About Banquet Sales
A banquet is a formal large meal or feast, for a large number of people in honour of an event or to enhance the prestige of a host, or reinforce social bonds.
Banquets are usually done for
• charitable gathering
• ceremony
• celebration
Banquet Sales is a specialized sales function which focuses on sales of services of a banquet hall. Banquet sales professionals are engaged by hotels, restaurants, banquet halls, etc to manage sales of banquet rooms.
Banquet sales professionals usually increase their sales by
• Highlighting their USP
• Using repeat business.
• Listing uniqueness of their event menus
• Making the client special by personalizing as per their needs
• Providing easy booking process for clients.
Banquet sales professionals apply following techniques to increase sales
• Advertising - informing a market about the services.
• Branding- Creating exclusive brands for specific events
• Sales Promotion – Giving temporary incentives for boosting sales.
Why is Banquet Sales important?
Banquets are usually held to
• enhance the prestige of a host
• reinforce social bonds
• conduct a charitable gathering
• perform a ceremony or a celebration
Banquet sales are essential to monetize the assets and services being offered by the banquet rooms or halls. Sales professionals apply sales tools and techniques to increase revenue and sales for the banquet.
Banquet sales act as a matchmaker between the client and banquet so as to provide banquet services as per satisfaction of client.
Who should take the Banquet Sales Exam?
• Sales professionals
• Sales managers and senior executives
• Banquet Hall owners
Banquet Sales Exam Objectives
The Banquet Sales exam validates your selling skills for increasing and managing sales for banquet .
Banquet Sales Exam Prerequisite
Banquet Sales exam has no prerequisite.
Banquet Sales Certification Course Outline
1. Theories of Selling
1.1 “Right Set of Circumstances” Theory Of Selling
1.2 “Buying Formula” Theory of Selling
1.3 “Behavioral Equation” Theory
2. Prospecting, Objection Handling and Closing
2.1 Prospecting
2.2 Formulating Prospect Definitions
2.3 Searching out Potential Accounts
2.4 Sales Resistance
2.5 Closing Sales
3. Sales Forecasting
3.1 Market Potential
3.2 Sales Potential and Sales Forecasting
3.3 Sales Forecasting Methods
3.4 Qualitative Forecasting Methods
3.5 Projection of Past Sales
3.6 Moving Average Method
3.7 Regression Analysis
3.8 Econometric Model Building and Simulation
4. Functions of Salesperson
4.1 The Effective Sales Executive
4.2 Nature of Sales Management Positions
4.3 Position Guide-Sales Manager
4.4 Functions Of The Sales Executive
4.5 Qualities of Effective Sales Executives
4.6 Relations with Top Management
4.7 Relations with Managers of Other Marketing Activities
5. Banquet Basics
5.1 Banquet Services
5.2 Building Customer Loyalty
5.3 Managing Budgets
5.4 Food and Beverages
5.5 Catering
5.6 Scheduling
5.7 Records Management
5.8 Store Management
5.9 Handling Guests
6. Banquet Sales Management
6.1 Banquet customers and targeting the right person
6.2 Unique Selling Proposition
6.3 Digital Marketing Models
6.4 Delighting Customers
6.5 E-Commerce and Social Media
6.6 Buyer-Seller relationship
6.7 Closing Techniques
Exam Format and Information
Certification name – Banquet Sales Certification
Exam duration – 60 minutes
Exam type - Multiple Choice Questions
Eligibility / pre-requisite - None
Exam language - English
Exam format - Online
Passing score - 25
Exam Fees - INR 1199
100% Pass Guarantee
We have built the Practice Exams with a 100% unconditional Test Pass Guarantee! If you are unable to clear the exam, you can request a full refund guaranteed.(Based on 249 reviews)
I loved the coverage of Operational Coordination and post-event analysis. It helped me understand the importance of the communication link between the sales office and the kitchen/banquet floor.
Excellent focus on Menu Engineering and upselling techniques. The scenarios on managing large-scale corporate events and wedding contracts provided a very realistic look at the industry.
A great review of BEO (Banquet Event Order) creation and revenue management. The questions on room hire fees vs. food and beverage minimums were very practical for hotel sales roles.
