SALES & MARKETING GUIDES© Marin Management, Inc. 1

Sales Leadership Guide, 8001

Introduction to MMI Sales Guides

A. The Purpose of MMI Sales and Marketing Guides

The purpose of Marin Management, Inc.’s Sales Guides is to provide the resources for the members of hotel sales departments and others involved with hotel sales to achieve our sales mission. These guides define the policies and procedures designed to achieve our sales department mission.

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SALES & MARKETING GUIDES© Marin Management, Inc. 2

Sales Leadership Guide, 8001

Introduction to MMI Sales Guides

B. Summary of MMI Sales Guides

Sales Leadership Guide: Policies 8000 through 8099

Sales Administration Guide: Policies 8100 through 8199

Sales Prospecting Guide: Policies 8200 through 8299

Sales Technique Guide: Policies 8300 through 8399

Sales Competition Guide: Policies 8400 through 8499

Hotel Marketing Guide: Policies 8500 through 8599

Hotel Internet Marketing Guide: Policies 8600 through 8699

Event Sales & Planning Guide: Policies 8700 through 8799

Sales Reference Guide: Policies 8900 through 8999

Hotel-specific Sales Information Guide

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SALES & MARKETING GUIDES© Marin Management, Inc. 3

Sales Leadership Guide, 8001

Introduction to MMI Sales Guides

C. How to Use Our Sales and Marketing Guides

Use our Sales and Marketing Guides in several ways: As a reference for team members and supervisors, As an orientation tool for new team members, As a training reference for group and individual training meetings, As a resource for materials for departmental and other staff

meetings, and As a recruitment resource for writing interview questions.

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SALES & MARKETING GUIDES© Marin Management, Inc. 4

Sales Leadership Guide, 8001

Introduction to MMI Sales Guides

D. Ownership of This Document

The format, layout and information contained in this Guide are the property of Marin Management, Inc. and are its trade secrets. No part of this Guide may be printed, copied, altered, distributed or saved to a non-Company computer without the written approval of Marin Management, Inc. This Guide may not be used in any manner other than as described herein and as intended by Marin Management, Inc. If you have suggestions for changes to this guide, contact the president of Marin Management, Inc.

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SALES & MARKETING GUIDES© Marin Management, Inc. 5

Sales Leadership Guide, 8001

Introduction to MMI Sales Guides

E. Confidentiality

The information contained in this Guide is confidential. No portion of this information may be shared with anyone other than a Hotel or MMI employee without the permission of MMI.

F. Disclaimer

Marin Management, Inc. developed this guide to help provide for effective sales and marketing activities. The policies and procedures in this guide must be implemented with good judgment by capable supervisors and well-trained employees. Marin Management, Inc., its officers and employees make no implied or expressed warranty regarding the use of this guide.

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SALES & MARKETING GUIDES© Marin Management, Inc. 6

Sales Leadership Guide, 8001

Introduction to MMI Sales Guides