Overview

This new textbook has been designed for use in hospitality programs as well as for practitioners in the industry. The book includes case studies, critical thinking exercises, Q&A sections, recommended reading, recommended viewing (via YouTube or other resources), and assignments. In this first edition Howard Feiertag, one of the most recognized and honored sales professionals in HSMAI history, teams with career hotelier John Hogan and Kathleen Hogan, the co-founders of HospitalityEducators.com, to jointly create a new book on selling in the hotel industry. This book fills a void in the market for both academic hospitality programs and for industry training as there are relatively few offerings that specifically address the entire cycle of sales in hotels. This book addresses many how-to topics, from research to prospecting to negotiations to closing. It covers understanding different market segments, revenue management, profitable pricing, and the need to have customer-oriented sales professionals who succeed by serving the needs of the customer as well as the hotel. This book offers a balanced approach to understanding how to succeed in the methods and best practices of effective hotel sales. By telling it like it is with real-world examples and solutions, readers will gain confidence to be able to take hold of the entire selling process and what it takes to succeed.

Full Product Details

Author:   Howard Feiertag (Virginia Polytechnic Institute and State University, Blacksburg, USA) ,  Kathleen Hogan (HospitalityEducators.com, Phoenix, Arizona) ,  John J. Hogan (HospitalityEducators.com, Phoenix, Arizona)
Publisher:   Apple Academic Press Inc.
Imprint:   Apple Academic Press Inc.
ISBN:  

9781771880206

ISBN 10:   1771880201
Pages:   450
Publication Date:   20 September 2014
Audience:   College/higher education ,  Professional and scholarly ,  Tertiary & Higher Education ,  Professional & Vocational
Format:   Hardback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

Introduction The Art of Selling Creating and Using Product Knowledge Competitive Analysis: Comparing Features with Benefits Understanding the Process of Finding Customers: From Leads to Prospecting Business Research in Today's Environment Identifying the Buyer's Needs The Selling Process Communication in the Market Place: How to Deal with RFPs, Emails, Letters and More Overcoming Objections: Active Listening The Art of Negotiating: Everyone Wins! Confirming the Sale Market Segmentation: Selling to Different Markets Hotel Group Contracts Market Segmentation: Selling to Different Markets Making Revenue Management Work The Value of Trade Shows Networking Making Social Media Work in Hotel Sales The Differences between Public Relations and Publicity The Sales Office: Do's and Don'ts Measuring Your Success: Creating Satisfied Repeat Guests Recommended Reading Recommended Viewing A Glossary of Hospitality Industry Terms to Know: Marketing and Sales Emphasis Index

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