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Qualification – Sample Recommendations
**Asked objective of event or travel
#1
It is helpful to uncover the purpose of the event/travel so the manager has an idea of who it is that is attending and the
type of function that is being held. This information can then be used when presenting the hotel and the manager can
present features and benefits, which would be pertinent to the caller’s group.
#2
If the purpose of the event/travel is determined, the manager can then tailor the presentation and present features
and benefits which would be of interested to this type of group.
#3
We recommend the manager inquire why the group is coming to the hotel. He may learn the group is planning on
visiting the nearby botanical gardens or museums. Knowing this information allows the manager to discuss the
pertinent features such as transportation and onsite dining options.
#4
The manager may want to take a moment and uncover what is bringing the group to the hotel. Manager can keep
this in mind as he decides which features to discuss in detail.
**Asked all necessary questions about specific needs for event or travel
#1
Though Manager did well uncovering some of the basic event needs, we encourage him to fully explore the event
requirements including the set up style and audio visual needs, allowing him to select an appropriate room for the
group's meeting.
#2
Manager was adept at uncovering many of the specific meeting room needs. In the future we suggest he ask into the
need for guest rooms. This will allow Manager to fully outline the hotel's features as they relate the guest's needs.
#3
Manager may find it helpful to ask into the meeting and guest room requirements beyond the dates and number of
guests. With a complete understanding of these needs, Manager will be able to present his hotel in the most effective
light.
**Uncovered history of event/travel
#1
It is helpful to determine the history of the event (travel). This way the manager can ensure that the appropriate
amount of space and rooms is being held, and that space is not over booked.
#2
We suggest that the manager question the caller on the history of (function/travel). This will assist the manager in
blocking the appropriate amount of space. It will also give insight if there is any potential for fallout, or even
cancellation of the event if it has poor history, or no history.
#3
We suggest the manager attempt to learn where the event has been held in the past. Uncovering the history of a
booking can shed light on the caliber of hotels used in the past and may suggest an opportunity for upselling.
#4
It is a good practice to ask the client for history on the event. This can lead to the manager uncovering details about
potential fallout, likes and dislikes of the group, and the type of hotel experience the group is accustomed to.