B2B Sales Success for Hotels & Resorts

What you'll learn

Understand the B2B sales process and buyer journey in hospitality.
Identify and develop B2B sales opportunities and pipelines.
Apply consultative selling techniques to meet client business needs.
Negotiate contracts and manage pricing strategies effectively.
Build long-term relationships and drive sustainable business growth.

Requirements

Basic understanding of hotel sales or hospitality operations
No prior B2B experience required
Interest in corporate sales, account management, or business development
Access to a computer or mobile device with internet connection

Description

This course contains the use of artificial intelligence.
This course provides a comprehensive and practical guide to B2B sales in the hospitality industry. Designed for hotel sales professionals, account managers, and commercial leaders, the course focuses on building strong client relationships, managing sales pipelines, and driving sustainable business growth through corporate, group, and long-stay segments.
The course begins with the foundations of B2B sales in hotels and resorts. Learners will understand the differences between B2B and B2C sales, explore the B2B buyer journey, and define the roles and responsibilities of sales professionals. The module also emphasizes ethical standards, trust-building, and professionalism in business relationships.
The second module focuses on prospecting, qualification, and account development. Learners will identify target markets, apply effective prospecting strategies, qualify leads, build structured sales pipelines, and manage territories and accounts to maximize opportunities.
The course then explores value proposition and consultative selling. Learners will analyze client business needs, develop tailored solutions, present value-driven proposals, and handle objections in competitive environments.
A dedicated module addresses negotiation, pricing, and contract management. Learners will apply pricing strategies, maintain rate integrity, negotiate agreements, manage concessions, and structure contracts that balance profitability and client expectations.
The final module focuses on relationship management and long-term growth. Learners will build strong client relationships, manage key accounts, develop retention strategies, measure sales performance, and adapt to future trends in B2B hospitality sales.

Who this course is for

Hotel sales managers and account executives
Corporate sales and business development professionals
MICE and group sales teams
Commercial leaders in hotels and resorts
Hospitality students preparing for sales careers

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