The staff in the front office will generate more income if they have been trained to sell.
a) Compare and contrast ‘switch’ selling with that of the ‘sandwich’ technique.
b) Explain the ‘inclusive terms’ package, identifying the type of hotel that is most likely to offer this, and outlining advantages of this type of package to both the hotel and the guest.
c) Describe TWO activities that front office staff can carry out in order to reduce the impact of people who make bookings but fail to honour them (i.e. no-shows).
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