Chapter 8: Catering & Meeting
Room Sales
8.4: Meeting Room Sales
Meeting Room Space Value
Meeting rooms are usually sold by salespeople in
the sales office who sell group business.
 Meeting room sales can generate revenue directly
related to the space available. If the least desirable
space is sold first, it is far easier to sell the
desirable space at a later date.
 Few meeting planners need rooms for an entire
day or evening. Questioning meeting planners may
help the hotel sell a few extra hours of a room
for another meeting.
 Salespeople should concentrate on selling space
when times are slow.
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Types of Meeting Rooms
Exhibit halls
 Ballrooms
 Conference meeting rooms
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Meeting Room Setups
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There are many different types of meeting
room space. Common ones include:
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Theatre
Senate
V-shaped
U-shaped (or horseshoe)
T-shaped
Hollow square
Schoolroom (or classroom)
Herringbone
Board-of-directors
Banquet
Common Meeting Room Furniture
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The types of furniture chosen for a
meeting room will affect a room’s capacity.
Meeting planners should know what types
of furniture a property has. Major types
include:
◦ Chairs
◦ Tables
◦ Platforms
Booking Meeting Rooms
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Many hotels use a function book space –
request form (often computerized) that
detail the client’s function room needs.
Most sales departments place space on hold
until the space is confirmed. If the space is
not confirmed by an agreed upon release
date, the reservation is canceled and the
room can be resold.
Many groups estimate requirements for
meeting space a year or more in advance. As
the event draws nearer, meeting planners
may make changes.
Guidelines for Managing Meetings
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Although specific policies vary, the following
requirements are common:
◦ Rooms are set up well in advance
◦ Properties provide general meeting room
accessories (draped head tables, small bowls of
hard candy, pitchers of ice water and glasses)
◦ Setup personnel freshen up the room if the
meeting is more than two hours
◦ Partitions are available to divide meeting
attendees into smaller groups
◦ Thank-you letters and evaluation forms are sent
and traced after a meeting.
Assignments
•
Complete the Apply Your Learning 8.4, page
228, questions 1-7
•
Complete the Section 8.4 Workbook
assignments:
• Building Your Vocabulary: Setting Up a Room,
page 123
• Add It Up!: Fitting It In, page 125
• Write Right: It Was a Great Meeting, page 125
Do you remember?
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
Time for the Chapter 8.4 quiz.
This is an open book quiz. This must be
completed prior to the Chapter Test. It
may only be submitted once. Be sure you
have reviewed your quiz BEFORE you
click the submit button!
Chapter 8.4 Quiz Link