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Scenario for Capturing Hospitality Opportunities

This scenario provides an example of a process performed by an events sales representative to create and add details to opportunities. Your company may follow a different process according to its business requirements.

A customer contacts an event sales representative at the National Sales Organization Center to discuss holding an event at a hotel property. The event customer provides some generic information about the type of functions that are contemplated and the room blocks that are needed to support the event's functions. The customer specifies some property preferences and details the payment method. In addition, the event customer wants the property to provide free transportation for event attendees from the airport to the property.

The sales representative captures this information as an opportunity and then performs an assessment of the opportunity so that each participating property can determine the value of the opportunity.