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In: Accounting

How can a hotel sales representative identify who is responsible for purchasing meeting space

How can a hotel sales representative identify who is responsible for purchasing meeting space, banquets, and rooms for corporate travelers in the corporate headquarters of an insurance company?

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Expert Solution

Often the salesperson can simply ask. Some companies have a dedicated in-house position that coordinates bookings, meetings and events for the company. Finding this person may be as easy as calling the company phone line and asking to be connected to the relevant department. However, for some organizations, the salesperson may have to observe the organization and get to know the people within the organization to really understand the dynamics of the organization and identify the key decision-makers.

 

This could be a great homework assignment. Assign your students different insurance companies and ask them to identify the person(s) responsible for purchasing rooms, etc. for their corporate travelers.

Junaid answered 4 months ago
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