1. © 2003, Educational Institute Chapter 8 Sales and Catering Applications Managing Technology in the Hospitality Industry Fourth Edition (469T or 469)

2. © 2003, Educational Institute 1 Competencies for Sales and Catering Applications 1.Identify characteristics of guestroom and function room sales that affect the design and operation of hotel sales software. 2.Identify the types of data, files, and reports used in the operation of a hotel sales office. 3.Identify characteristics of revenue management in hotel operations that affect the design and operation of hotel sales software. 4.Describe the features and functions of software designed for off-premises catering operations.

3. © 2003, Educational Institute 2 Guestroom and Function Room Sales Guestroom sales  Guestroom control book  Bookings/cancellations  Revenue management strategies  Booking evaluator Function room sales  Function book  Function space  Function planning  Banquet event order

4. © 2003, Educational Institute 3 Common Sales Files  Trace files  Account files  Master card files  Account manager files

5. © 2003, Educational Institute 4 Group Room Sales Information  Business already on the books  Group booking pace  Unbooked business likely to return  Booking lead time  Displacement of transient business

6. © 2003, Educational Institute 5 Revenue Management Software Benefits  Continual monitoring  Consistency  Information availability  Performance tracking

7. © 2003, Educational Institute 6 Catering Software Files  Ingredient file  Recipe file  Menu item file  Proposal/contract file  Inventory file