万豪国际非常重视旅行代理商，以及他们为遍布全球的2800家万豪国际酒店吸引客户所发挥的作用。根据长期以来酒店业都没有针对酒店产品对旅行代理商开展培训的现状，万豪国际为其旅行代理商推出卓越培训计划，以表示万豪对其努力工作的感激之情，并帮助旅行代理商在向个人旅游者销售酒店客房方面获得最佳成绩。
万豪国际非常重视培训课程的设计和开发，坚持根据经营需要，对培训课程进行不断的升级。为了取得更好的培训效果，万豪国际为培训课程推出一种新的在线互动形式，新的在线培训形式既完整也具吸引力，提供音频、图像、互动练习、可打印的“随身携带”信息，以及包含有用信息和网站链接的一个资料库。资料库提供了一般信息、关于销售酒店需求的问题及答酒店品牌设计的优势与多样化服务。万豪国际建议旅行代理商应该向客户提出哪种类型的问题，以便为他们推荐更符合其要求的膳宿解决方案，从而提升客户对代理商及住宿体验的满意态度。
万豪的卓越培训计划课程目前在129个国家拥有逾113000名毕业生。通过卓越培训计划课程测试是成为万豪代理商的第一步。万豪的卓越培训计划为参与计划的代理商提供首选代理权及特别优惠。除了通过卓越培训计划课程以外，代理商必须签署协议，以同等方式销售万豪旗下品牌和 北京酒店品牌。相关企业成为万豪代理商后，在可获佣金的暂时预订交易中能获得10%的佣金，而且在万豪奖励证书销售中获得12%的佣金。
万豪国际酒店集团通过与中间商的成功合作，通过中间商的营销力量为其遍布全球的品牌酒店带来了大量的客源，达到了双赢母的。
思考与习题
①万豪国际集团是怎样与其中间商合作的？
②万豪国际集团与其中间商的运作规范如何？关系如何？
③通过本案例的启发，你有何更好的中间商合作项目？
Enhance the hotel marketing and management company are hotel brokers
Marriott International is a leading global tight hotel management company, Marriott has more than 2800 business units in the United States and 69 other countries and regions, and employs approximately 128,000 employees.
Marriott International attaches great importance to travel agents, as well as to attract customers to the role played by them for the 2800 Marriott International hotels around the world. A long time the hotel industry are not on travel agents for the hotel product training of the status quo, Marriott International to bring superior training program for travel agents to represent the gratitude of Marriott their hard work, and to help travel agents get the best results in selling hotel rooms to individual travelers.
Marriott International attaches great importance to the design and development of training programs, adhere to operational needs, to constantly upgrade training courses. In order to achieve better training results, Marriott International for the training courses to launch a new online interactive format, the new form of online training is complete, attractive, audio, images, interactive exercises, printable "carry" information, and contains useful information and links to a database. The database provides general information, questions and answers on the sale of hotel demand, as well as 10 hotel brands of Marriott International´s strengths and diversification of services. Marriott International recommends travel agents what types of problems should be submitted to the customer in order for them to recommend more in line with the requirements of accommodation solutions, thereby enhancing customer satisfaction with the agent and stay attitude.
Marriott excellence in training programs offered in 129 countries with more than 113,000 graduates. Excellent training programs offered testing is the first step to become a Marriott agents. Marriott excellence in training programs for agents participating in the scheme of the preferred power of attorney and special offers. In addition to through the course of excellent training programs, the agents must sign the agreement, the sale of the Marriott brand and the hotel brand in the same manner. Related businesses become Marriott agents, entitled to commission a temporary booking transaction can get 10% commission and get 12% commission on the sale of Marriott reward certificate.
Marriott International Hotel Group through the successful cooperation with the brokers, by brokers marketing power of its brand hotels around the world brought a lot of tourists to reach a win-win mother.
Thinking and Problems
The ① Marriott International Group, is how its brokers cooperation?
Specification of ② Marriott International and its brokers operation and how? Relationship?
(3) in this case inspired, what are your better middlemen cooperation projects?
