CHSP®: Certified Hospitality Sales Professional

Name: CHSP®: Certified Hospitality Sales Professional
Brand: AHLEI
SKU: 63-632-13-71-10-02
Price: 10820.00 SAR
Availability: InStock

10,820.00 SAR

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CHSP® (Certified Hospitality Sales Professional) is a hospitality sales program designed to strengthen the practical selling skills and commercial mindset required to grow hotel revenue. The training focuses on prospecting, qualifying leads, sales communication, relationship management, proposal development, negotiation basics, account management, and coordination with revenue and operations—enabling participants to win more business, improve conversion, and build long-term client partnerships aligned with the property’s goals.

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Who Should Attend?

Hotel Sales Executives and Sales Coordinators
Corporate Sales, MICE / Events Sales, and Group Sales team members
Reservations / Front Office leaders involved in sales support
Business Development staff in hospitality properties
New or transitioning sales professionals in hotels and serviced residences

Key Takeaways

Build a structured sales process from lead to closing
Improve prospecting and lead qualification to increase conversion
Strengthen sales communication, presentation, and follow-up discipline
Create stronger proposals and value-based offers aligned with client needs
Apply negotiation fundamentals while protecting rate and profitability
Manage key accounts professionally to drive repeat business
Align Sales with Revenue Management and Operations for successful delivery

Accredited by

American Hotel & Lodging Institute

AHLEI is a globally recognized leader in hospitality education and professional certification. As the credentialing and training arm of the American Hotel & Lodging Association (AHLA), AHLEI provides industry-relevant learning resources, certifications, and professional development tools that support individuals and organizations across the hospitality sector. With a strong international presence, AHLEI certifications—such as CHS®, CHSP®, CRDE®, CHA®, and others—are widely respected by employers and professionals seeking to enhance their careers and raise service standards in the global hospitality industry.

Cours Outline

Day 1

Hospitality Sales Foundations & Sales Process

Role of sales in hotel performance and revenue growth
Understanding hotel products: rooms, meetings, events, outlets, packages
Target market overview (corporate, leisure, groups, MICE)
Sales funnel fundamentals (prospecting → qualify → propose → close → retain)
Lead sources and pipeline building
Prospecting methods (calls, email, networking, LinkedIn discipline)
Qualification basics (needs, budget, timeline, decision-maker concept)
Building credibility and trust with clients
Exercise: create a target client list + qualification questions

Day 2

Client Needs, Pitching & Proposal Development

Discovery techniques: asking the right questions
Positioning value vs price (selling outcomes, not discounts)
Presentation skills for hospitality sales
Writing effective proposals (structure, clarity, benefit focus)
Handling objections professionally
Managing response time and follow-up cadence
Rate awareness basics and coordination with Revenue
Internal coordination for feasibility (Ops, Banquets, Rooms)
Exercise: role-play discovery call + proposal outline

Day 3

Negotiation, Closing & Account Management

Negotiation fundamentals (prepare, trade, protect value)
Closing techniques and commitment signals
Contract basics overview (terms, dates, deposits concept level)
Corporate account management basics (targets, production, activity plan)
Relationship management and stakeholder mapping
Client visits, site inspections, and experience selling
Service delivery alignment: ensuring promises match execution
Post-event / post-stay follow-up and loyalty building
Exercise: negotiation role-play + closing scenarios

Day 4

Performance KPIs, Planning & Commercial Excellence

Sales activity discipline: calls, meetings, follow-ups, conversion tracking
Key sales KPIs (pipeline, conversion, production, retention, pace)
Creating weekly/monthly sales plans and prioritization
Managing time and territories effectively
Working with Revenue Management (pricing, need periods, strategy alignment)
Working with Marketing (leads, campaigns, digital support)
Handling service failures with clients and recovery approach
Capstone: build a 30–60 day sales action plan (pipeline + key accounts)
Final review + readiness checklist

FAQ

What is Star?

Star is a licensed Saudi company specialized in professional training and internationally recognized certifications. We aim to equip Saudi talents with the skills required by the labor market in line with Vision 2030.

Are your certifications accredited?

Yes, our programs are accredited by local authorities such as the Technical and Vocational Training Corporation (TVTC), as well as prestigious international organizations including AHLEI and HRCI.

What fields of training do you offer?

We provide a wide range of programs in tourism and hospitality, management, human resources, cybersecurity, information technology, and other programs aligned with Saudi Vision 2030.

Are the courses available in person or online?

We offer flexible learning options: in-person programs across different regions of the Kingdom, as well as online training through accredited e-learning platforms.

How can I register for a training program?

You can easily register through our official website Training Star under the training programs section, or by contacting our customer service team for guidance.

Are your programs supported by the Human Resources Development Fund (HRDF)?

Yes, many of our programs are supported by HRDF, providing trainees with free or subsidized training opportunities.

Can companies and organizations benefit from your programs?

Absolutely. We provide tailored training solutions for both public and private sector organizations, with the option to design customized programs that meet their specific needs.

What is the language of instruction?

Our courses are delivered in both Arabic and English, depending on the program and the requirements of the certifying body.

How long do the training programs last?

Program duration varies depending on the type: from short workshops (1–2 days) to advanced professional programs lasting several weeks.

How can I get more information?

You can visit our official website Training Star, or contact us via phone, email, or through our official social media channels.

CHSP®: Certified Hospitality Sales Professional