Advanced Educational Sales & Marketing Training Workshops

E&A Trends offers a variety of highly educational workshops that are grouped into two categories. On this page you will find the general Course Outlines for our Advanced Sales & Marketing training workshops. These workshops target sales & marketing associates that have already gained a basic knowledge and have worked for more than 2 years in their respective areas of responsibilities.
 
Frequently, other operational department heads, i.e., Reservations Managers, Front Office Managers, Revenue Managers, Rooms Division Managers as well as General Managers and even hotel owners have attended these workshops to great effect. The workshops offer a deeper and more detailed look at complex approaches to marketing & selling in a very competitive international marketplace. They aim is to assist decision makers in their efforts to run today's sales & marketing departments as effectively and as efficiently as demanded by ever more knowledgeable customers and their insistence on more for less.
Alternatively, like many other clients, you may also have E&A Trends develop individual sales & marketing training programs for your hotel(s) that draws on its decades long international experience in tailoring workshops to your markets, competitive situation and team-makeup. Please contact E&A Trends for an offer:
Client Management Through Creative Selling
Hospitality Sales Excellence

“Client Management Through Creative Selling”

3 Full Days Sales/Marketing Workshop

 

 

Who should attend:   

Everyone who is involved in Hospitality Sales & Marketing. Those who are new to sales & marketing and those who are already experienced and want to review the process of their work-style in order to stay up-to-date with the latest in Client Management.

  

Workshop Format:

The workshop is very practical in nature with highly instructive case-studies, demonstrating effective Client Management principles and how to implement/execute them in the daily work of sales & marketing offices. Group work will help participants gain a solid understanding of how to approach complex issues in a Key Client environment. All case-studies are based on real-life scenarios and hotel focused.

 

Benefits of attending:

  • Apply professional approaches to maximizing sales results through proven Account Management principles

 

  • Learn to work in a Key Client & Key Prospect environment and differentiate between the traditional and latest approaches to selling

 

  • Understand how to affect client relationship outcomes and the cycle of sales productivity while developing long-term relationships with customers

 

  • Recognize the impact of changing your sales team into industry professionals, who are seen as consultants by their clients as opposed to sales people

 

  • Realize the often complex implications of price/value decision parameters for both your organization and your clients

“Hospitality Sales Excellence Workshop”

 3 Full Days Sales Workshop

 

Who should attend:

Everyone who is involved in Sales and Marketing. Beginners and those who are already experienced. Anybody who wants to review their work-style and seek to improve their effectiveness in active selling.

 

Workshop Format:

The workshop is very practical in nature with highly instructive case studies, demonstrating selling principles that focus predominantly on clients’ behavior patterns. Lots of group work will help participants gain a solid understanding of human behavior and buying-decision-making.

 

 

 

Benefits of attending:

  • Gain a firm foundation in professional selling skills, including customer orientation and relationship marketing – as demanded by today’s marketplace

 

  • Fully identify customer needs & wants by employing unobtrusive, yet highly effective questioning and listening techniques

 

  • Identify and understand the differences between product advantages & product benefits in order to effectively match clients’ needs and wants

 

  • Specifically know when to close and how to ask for a commitment

 

  • Understand and act on the importance of ‘after sale’ service

Negotiating & Overcoming Objections Workshop
MLDP - Marketing Leadership Development Workshop
MLDP - Marketing Leadership Development Workshop

“Winning Negotiations & Overcoming Objections”

3 Full Days Sales Workshop

 

Who should attend:

Everyone who is involved in Sales and Marketing. Beginners and those who are already experienced. Anybody who wants to review their work-style and seek to improve their sales effectiveness.

 

Workshop Format:

The workshop is very practical in nature with highly instructive case studies, demonstrating negotiation principles and how to overcome objections. There will be group work to help participants gain a basic understanding of human behavior and buying-decision-making.

Benefits of attending:           

  • Apply professional approaches to maximizing sales results

 

  • Learn how to differentiate your product and services in a competitive international market place and use of this knowledge in meeting customers’ needs with the facilities and services of your product

 

  • Understand the principles of a structured sales call

 

  • Know when and how to ask for a commitment

 

  • Be more conscious of selling skills and how they can impact potential customers

 

  • Understand the often complex implications of decision parameters in your client’s organization

 

  • Create a WIN/WIN situation for both the client and the hotel

MLDP - Marketing Leadership Development

“MLDP – Marketing Leadership Development Program”

3 Full Days Marketing Leadership Workshop

 

Who should attend:

General Managers, Directors of Sales & Marketing, Marketing Communications Managers, Revenue Managers & Senior Sales Managers with a good understanding of sales & marketing issues, who at times, find it challenging to plan their available resources in order to fully and positively affect the strategic elements of effective marketing planning, implementation and control mechanisms.

Workshop Format:

This workshop is very practical in nature by means of highly interactive group work, where real-life scenarios build the basis for effective Marketing Planning.

 

 

 

Benefits of attending:

  • Analyze and research markets/trends in order to build a solid positioning strategy that will make your hotel more competitive in the eyes of your clients

 

  • Apply professional approaches to maximizing strategic marketing orientation

 

  • Learn how to differentiate your product and services in a competitive market place and use this knowledge in meeting customers’ needs with the facilities and services of your product

 

  • Understand the principles of a structured pricing strategy and product/service positioning

 

  • Plan proper resource allocation in line with marketing/sales objectives

 

  • Construct MAPs (Market Action Programs) on the basis of value perception

Decisive Marketing Power & Revenue Management Insights

“Decisive Marketing Power & Revenue Management Insights”

2 Full Days Marketing Workshop

 

Who should attend:

General Managers, Directors of Sales & Marketing, Catering Directors, Marketing Communications Managers, Revenue Managers & Senior Sales Managers with a good understanding of sales & marketing issues, who at times, find it challenging to plan their available resources in order to fully and positively affect a decisive marketing strategy while still balancing the ever important revenue streams with sales activities.

 

Workshop Format:                          

This workshop is very practical and interactive with many group activities & case studies that are based on real-life scenarios in the hotel industry.

 

 

 

 

 

 

Benefits of attending:                       

  • Analyze and research markets/trends in order to build a solid positioning strategy that will make your hotel more competitive in the eyes of your clients

 

  • Learn how to differentiate your product and services in a competitive market place and use this knowledge in meeting customers’ needs with the facilities and services of your product

 

  • Understand the principles of a structured pricing strategy and product/service positioning

 

  • Plan proper resource allocation in line with marketing/sales objectives

 

  • Gain insights into basic revenue management principles and apply them as part of your marketing strategy

OTA Control By Maximizing Client Management

“OTA Control By Maximizing Client Management”

3 Full Days Revenue & Sales/Marketing Workshop

Who should attend:

Everyone who is involved in Hospitality Sales & Marketing, including Revenue Managers. Those who are new to sales & marketing and those who are already experienced and want to review the process of their work-style in order to stay up-to-date with the latest in Distribution Channel Control and maximizing sales results by deploying effective Client Management strategies.

 

Workshop Format:

The workshop is very practical with highly instructive case-studies, demonstrating effective OTA Control principles and how to implement/execute them in the daily work of hotel sales & marketing offices. Group work will help participants gain a solid understanding of how to approach complex issues in a Key Client environment. All case-studies are based on real-life scenarios and hotel focused.

 

Benefits of attending:

  • Learn how to operate in a modern hotel sales & marketing department while controlling OTA agencies through proper channel management procedures without losing the ever more important direct business relationship with a client

 

  • Recognize the impact of OTA channel business on your marketing efforts and how to adapt your sales planning in light of OTA’s reach

 

  • Learn about Revenue Management principles while working in a Key Client & Key Prospect environment to counter perceived OTA dominance and differentiate between the traditional and latest approaches to marketing & selling

 

  • Understand how to affect client relationship outcomes in the era of increased OTA proliferation by recognizing the cycle of sales productivity while still developing long-term relationships with customers

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