Use the term and the context
Hospitality terminology can vary by property and system. Confirm how the team uses a term when it affects the proposal or operation. FOH-specific terms are identified as such.
This connected glossary is intended to make a sales conversation clearer. Use the linked guides for the full workflow and the hotel’s approved documents for program-specific facts.
Property, planning and sales definitions
Hotel sales enablement
The content, processes and tools that help a hotel team explain its property and advance qualified buyer conversations.
Example: A salesperson assembles the relevant rooms, facts and collateral for an annual meeting.
Keep in mind: It is broader than a media viewer and has a different responsibility from the CRM.
Virtual site inspection
A structured remote evaluation of a property against a particular stay or event program.
Example: A planner reviews the general session, breakouts, floorplans and load-in questions before deciding whether to visit.
Keep in mind: The visual review identifies questions; it does not approve the final event plan.
Virtual tour
A visual experience that lets someone explore a place through connected views or scenes.
Example: A guest moves from the lobby to the guestrooms and restaurant.
Keep in mind: A tour can support an inspection when planning facts and guidance are added.
Deal Room / digital sales room
A buyer-specific online destination containing the relevant property recommendation, visual content, materials and next steps.
Example: The hotel shares selected meeting spaces and a personal welcome for one association inquiry.
Keep in mind: A FOH Deal Room is a shared sales experience, not a contract or an inventory hold.
Sales Playlist
In FOH Visual, a reusable curated property journey that can support a recurring segment or sales conversation.
Example: A corporate-meeting Playlist provides a starting point for a tailored buyer response.
Keep in mind: Review the content for the actual opportunity before sharing it.
Configuration
A recorded setup or presentation context associated with a space.
Example: The same ballroom may have theater and banquet configurations with different information or media.
Keep in mind: A representative configuration is not an approved production drawing for a specific event.
Function space
Space proposed or used for organized group activities such as meetings, meals, receptions or exhibitions.
Example: A program may need a ballroom, breakouts, pre-function and private dining.
Keep in mind: Total function-space area does not establish whether one program fits.
Pre-function space
The area near meeting or event rooms used for activities such as registration, breaks, networking and circulation.
Example: A planner places registration outside the general session and schedules coffee during the transition to breakouts.
Keep in mind: Shape, circulation and simultaneous use matter as well as the area.
Capacity chart
A chart of recorded room capacities by setup, usually associated with a named room or section.
Example: A planner compares classroom counts for two breakouts and requests a proposed layout.
Keep in mind: Published counts need program-specific confirmation.
Airwall
A movable partition used to divide a larger event room into sections.
Example: A ballroom is split for a general session and a smaller function.
Keep in mind: Ask the venue about access, simultaneous use and sound separation for the proposed program.
Room block
A proposed or agreed allocation of guestrooms for a group over a stay pattern.
Example: An association requests a block across arrival, peak and departure nights.
Keep in mind: A room-type preview does not hold or confirm the block.
Peak rooms
The highest number of guestrooms in a group’s proposed, contracted or consumed pattern on a single night; name the basis when reporting it.
Example: A pattern of 80, 220, 225 and 100 rooms has a peak of 225.
Keep in mind: Peak rooms and total room nights describe different things.
Room nights
The sum of guestroom nights across the reported stay pattern, with the reporting basis identified.
Example: A pattern of 80 + 220 + 225 + 100 equals 625 room nights.
Keep in mind: Use the same proposed, contracted or actual basis when comparing totals.
RFP
A request for proposal that describes what the buyer needs and how suppliers should respond.
Example: A planner sends dates, attendance, room-block pattern, agenda and response requirements to hotels.
Keep in mind: A visual response should agree with the commercial proposal and its assumptions.
Buyer engagement
Recorded interaction with a shared experience or material.
Example: A Deal Room is revisited, a space is viewed and the shortlist changes.
Keep in mind: Activity gives sales context. It does not prove a booking decision.
Digital property
FOH’s term for a structured digital representation of a hospitality property that connects spaces, media, facts, configurations and content.
Example: One approved space library supports public exploration and tailored Deal Rooms.
Keep in mind: It describes FOH’s property model; it does not claim engineering-grade digital-twin fidelity.
Take the definition into the workflow
A planner reading a capacity chart should confirm the named room, setup and production assumptions. A salesperson creating a Deal Room should check that the media, floorplan and commercial recommendation refer to the same space.
For private dining and banquet events, apply the same discipline: define the room, explain the format and identify what remains to be confirmed. Good terminology makes that handoff easier.
Use one reporting basis in the same conversation
A proposed room block, contracted room block and actual pickup describe different stages. A viewed space, a shortlisted space and a held space also describe different actions. Name the basis before comparing the number or discussing the decision.
Use the RFP worksheet for the requirements and the pilot scorecard for consistent measurement definitions.
Common questions
Are these legal or technical approvals?
No. The definitions explain sales and planning language. Contracts, occupancy, engineering and production requirements need the appropriate venue and professional confirmation.
Is “digital property” a general industry standard?
It is used here to describe FOH’s structured property model. Other vendors may use different terms or definitions.
Should every term have its own SEO page?
Create a separate page when there is a substantive question to answer. Related definitions can remain together when a connected reference is more useful.
About this guide
Prepared by FOH Digital. Working examples are illustrative. Product descriptions reflect the reviewed scope; external sources are linked below.