B2B (Business to Business)
B2B, or Business to Business, refers to hotels and hospitality services that primarily work with other businesses rather than individual travelers. This includes managing corporate accounts, handling group bookings for companies, and providing services for business events and conferences. Unlike hotels that focus on tourists (B2C or Business to Consumer), B2B-focused hotels typically offer special corporate rates, dedicated account managers, and specialized meeting facilities. This term appears in job descriptions when the role involves working with corporate clients, managing business partnerships, or handling corporate sales.
Examples in Resumes
Managed B2B partnerships generating $2M in annual corporate bookings
Led Business to Business sales team for premium hotel chain targeting corporate clients
Developed B2B marketing strategies to attract conference and event planners
Typical job title: "B2B Sales Managers"
Also try searching for:
Where to Find B2B Sales Managers
Professional Networks
Industry Events
Example Interview Questions
Senior Level Questions
Q: How would you develop a strategy to increase corporate bookings in a competitive market?
Expected Answer: Look for answers that show experience in analyzing market trends, creating competitive corporate rate structures, and developing long-term relationship strategies with key business accounts. They should mention ways to differentiate from competitors and understand ROI measurement.
Q: How do you handle negotiations with large corporate clients?
Expected Answer: Strong answers should include experience with contract negotiations, understanding of volume-based pricing, ability to maintain profitability while offering competitive rates, and skills in managing long-term corporate relationships.
Mid Level Questions
Q: What strategies do you use to maintain relationships with existing corporate clients?
Expected Answer: Should discuss regular client communication, understanding client needs, providing quarterly reviews, addressing issues promptly, and suggesting solutions before problems arise.
Q: How do you handle corporate client complaints about service or billing?
Expected Answer: Look for experience in problem-solving, ability to maintain professional relationships during difficulties, and knowledge of when to escalate issues versus handling them directly.
Junior Level Questions
Q: What do you understand about the B2B sales cycle in hotels?
Expected Answer: Should show basic understanding of corporate booking processes, relationship building, and the difference between B2B and B2C (individual guest) sales.
Q: How would you prepare for a meeting with a potential corporate client?
Expected Answer: Should mention research about the company, preparing relevant hotel information, understanding basic client needs, and having rate proposals ready.
Experience Level Indicators
Junior (0-2 years)
- Basic understanding of corporate sales processes
- Client communication skills
- Knowledge of hotel services and facilities
- Basic negotiation skills
Mid (2-5 years)
- Corporate account management
- Contract negotiation
- Revenue analysis
- Relationship building
Senior (5+ years)
- Strategic account planning
- Team leadership
- Market analysis
- Corporate partnership development
Red Flags to Watch For
- No understanding of corporate contract terms
- Lack of experience with relationship management
- Poor communication skills
- No knowledge of competitive market rates
- Unable to explain difference between B2B and B2C sales
Related Terms
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