Group & Business Travel Basics for Hotels

Group and Business Travel Sales Fundamentals Course

Start anytime
Study anywhere
Learn practical skills
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US$45 for HSMAI Members
US$55 for Non-members
3 Hours Study Time

Course Overview

Build a practical understanding of corporate, group and contracted hotel business. This course provides hotel sales and revenue professionals with an essential foundation in selling and managing business travel, group bookings and negotiated contracts. Participants will learn how different types of contracted business operate, how to sell effectively to corporate and group buyers and how commercial terms, concessions and displacement decisions affect hotel profitability.

Learning Objectives

By the end of this course, learners will be able to:

Identify and differentiate the key business, group, and contract travel segments within the hotel industry.
Explain the role and value of business travel, group business, and contracted accounts in a hotel’s commercial strategy.
Apply effective sales techniques to secure and grow business travel accounts.
Understand the fundamentals of managing group bookings and contracted business opportunities.
Recognise common contract clauses and assess their impact on hotel operations and profitability.
Evaluate the financial implications of concessions on revenue, ADR, and overall business performance.
Conduct a basic displacement analysis to determine the value of accepting or declining group business.
Use displacement analysis findings to support informed pricing and business acceptance decisions.

AVAILABLE FROM 15th August 2026

HSMAI MEMBER – US$45

NON-HSMAI MEMBER – US$55

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COURSE OUTLINE

Course Modules

Understanding Group Business
Understanding Business Travel
Negotiating Pricing on Groups and Corporate Accounts
Key Contract Clauses for Group Business
Impact of Concessions on Revenue and ADR
Understanding RFP, RFQ, RFI’s
Sales and Revenue: Working Together for Commercial Success
Quizzes

Course Outcome

Upon completion of this course, learners will have a solid understanding of business travel, group, and contract business fundamentals, enabling them to make more informed sales, pricing, and contracting decisions that support hotel profitability and long-term commercial success.

WHO SHOULD ENROLL

This Course is for You If:

This course is designed for hospitality professionals involved in managing, selling, pricing, or evaluating business, group, and contracted travel segments, including:

Hotel Sales Managers
Sales Executives and Sales Coordinators
Business Development Managers
Directors of Sales and Marketing
Revenue Managers and Revenue Analysts
Commercial Managers and Commercial Directors
Reservations Managers and Reservations Supervisors
General Managers and Hotel Owners seeking a better understanding of group and contract business
Hospitality professionals transitioning into sales, revenue, or commercial roles

No prior experience in group, business travel, or contract management is required, making this course suitable for both newcomers and experienced hospitality professionals looking to strengthen their commercial knowledge and decision-making skills.