13 / 24
13 |
P a g e
C o n f i d e n t i a l , c a n n o t b e d i s t r i b u t e d t o a n y o n e o u t s i d e H o s p i t a l i t y S o f t n e t
MANAGEMENT COMPANY:
PROSPECTING SHOP ASSIGNMENTS
NAMING THE REPORT
DOCUMENT & SHOP ID CODE:
Hotel Code
PROS
_MMDDYY_Shopper Initials
. Reports are named with an upper case “
PROS
” after the hotel
code to note the report is a Prospecting report.
TENTATIVE CLOSE OUT DATE:
The tentative close out date is 10 business days from the date the lead was given to the hotel manager. The
Hospitality Softnet Account Manager will provide Shoppers with the information of when the lead was giving
to the hotel manager. This means the hotel manager has 10 business days to attempt to reach the shopper.
Once the hotel manager leaves a voicemail for the shopper, the shop will remain open until contact is made
provided the hotel sales manager returns all shopper voicemails or messages within 3 business days.
Otherwise, the shop will be closed once the hotel manager fails to return a call within 3 business days.
Once the hotel manager and shopper make contact, the report is kept open for only 2 business days to record
any information regarding emails or collateral received from the hotel manager.
SPECIAL NOTES:
Carefully review the notes on your assignment and in the call report. This is a different type "approach" where
they are "prospecting" you vs. dealing with a specific inquiry.
When you see the shop has initiated, please call the ID phone number to verify it is working and send a "test
email" to ensure the email is working.
Since this is a Prospecting Shop versus a Sales or Catering Shop you will want to focus in on the ratings of this
report type. Please keep in mind you will want to note the demeanor and rapport building skills the manager
uses. So for each section of the sales process, please be careful to read the ratings and ask if you have any
questions. When you are offering recommendations, please gear your commentary to future business versus a
specific group or function.
Be careful to not turn it into an 'inquiry shop'. Please look at the various needs that you are to have and talk
big picture
. If your assignment says to have a 'specific piece of business' you can talk to that. But keep in mind
more of a prospecting call vs. an inquiry call for a specific one time piece of business.
In instances where the hotels manager has not reached out to the shopper within 7 business days and the
report is now closed, please refer to the sample report named:
prospecting shop sample where no
response.doc
.
There is also a sample report for situations when the manager emails rather than calling in response to the
lead. Please contact Lisa Richards for a copy of this if needed.
IF the hotel manager has not reached out to the shopper within 10 business days, please triple check your
voicemail logs prior to submitting your shop report to ensure the hotel did not leave a voicemail that could
have been sent to another shopper by mistake.
NOTES PERTAINING TO THE REPORT’S SPECIFIC SECTIONS:
Professionalism & Conclusion
of the Call:
The manager has only 24 hours to send hotel information.
However, we will keep the report open for 2
business days after contact is made to record any information about received emails or hotel collateral
received from the hotel sales manager. Keep record of all electronic interactions.