000			04502cam a22005058i 4500
001			9780429057205
003			FlBoTFG
005			20220509193019.0
006			m o d
007			cr |||||||||||
008			190403s2019 onc ob 001 0 eng
040			_aOCoLC-P _beng _erda _cOCoLC-P
020			_a9780429057205 _q()
020			_a0429057202
020			_a9780429613470 _q(electronic bk. : Mobipocket)
020			_a0429613474 _q(electronic bk. : Mobipocket)
020			_a9780429615894 _q(electronic bk. : PDF)
020			_a0429615892 _q(electronic bk. : PDF)
020			_a9780429614682 _q(electronic bk. : EPUB)
020			_a0429614683 _q(electronic bk. : EPUB)
020			_z9781771887892 (hardcover : alk. paper)
035			_a(OCoLC)1087503894
035			_a(OCoLC-P)1087503894
050	1	0	_aTX911.3.M3
072		7	_aBUS _x058000 _2bisacsh
072		7	_aBUS _x081000 _2bisacsh
072		7	_aSCI _x000000 _2bisacsh
072		7	_aKNSH _2bicssc
082	0	0	_a338.4/791068 _223
100	1		_aFeiertag, Howard, _eauthor.
245	1	0	_aHospitality sales and marketing : _bthrough a period of evolutions / _cHoward Feiertag.
264		1	_aOakville, ON, Canada ; _aPalm Bay, Florida, USA : _bApple Academic Press, _c2019.
300			_a1 online resource
336			_atext _btxt _2rdacontent
337			_acomputer _bn _2rdamedia
338			_aonline resource _bnc _2rdacarrier
505	0		_aGeneral 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.
520			_a"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. "-- _cProvided by publisher.
588			_aOCLC-licensed vendor bibliographic record.
650		0	_aHospitality industry _xMarketing.
650		7	_aBUSINESS & ECONOMICS / Sales & Selling _2bisacsh
650		7	_aBUSINESS & ECONOMICS / Industries / Hospitality, Travel & Tourism _2bisacsh
650		7	_aSCIENCE / General _2bisacsh
856	4	0	_3Taylor & Francis _uhttps://www.taylorfrancis.com/books/9780429057205
856	4	2	_3OCLC metadata license agreement _uhttp://www.oclc.org/content/dam/oclc/forms/terms/vbrl-201703.pdf
999			_c128248 _d128248