much is earned on the investment

Question 9

Meetings Incentive Corporate Events (MICE)

Answer 9

Type of event. Opposite of SMERF

Question 10

Market Share

Answer 10

How much of a business a hotel wins out of the events hosted in their comp set

Question 11

Director of Group Sales (DOGS)

Answer 11

Not sure