Salary and Career Info for a Hotel Sales Representative

Sep 17, 2019

Hotel sales representatives sell rooms, hotel amenities and event spaces for hotels. These positions usually require industry or sales experience. The job growth outlook for these positions is about average.

Essential Information

Hotel sales representatives work to expand and maintain a hotel's network of clients by selling and promoting the hotel's amenities. The field requires no formal education past a high school diploma, though a bachelor's degree in hospitality and tourism is recommended to those seeking a career as a hotel sales representative.

Required Education None, bachelor's degree in hospitality recommended
Projected Job Growth (2018-2028) 5%* (all other services sales representatives)
Median Salary (2018) $54,550 per year* (all other services sales representatives)

Source: *U.S. Bureau of Labor Statistics

Career Information for Hotel Sales Representatives

Hotel sales representatives play an important role in the financial success of the hotel chain that they represent. By selling the entire range of amenities that a hotel has to offer, they demonstrate to customers the ways in which the hotel can best accommodate them. Their goal is to continually expand their network of potential clients, while following up on the overall experience of past customers, in hopes of gaining repeat business.

Hotel sales reps can network with travel agencies who can refer customer groups to stay at and use their hotel for business or pleasure. Sales representatives can network with government agencies, associations, and social groups in a similar fashion, quoting prices for the various perks they can offer the potential client. In booking sales business for the hotel they draw up contracts, verify reservations in writing, and problem solve and analyze the requirements for potential clients. They will spend much of their time on the phone, but may also travel to meet with clients personally, attend trade shows, or give sales pitches to groups via presentations.

Hotel sales representatives must stay abreast of any changes in their hotel's facilities and amenities. The pressure to sell and produce new customers often increases when a hotel experiences more direct competition. A representative must therefore also keep current on the changes all competing hotels within their market. Beyond simply selling to clients, they must analyze sales stats, handle administrative tasks, prepare reports, and keep communication lines open with those on the hotel staff and in hotel management.

Although hotel sales representatives don't have formal educational requirements, because of their varied duties it is often recommended that reps have an undergraduate degree. A degree in hospitality and tourism management would be a good one to consider. Knowledge of business, communications, marketing, or economics can also serve as an entry point into the career. Working on staff in a hotel can serve as valuable experience, as can previous sales experience from other similar industries. Training specific to the hospitality industry through a certificate course may also prove beneficial.

Hotel sales representatives usually only require a high school diploma, but many employers may prefer those with a bachelor's degree. These positions require good communications skills, networking abilities, and sales acumen. Positions in this field have an annual median salary around $54,000.

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