| Description |
1 online resource (xxxviii, 683 pages) |
| Contents |
General managers' involvement with sales -- Developing leads and prospects for hospitality sales -- The working of a hotel property sales operation -- Techniques for increasing sales -- Working with group markets -- The travel agent and the leisure travel market -- Sales planning and sales calls -- Hospitality sales training -- The negotiation process in sales -- Attributes of successful salespersons -- Helpful tips for hotel sales staff -- Action plans for marketing and sales -- Working on contracts for groups -- Everyone at a property is involved in sales -- A professional approach to hospitality sales along with networking -- Understanding the features of your product, especially F & B -- HR in connection with sales staff employment |
| Summary |
"Hospitality Sales and Marketing: An Evolutionary Journey with Howard Feiertag showcases a collection of the best "Sales Clinic" columns written by Howard Feiertag over the course of 35 years. The volume provides an eye-opening account from one of the industry's true leaders, defining how hospitality sales have evolved from the beginning of his career till now. The articles, originally published in Hotel Management, reflect the history, development, and growth of hotel sales in the industry, which has changed so dramatically in the last 35 years. The columns cover the history of sales operations, effective techniques, growth of the fields, and the importance of the sales component of hotel operations. Grouped by general topic, these columns provide an abundance of juicy nuggets of tips, tactics, and techniques for professionals and newbies alike in the hospitality sales field. In Howard Feiertag's light-hearted yet serious prose, readers will take the journey down the road of the development of hospitality sales from the pre-technology era (when knowing how to use a typewriter was a must) to today's reliance on digital technology. Readers will rediscover many of the old techniques that are still applicable today. Hospitality Sales and Marketing: Through a Period of Evolutions provides a ready reference for those doing research, teaching, and operations in the area of hotel sales and will serve as a guide for new, or even experienced, sales people on how to improve their job performance in hospitality sales. Topics include: Selling hospitality packages to groups, Techniques for increasing sales, Planning your sales calls, Working with travel agents, The sales negotiation process, Hospitality sales training, Developing and using a hospitality sales network, Knowing your product, and much more."-- Provided by publisher |
| Notes |
Howard Feiertag, a well-known hospitality industry veteran, is a member of the faculty at Virginia Polytechnic Institute and State University, Blacksburg, VA. The department was recently renamed the Howard Feiertag Department of Hospitality and Tourism Management in his honor. Before joining Virginia Tech, where he has been teaching for about 30 years, he had built up an extensive background in hospitality, including work in convention bureau management, hotel operations, food and beverage, sales and marketing, catering, hotel operations, meetings and convention management, as well as tour and travel. He was the group and meetings editor for Travel Trade Publications as well as a regular monthly columnist for Corporate & Incentive Travel magazine and Hotel Management magazine for over 35 years |
|
Online resource; title from digital title page (viewed on March 05, 2020) |
| Subject |
Hospitality industry -- Marketing
|
|
BUSINESS & ECONOMICS -- Sales & Selling.
|
|
BUSINESS & ECONOMICS -- Industries -- Hospitality, Travel & Tourism.
|
|
SCIENCE -- General.
|
|
Hospitality industry -- Marketing
|
| Form |
Electronic book
|
| LC no. |
2019016138 |
| ISBN |
9780429613470 |
|
0429057202 |
|
0429613474 |
|
9780429615894 |
|
0429615892 |
|
9780429614682 |
|
0429614683 |
|
9780429057205 |
|
