Lessons From the Field: A Common-Sense Approach to Effective Hotel Sales Review

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(More customer reviews)"Don't go after a friend to make a sale; go after a sale to make a friend"
Adrian Philips, long time Executive Vice President, HSMAI
TABLE OF CONTENTS - LESSONS FROM THE FIELD
Common Sense Thoughts On The Fundamentals
1. Identifying Your Customers
2. The Many Ways to Reach and Influence Customers
3. The Difference Between Marketing and Sales
4. The Value of Outside Resources
Common Sense Thoughts on the Tools Available to You
5.10 Most Important Characteristics of a Sales Professional
6.Knowing Where Your Business Originates
7.Finding Business Leads Can Be Easier Than You Think
8.Keeping the Business You Have
9.Some Careful Digging Will Help Uncover Lots of Profit
10. Building New Business
11. Recognizing the Value of the " Small Meetings" MarketsCommon Sense Thoughts on Strategies to Make You Successful in Hotel Sales
12. Understanding the Role of Sales
13. New Year's Resolutions
14. Everyone Should Know What the Sales Department Does
15. Smaller Properties Have a Distinct Need for a Sales and Marketing Plan
16. Marketing Plans Cannot Sit on Shelves
17. Using Your Business Card as an Effective Sales Tool
18. The Power of Breakfast
Common Sense Thoughts on Making Your Sales Efforts Work
19.Sales Leadership Techniques ... "ing" is actually a verb
20.Sales Leadership Techniques ... "ing" is actually a verb (Part 2)
21.Employing This Proven Formula Should Give Boost to Sales Activity
22.A Blueprint for Bigger Payoffs From Your Sales Efforts
23."It's a Wonderful Day in the Neighborhood": Hometown Business
24.Who Would Like to Have an Additional 10 Sales People at No Cost?
25.Extending Your Sales Team- Make Travel Agents Part of Your Programs
26.Front Line Sales People
27.Trade Shows Can Be Invaluable If ...
28.Sales Blitzes: A Look At the Benefits of Team Efforts
29.The Student Blitz: A Not So New Technique For Building Sales
30.Principles of Profitability: Points to Ponder
31.It Should Take Two to Say NO
32.Act As If You Are Number Two
Common Sense Thoughts on Communication
33.Enthusiastic Attitude Will Pay Off for Hotel Salespeople
34.There Should Be No Such Thing As "Limited Service"
35.Sales Income Often Depends On Incoming Phone Calls
36.Listen Carefully
37.Letter Writing Hints
38.Solving the Problem of Finding Problem Solvers
39.Understanding Body Language
40.Lobby Lizard
Common Sense Thoughts on Perspective
41. A Self-Evaluation Test for General Managers
42. Matching Benefits to Features
43. The Use of Incentives Can Boost Revenues in Off-Peak Periods
44. Understanding the Basics of Market Segments
Common Sense Thoughts on the Inner Workings of a Successful Hotel Sales Effort
45. Using the Sales Staff Effectively or The Sales Staff Must Have Time to Sell
46. The Importance of Job Descriptions
47. Possible Sources and Methods of Recruiting Qualified Individuals
48. Factors for Successful Interviewing
49. Sample Interview Questions
50. Office Space

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An easy to read, easy to follow tool to maximize sales & market share in the hotel industry. Co-authored by two well known industry practitioners, Howard Feiertag of Va Tech and John Hogan of Best Western International.

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