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Hospitality Revenue Management

The Revenue Management Evaluation process occurs after an opportunity is captured and property-specific quotes are generated. The sales representative continues to work with the customer to update the quote. During this process, the sales representative may need to modify quote information and submit the quote to a revenue manager who reviews and approves the changes. Typical conditions that may trigger the revenue management evaluation process include:

• The profit variance of a quote is negative.
• The sales representative wants to reduce the sleeping room rates below the negotiation floor.
• The sales representative wants to overbook some functions.