Venue Marketing & Sales

Tentang Program

Venue bersaing bukan hanya pada fasilitas, tetapi pada kemudahan buyer merencanakan acara, kepastian delivery, dan nilai paket. Peserta menggunakan inventory dan kalender aktual untuk membangun occasion-based proposition, sales kit, dan yield decision rule.

Business Challenges

• Venue masih dijual berdasarkan ruang dan fasilitas, belum berdasarkan occasion serta kebutuhan buyer.
• Paket, add-on, minimum spend, dan peak–off-peak pricing belum dirancang untuk mengoptimalkan revenue.
• Inquiry response, qualification, site inspection, proposal, dan follow-up belum memiliki sales standard.
• Calendar, occupancy forecast, partner channel, displacement logic, dan repeat booking belum terintegrasi.

Learning Outcomes

• Memprioritaskan segment dan occasion berdasarkan demand pattern, venue fit, serta profitability.
• Menyusun package architecture, add-on, value fence, dan pricing option yang mudah dibandingkan buyer.
• Menjalankan venue sales pipeline dari inquiry sampai booking menggunakan SLA dan playbook.
• Mengoptimalkan occupancy dan revenue melalui partner, calendar, forecast, serta repeat-business program.

Learning Modules

1. Venue Market & Occasion Strategy — Peserta memetakan corporate meeting, wedding, exhibition, community, government, dan seasonal demand berdasarkan fit dan profitability. Output: segment–occasion priority map.
2. Venue Market & Occasion Strategy — Peserta memetakan corporate meeting, wedding, exhibition, community, government, dan seasonal demand berdasarkan fit dan profitability. Output: segment–occasion priority map.
3. Product, Package & Pricing — Peserta menyusun core package, add-on, minimum spend, value fence, peak/off-peak rate, dan proposal option. Output: package architecture.
4. Product, Package & Pricing — Peserta menyusun core package, add-on, minimum spend, value fence, peak/off-peak rate, dan proposal option. Output: package architecture.
5. Venue Sales Pipeline — Peserta melatih inquiry qualification, response SLA, site inspection, solution pitch, proposal, follow-up, objection, dan lost-reason capture. Output: venue sales playbook.
6. Venue Sales Pipeline — Peserta melatih inquiry qualification, response SLA, site inspection, solution pitch, proposal, follow-up, objection, dan lost-reason capture. Output: venue sales playbook.
7. Channel & Revenue Optimization — Peserta merancang planner/EO partnership, referral, calendar management, occupancy forecast, displacement logic, dan repeat-booking program. Output: revenue dashboard outline.
8. Channel & Revenue Optimization — Peserta merancang planner/EO partnership, referral, calendar management, occupancy forecast, displacement logic, dan repeat-booking program. Output: revenue dashboard outline.

Target Participants

Sales Executive, Account Manager, Business Development, Sales Supervisor, Commercial Manager