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HSMAI is proud to introduce, in association with Master Connection Associates (MCA), the Certified Hospitality Sales Executive (CHSE) Certification, and encourages individuals working in sales in the hospitality industry, if they meet the minimum qualifications, to make the decision today to get certified!
Certification demonstrates to the world your high level of performance, abilities, and expertise in your field, and the process of becoming certified as a CHSE includes learning experiences that we believe will be valuable to both you and your employer.
Additionally, your adoption of the CHSE Code of Ethics is an important signal to your customers that they can rely on your integrity and professionalism.
CHSE CODE OF ETHICS:
As a CHSE and member of the Hospitality Sales and Marketing Association International, I pledge myself to:
• Strive to maintain and improve sound business practices;
• Adhere strictly to a policy of truth in the sales process, and issue no false or misleading statements to clients or the public;
• Accept my responsibility for cooperating in every reasonable and proper way with others in my profession and conduct my business in a manner that will bring credit to the practice of hospitality sales management and my clients;
• Accept every opportunity to use my professional skills to improve my client’s business; and
• Maintain high standards of personal conduct.
COMPETENCIES AND ROI
What can you expect of yourself as a CHSE? What do you expect to learn from the process? You will learn core competencies for becoming a successful professional in hospitality sales:
COMPETENCY: Ability To Uncover New Prospects
ROI: Understands the need to build a strong sales pipeline in order to uncover new business and new revenue which will result in closing more business.
COMPETENCY: Develops and follows sales plans
ROI: The ability to strategically prospect and target larger accounts identifying more contacts within the account and more business opportunities, which will result in increased revenue from new and existing accounts.
COMPETENCY: Written skills for customized proposals
ROI: Ability to better communicate and close business the first time by creating customized proposals that meet the needs of the customer and allow you to win more business by demonstrating the value your organization offers.
COMPETENCY: Strategic thinking
ROI: The ability to out think the competition and avoid selling based solely on price, positioning your company for a brighter outlook no matter what the market situation.
COMPETENCY: Positive outlook to compete
ROI: Selling in a competitive environment takes a combination of skill, attitude and knowledge. Sales professionals will understand the sales process completely to increase their confidence to sell more business against the competition.
COMPETENCY: Takes responsibility
ROI: Understand how you affect your company, your clients, and your sales team in order to secure more profitable business.
COMPETENCY: Embraces change
ROI: Ability to research clients’ business objectives to be flexible in your sales approach which will increase business.
COMPETENCY: Strong self confidence
ROI: Becoming excellent in your sales skills will increase your confidence level and your ability to sell at higher levels.
COMPETENCY: Effective questioning skills
ROI: Uncovering the customer’s needs saves time and ensures that the sales professional increases their closing ratio.
COMPETENCY: Listening with empathy
ROI: Customer objections and problems will be minimized by learning how to listen effectively to overcome issues and close more business.
COMPETENCY: Qualifies and proposes around client’s needs
ROI: Linking the customer needs to your product features will ultimately close more business and increase revenue.
COMPETENCY: Ability to gain commitment with a strong desire to close business
ROI: An increased level of sales skills will shorten the sales process and increase overall revenue and reduce sales cycle.
YOUR FIRST STEP IS TO FILL OUT AN APPLICATION
Click here to download an application. Instructions, fees, and point schedule are included in the application. Once you have qualified, you will receive the CHSE Study Guide. Candidates will take three MCA e-Learning modules before taking the online exam, and HSMAI has added a special benefit to the process: to complete the CHSE, you will take the prestigious 20/20 Assessment® to help you continue to grow in your profession.
RECERTIFICATION
CHSE’s are required to recertify every three years. Requirements for recertification are:
* Having worked 18 of past 36 months in hospitality sales and be in such a position at the time of applying for recertification.
* Client recommendation letter – how does a client value an individual as a partner or a resource in the consultative selling process.
* 200-word essay from certificant about how having the CHSE certification has helped in professional career and company ROI.
* 10 hours of sales training and development, which can be brand-sponsored training, college-level courses, professional coaching, MCA eLearning or HSMAI webinars.
Questions?
If you have any questions about the process, please email hsmaiuniversity@hsmai.org or call 703-506-2010.
