Title: Demonstrate negotiating skills.
Course: Lodging Management (12159) > Section: Examining Sales Functions in the Lodging Industry

Demonstrate may include the following skills, which can be used to secure business and maximize revenues:

- Speaking to define one's position
- Listening to other positions
- Showing respect
- Being willing to compromise
- Handling objections
- Listening for real needs
- Closing the sale.

Process/Skill Questions:

- What sales techniques can be used to increase lodging revenue?
- How does upselling a new item, amenity, or service help maximize revenue?
- What factors should be considered when analyzing the value of a group lead?
- How does negotiating help build client rapport and trust?
- How can knowledge of the competition help in the negotiation process?
- At what point should an employee reach a compromise when trying to close a sale with a challenging customer?