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OverviewThe new text focuses on professional sales in Meetings, Expositions, Events, Conventions and Groups. It fills needs expressed by the academic community such as (1) the need for a 'hands-on' text, (2) for a text to follow the existing ones, and (3) a text that can be used by 'technically' oriented programs and/or community college programs where there is little emphasis on 'theory' and the primary focus is on application. This new text covers sales from the perspective of hotels, venues, and destinations for Meetings, Expositions, Events, Conventions and Groups. This book provides an overview how hotels, venues (including catering facilities), and destinations sell their services and products, along with addressing the sales process. Content would be specific to the hospitality industry, while using subject matter unique to the world of sales. Full Product DetailsAuthor: Jeffrey Beck , George G. FenichPublisher: Kendall/Hunt Publishing Co ,U.S. Imprint: Kendall/Hunt Publishing Co ,U.S. ISBN: 9781792416132ISBN 10: 179241613 Pages: 277 Publication Date: 30 December 2019 Audience: College/higher education , Tertiary & Higher Education Format: Paperback Publisher's Status: Active Availability: Temporarily unavailable  The supplier advises that this item is temporarily unavailable. It will be ordered for you and placed on backorder. Once it does come back in stock, we will ship it out to you. Table of ContentsPrologue by Robert Gilbert About the Authors About the Contributing Authors Chapter 1 Introduction to Meetings, Events, Exhibitions and Conventions, and Allied Hospitality Industries Introduction The Process of MEEC Planning What YOU will learn from this Book The Outline of this Book Chapter 2 The Road-map to Sales: Marketing Introduction Marketing Principles Learning About Marketing Through Analogy Marketing Research Marketing Function Marketing Tactics Chapter 3 Introduction to Sales for MEEC and Hospitality Introduction The Nature of MEEC and Hospitality Sales: Different Responsibilities Various Roles of the MEEC Salesperson Different Job Opportunities Job Descriptions and Career Overviews The Relationship of Sales to Marketing The Sales Organization in MEEC The Sales Organization Sales Meetings Individual Sales Manager Organizational Activities Chapter 4 Professional Development in Hospitality Sales Introduction What Makes a GREAT Hospitality Sales Professional? Management of Self Business Etiquette Introducing a Client or Guest Shaking Hands During Introductions Communication Etiquette Sales Letter Writing Professional Appearance Time Management Networking The Thirty-Second Commercial Ethics Chapter 5 Communication Skills for Sales Introduction The Sales Relationship: Communication Styles Types of Communication Selling to the Hospitality Customer: The Customer's Buying Process The Hospitality Customer's Buying Objectives Customer Buying Theories Applied to Sales Chapter 6 Market Segment Behaviors Introduction Who Are We Selling To? Major Market Segments in Hospitality The Association Market Segment Selling to Associations The Corporate Market Segment Selling to the Corporate Meetings Market Other Markets Still Other Markets The Hospitality Sales Process Chapter 7 Developing a Strategy for Selling the Product Four Levels of Product Solution Selling Positioning Chapter 8 Gaining Access to the Prospect Prospecting Sources of Prospects Collecting Information during Prospecting for Access Meeting the Prospect Face to Face Chapter 9 Establishing the Sales Dialogue Introduction Types of Sales Communication The Sales Contact Plan Objectives of the Sales Dialogue Techniques for Beginning the Sales Dialogue Determining Customer Needs Hospitality Sales Questioning Process The Beck-Farrar Hospitality Question Model Being a Trusted Consultant: Listening Establishing Buying Objectives from the Sales Dialogue Chapter 10 Presenting the Hospitality Product Introduction – The Importance of the Hospitality Sales Presentation Describing Features Offering Benefits Linking Features and Benefits Prevent Feature Overload ACTIVITY: Identifying Benefits Based on a Feature The Presentation Process Presentation Formats Presentation Techniques Making Effective Presentations Planning the Effective Presentation Strategic Selling Materials Types of SSMs Making the Presentation Practice before Presentation Chapter 11 Getting the Customer to Say Yes Introduction Reasons for Concern Forms of Objections Sales Stop Signs The Plan for Addressing Concerns Techniques for Overcoming Objections Revenue Management and Sales Negotiation Techniques Chapter 12 Asking for the Sale Introduction The Plan to Close the Sale Techniques for Closing the Sale Hospitality Contracts The Start of the Relationship Chapter 13 Service after the Sale Introduction Providing Service that Strengthens the Relationship On-Property Service Catering/Convention/Event Services The On-Site Service Process Resolving Issues Post-Event Follow Up Chapter 14 Management of the Sales Force and Practical Applications (Part 1) Introduction On-Property Sales Above Property Sales Global Sales Manager Experience Education A Day in the Life of a Global Sales Director About Me About the Center About Our Team Marketing/Communications Type of Events How We Book Events Determining Rental Generating a Proposal Site Visits New Orleans is Selected to Host the Meeting, What's Next In Conclusion Chapter 15 Management of the Sales Force and Practical Applications (Part 2) How Do Prospects Buy Professional Services? Types of Office Configuration Lead Generation Lead Management The Lukewarm Call vs. the Cold Call Do Your Research: Drilling Down into the Lead Affiliated Suppliers Can be a Great Option and Fit Average Tenure in the Industry Is 21.5 years. Reasons for Affiliated Industry Desirability Glossary IndexReviewsAuthor InformationTab Content 6Author Website:Countries AvailableAll regions |
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