Realize that when you are selecting the hotel properties you want to use, you are bringing business to them and they now have an opportunity to book a piece of business. Remember that sales people want business that is to the advantage of the client and hotel. Be very clear about what you need, including those concessions you consider desirable and/or have had in the past. To avoid a situation make sure the sales manager understands any and all deal-breakers. Always offer your client at least two good options for hotels, and include the concessions and savings you have negotiated for them.