Identification should include sources such as
- telemarketing
- personal leads
- referrals
- association directories
- community and business networking.
Process/Skill Questions:
- Why is it important for lodging personnel to practice assertive behavior in sales?
- What effect does cultivating sales leads have on a lodging's success, profitability, and staffing?
- How can developing a rapport with current guests bring about new business?
- What are the advantages and disadvantages of cold calling?