What are some of the criteria the sales staff should use to evaluate whether a corporate contract account should be retained or dropped? What factors should the staff consider when determining new sources of business to replace the old corporate contracts?

Read the attached case study on Rate Resistance and answer the following 3 questions. Be sure to read the chapter and the notes in their entirety prior to completing the case study. Your answers should reflect the material presented in the chapter.
Questions:
What are some of the criteria the sales staff should use to evaluate whether a corporate contract account should be retained or dropped?
What factors should the staff consider when determining new sources of business to replace the old corporate contracts?
How can Joan help her sales staff become comfortable with the changes in the hotel’s rate structure?

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