Fourth Edition
by James R. Abbey

In today's highly competitive hospitality market, it is essential to have an understanding of marketing and sales.

Hospitality Sales and Marketing goes beyond theory to focus on a practical approach for effectively marketing hotels and restaurants. It has been thoroughly researched and written to provide an easily understood overview of effective marketing for the hospitality industry.

"Insider Insights" from sales and marketing professionals and "Marketing in Action" sidebars show how concepts presented in the text are applied in the industry today. The illustrations and exhibits in this book include actual industry examples that are used by today's industry leaders to effectively market their hospitality firms. The book takes a customer-oriented approach to hospitality marketing, exploring how the "four Ps" (price, product, promotion, and place) relate to specific market segments.

Hospitality Sales and Marketing 4th Edition is an outstanding reference containing the knowledge and application of sales, marketing, and advertising fundamentals that will benefit the hospitality marketing and sales personnel!

Contents

1. Introduction
   1. Introduction to the Hospitality Marketing and Sales
   2. The Marketing Plan: The Cornerstone of Sales
   3. Managing the Marketing and Sales Office

2. Sales Techniques
   4. Personal Sales
   5. Telephone Sales
   6. Internal Marketing and Sales
   7. Advertising and Public Relations

3. Marketing
   8. Marketing to Business Travelers
   9. Marketing to Leisure Travelers
   10. Marketing to Travel Agents
   11. Marketing to Meeting Planners
   12. Marketing to Special Segments
   13. Marketing Restaurants and Lounges
   14. Marketing Catered Events and Meeting Rooms

Index

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