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This course investigates the selling process in regard to conference and meeting management, including ways to build relationships with clients, work with intermediaries, and generate new business. An examination of the competitive analysis and competitive pricing process is complemented by a review of lead sources and referral programs. This course hones sales skills of a consummate conference center professional, from assessing a client’s needs and developing presentation skills to understanding the role of site inspections and answering objectives effectively.
http://www.sps.nyu.edu/content/scps...912