Hospitality & Revenue Group Sales
Overall Objective
- This assignment will allow you to demonstrate the key concepts we have learned in sales and revenue. It will also provide you an opportunity to connect and build upon your learning in prior courses.
- This assignment will have you evaluate the role of a Sales Manager selling to the Business Transient market segment.
- The assignment is broken down into four (4) parts.
- You will be working in the “Revenue and Sales Management Groups” that you signed up for already.
Step 1
- You are to only use the assigned hotel only that is provided by your Professor.
- Here are the hotels assigned to all the groups within the course:
- FAIRMONT ROYAL YORK TORONTO – GROUP 1: Yash Ratilal Panchal, Shivali Dhananjay Patel, Mohammed Saif, Fahad Ismailbhai Matadar, Ajay Johnson
- RITZ CARLETON TORONTO – GROUP 2: Rajdeep Singh, Pradeep Sandhu, Jithin Jayan, Amandeep Singh
- SHANGRI-LA HOTEL TORONTO – GROUP 5: Sublin Mathew, Joanna Carla Magnaye, Hemang, Aadit Anantendra Patel, Fresha Ariana Gonzales
- THE HAZELTON HOTEL – GROUP 6: Yating Pan, Tao Yanzhu, Shejdeep Targgar, Dushyant Sunder, Adriana Beltran
- FOUR SEASONS HOTEL TORONTO – GROUP 7: Preetinder Singh, Nazmul Hasan, Mandeep Kaur, Arshpreet Singh, Anureet Kaur
- REGIS TORONTO – GROUP 8: Ramandeep Kaur, Manpreet Singh, Harinderjeet Singh, Arshdeep Kaur, Ajay Jaura
- INTERCONTINENTAL TORONTO CENTRE – GROUP 11: Nasib Singh, Manpreet Kaur, Jaspreet Kaur, Jadwinder Kaur, Dilpreet Singh
- HILTON HOTEL TORONTO – GROUP 12: Simranjeet Kaur Khakh, Samuel Jr. Alabat, Paramjeet Kaur, Livins Panattu, D Albarico
Step 2
- Review the expectations below and complete in a unified, professional format in a Word document.
- Assignment must be submitted into the class Dropbox by MARCH 2, 2021 at 11:59 PM EST. Assignments will be via group submission. One submission per group.
REQUIRED:
The submission must have the following:
- A cover page with all student names and student numbers and your group number.
- Assignment name and the hotel name that is provided by your Professor
- A table of contents with page numbers.
- Sub-headings to address each of the points is also required.
- Submitted in a Word document
This assignment will be reviewed during Virtual Office Hours, if the student needs answers or clarification on the assignment it is up to the student to attend these hours and discuss with the Professor.
PART A – Hotel Fact Sheet ( /13 marks)
Objective: To develop a property fact sheet for the hotel that was provided to you. The fact sheet should include the details below (points 1 to 13).
Please Note: website links can only be pasted as references. You will need to explain in your own words your responses to each of the points listed below. Please do not paste the website link only as this will not be accepted as a full response (with the exception of point 5).
| 1. | Chain and/or Brand Affiliation | |
| 2. | Hotel Name | |
| 3. | City location and address | |
| 4. | Phone number and Fax Number (if applicable) | |
| 5. | Website listing etc. | |
| 6. | A general description of the property (summarize in your own words) | |
| 7. | Transient booking policies | |
| 8. | Food service available including restaurant hours of operation, seating capacities and menus. | Paste exact link here |
| 9. | Audio visual company and equipment available | Does the hotel offer audio visual? (Yes or No) and what do they offer? Paste exact link to audio visual offerings |
| 10. | Recreational facilities | |
| 11. | Information about transportation the hotel offers including to area attractions, airport etc. | |
| 12. | Total number of guestrooms and room types. | You can input a grid listing room types and how many guestrooms total for each room type OR list the type and amount of guestrooms |
| 13. | Meeting and banquet space information | Include sizes and names of rooms. You can input meeting room information in a grid or list. |
PART B – Business Transient – 22 marks
Objective
The Business Transient market represents a large portion of the transient business mix for a hotel, from a sales perspective. Corporate companies, such as Loblaws, rely heavily on partnering with hotels for preferred corporate rates (lower rates than Leisure Transient), for their business travelers.
From the Buyer’s perspective
“My company will send your hotel a significant amount of business (room nights) to your hotel on a regular basis at if at a discounted negotiated rate which represents additional inclusions such as breakfast, wifi etc.”
A discounted rate is negotiated based on the number of room-nights the company is guaranteeing to the hotel.
Your task as a Sales Manager in the hotel is to:
- Using the 7 Steps of the Sales Funnel as a guide (module 3 on page 3.6)
- Choose one (1) company to negotiate preferred rates with (1 mark)
- The company has to be within a 10 km radius of your hotel – check using Google Maps (0.5 mark)
- Explain in detail how you would go through the 7 sales steps and what actions you would take per step (17.5 marks – 2.5 marks per step)
- Explain why you choose this company (1 mark)
- What are the benefits to your hotel by receiving business from this company? (2 marks)
PART C – Positioning Statement (Elevator Pitch) ( /15 marks)
Objective:
As learned in Intro to Sales and Marketing, Sales Managers need to sell the benefits of the hotel to a potential guest. The perceived value of a particular benefit that a hotel can offer to a guest will help influence the guest’s decision to choose your hotel over your competitor.
- Come up with a minimum of five (5) feature/benefit statements for your hotel. These features must be actual features of your chosen hotel (i.e. they cannot be fictional). (5 marks – 0.5 mark for each feature and 0.5 mark for each benefit)
- Once you identify your five feature/benefit statements, your next task is to write up a positioning statement (elevator pitch – what exactly you will say) that you will use for your prospect to sell the features as benefits in order to make the sale. (10 marks – 2 mark for each positioning statement)
PART D – REFLECTIVE (10 marks)
Explain the inter-departmental relationships that the sales department in a hotel must have with other hotel departments. You must list FIVE departments and describe in detail how the sales team would work effectively to achieve teamwork within the hotel for the company that you chose for this assignment. Please make sure that you do not make the reflection generic as it must tie back to the company that you chose for this assignment. (10 marks – 2 mark per department)