Second Edition
by Milton Astroff
Convention Sales and Services provides a comprehensive look at the conventions and meetings market and outlines a step-by-step process to both successfully sell to groups and service their business after the sale.
Features:
- Industry Examples
- Internet Sites
- Chapter Glossaries
Contents
Convention Sales
- Introduction to the Convention, Meetings and Trade Show Industry
- Developing a Marketing Plan
- Organizing for Convention Sales
- Selling the Association Market
- Selling the Corporate Meetings Market
- Selling Other Markets
- Selling to the Meetings Market
- Advertising to the Meeting Planner
- Negotiations and Contracts
Convention Services
- The Service Function
- Guestrooms
- Preparing for the Event
- Function Rooms and Meeting Setups
- Food and Beverage Service
- Audiovisual Requirements
- Admission Systems and Other Services
- Exhibits and Trade Shows
- Convention Billing and Post-Convention Review
Index
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