^^^that is a link to the book we use. It is the 2011 8th edition of convention sales services, the american hotel and lodging association

Here are some guidelines that might be helpful in analyzing the cases:
– read each case carefully, noting important information and facts.
– construct a time line of events leading to the situation being considered.
– identify all the of the significant characters in the case, and be familiar with their roles.
– analyze the problem. What are its causes? Whom does it affect?
– List items you think should be addressed in developing potential solutions. Can they be supported?
– Evaluate your solutions. If your solution was implemented, would it solve the problem? What would be the possible consequences? Might it cause problems?

1. What are some of the criteria the sales staff should use to evaluate whether a corporate contract account should be retained or dropped?

2.What factors should the staff consider when determining new sources of business to replace the displaced contract business?
-factors to consider: what customers/accounts to keep, what accounts/group to get rid of, should they raise the rate/what do they raise it to?,

3.What would the scripts look like that the sales staff could use when talking to clients about the rate change?

4.How can Fran help her staff become comfortable with the changes in the hotel’s rate structure?