2. Who is your team?
- Banquet / Sales / Catering Manager
- Sale Rev. (BEQ)
- Function / Event Booker (Function Book)
- Coordinator
- Secretaries
- Clerks
3. Who is your customer?
1. Corporate Market
• Trade Association
• Professional Association
- small meeting
- Convention
Market Positioning for corporate market
1. Shallow market (limited budget / small group)
2. Midlevel market
3. Deep market
4. Who is your customer?
2. Social Market
• Publicity
• Privately
• Individually
- celebrate
- birthday
- wedding
- anniversary
- theme party
5. Customer decision making?
1. Reputation
2. Location
3. Presentation
4. Price
5. Service Quality
- Food
- Equipments
- Staffs
- Professional performance
- Creation and customer service
6. How to sell the Banquet?
1. Customer information
2. Banquet characters
- Date / Time
- Place
- Type of banquet / Service
- Food & Drink
- Budget / Guarantee / Deposit / Rental Fees
7. How to sell the Banquet?
3. Selling Person (information support)
- space size
- number of guest
- room capacity
- Lighting / Sound
- Type of the function / Banquet
- Type of food and beverage
- Type of service
- number of staff in service areas / kitchen / bar
- availability of service equipment
- Date / Time / Duration of banquet
8. How to present the BEO?
1. Customer’s name
2. Type of banquet
3. Number of guest
4. Theme of banquet
5. Date / Time / Duration
6. Expenses
7. Special requests
8. Due date of decision making
9. Service details
10. Entertainment details
9. Selling Distribution
- Website
- direct mail campaign
- proposal
+ facility layout
+ design / equipment
+ menu / ingredients
+ illustrations and graphics / previous events
10. Banquet selling techniques
1. Punctuality
*sell-person should be arrived 30 mins before
present the proposal
2. Documents preparation
3. Good presentation (verbal / non-verbal language)
4. Clear voice and tone
5. always turn off mobile phone and other
communication devices
6. make a short note for other comments /
recommendations from the customer
7. Any of edit / add of information, should be done
within 48 hours and back to present to the customer again.
Songkran Klomsook, 2015.
