Advanced Reservations Sales Skills Required For Quoting Today’s Complex Rates and Restrictions

Doug Kennedy | April 20, 2016

Today's reservations agents need specialized training for conveying complex rate structures to educated consumers by Doug Kennedy Due to the advances in revenue management philosophies, processes and technology systems, those in charge of pricing and distribution have found evermore creative ways to "fence" rates such as by the booking window, distribution channel, length of stay, stay pattern, market segment, room type restrictions, membership affiliation, or by requiring special terms such as advance purchase / non-refundable. At the same time, today's callers are armed with more information than ever before caused by the transparency...