D IV Manajemen Pariwisata

•   Describe the scope of the convention, meetings, and trade show industry in terms of types of meetings, who holds meetings, and emerging types of meeting facilities.

•   Explain the steps in developing a marketing plan.

•   Describe considerations in the organizational design of a sales department,

  and outline how a sales office interfaces with other departments.

•   Identify characteristics of association meetings that are important for selling to the association market.

•   Identify characteristics of corporate meetings that are important for selling to the corporate market.

•   Describe SMERF groups and explain how to approach selling meeting services and products to them.

•   List and describe the steps in making a personal sales call.

•   Summarize the process of planning an advertising strategy and describe how public relations and publicity can help a property reach meeting planners.

•   Describe the elements of a letter of agreement or a contract and distinguish between those elements.

•   Describe considerations in determining who should coordinate hotel service to groups, and describe the duties and organizational relationships of the position of convention service manager.

•   Summarize considerations hotel staff must make when assigning rooms to meeting attendees.

Instructor’s Notes

Introduction 3

4 Introduction

Introduction Outline

•   Describe the format and uses of the resume prepared by the convention service manager.

•   Describe typical function room furniture, meeting setups, and time and usage considerations.

•   Identify different types of food functions and types of food service, and describe trends in taste.

•   Summarize factors in the decision about which audiovisual requirements to service in-house and which to outsource, and describe types of audiovisual equipment and their uses.

•   Describe programs that hospitality properties offer spouses and children of meeting attendees and the role of such programs in a successful meeting.

•   Describe the functions of key trade show personnel and describe the elements of exhibit planning.

•   Describe typical procedures for billing groups and for conducting a post- convention review.