Certificate in Sales (Hospitality) for HSMAI Members

Build a strong foundation in modern hotel sales. Learn how to communicate with customers, identify opportunities, present hotel solutions, negotiate confidently and use AI, CRM systems and market insights to improve sales performance.

Understanding your guests path to booking is a crucial skill to have when making decisions about where to put your rooms inventory. READ MORE..

This is a single course in a 10-series program to earn the Certificate in Revenue Management (Hospitality). You can either study the full 10-course program or individual courses to update your skills!

Learn how to understand what hotel buyers need, value and expect. Develop practical questioning, listening and relationship-building skills to uncover customer priorities, build trust and connect buyers with the right hotel solutions.

Learn how to create persuasive hotel proposals and presentations that connect your property’s strengths to the buyer’s needs. Develop clear sales narratives, demonstrate value and deliver confident presentations that inspire customers to take action.

This course teaches you how hoteliers typically segment their market and how this can improve your profitability. READ MORE..

This is a single course in a 10-series program to earn the Certificate in Revenue Management (Hospitality). You can either study the full 10-course program or individual courses to update your skills!

Learn how to prepare for negotiations, handle buyer objections and close hotel sales with confidence. Apply practical techniques to protect value, exchange concessions strategically, build client trust and reach mutually beneficial agreements.

Learn how to gather, interpret and apply market and competitor intelligence to strengthen your hotel’s positioning and improve sales decisions. Build practical tools, including competitor profiles, a positioning statement and Sales Battle Cards, while using AI responsibly to support research and preparation.

Learn how to assess account value, prioritise sales opportunities and focus your time where it will make the greatest commercial impact. Identify growth potential, increase share of wallet, strengthen customer retention and create practical strategic account plans for your hotel.