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      Hospitality Sales and Marketing

      Hospitality Sales and Marketing

      Fifth Edition

      00472CIN05ENGE

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      In today's highly-competitive hospitality market, it is essential to have an understanding of sales and marketing. This textbook goes beyond theory to focus on a customer-oriented and practical approach for effectively marketing hotels and restaurants. The book explores the "four Ps" (price, product, promotion, and place) as they relate to specific market segments, providing a customer-focused perspective.

      This edition includes several new exhibits, including profiles of key industry innovators, corporate spotlights of hotel and restaurant companies, and Internet exercises. Examples of forms, checklists, charts, and other items used by practicing hospitality sales and marketing professionals provide students with resources they can use in their careers. In addition, the Internet's increasing role in sales and marketing is explored in new sections on social media and social networks, using the Internet to build brand awareness, and sales and marketing in the Web 2.0 world.

      Learners will gain:

      • A thorough introduction to hospitality sales and marketing
      • Insight from numerous real-world examples of effective hospitality advertising campaigns and promotions
      • Insider information from industry professionals sharing their perspectives on current issues in hospitality sales and marketing
      • An understanding of the role the Internet plays in today's hospitality marketing efforts
      Please Note:

      • Attention Instructors: This title is distributed in the United States by Pearson Higher Education.  For additional instructor information or to place an order or request desk copies, please visit Pearson's website. To find your Pearson customer service representative, visit http://www.pearsonhighered.com/replocator/.

      Includes course exam scan sheet for students enrolled in a school program.

      James R. Abbey, Ph.D., CHA, University of Nevada, Las Vegas

      ©2008, Softbound
      ISBN 978-0-86612-325-9

      Attention Instructors:

      EI provides complimentary access to useful resources for instructors, including chapter outlines, PowerPoint files, and a course syllabus. You may download them free of charge from this tab. 

      This title is distributed in the United States by Pearson Higher Education.  For additional instructor information or to place an order, please visit Pearson's website.

      To find your Pearson customer service representative, visit http://www.pearsonhighered.com/replocator/.

      Table of Contents

      Chapter: 1 Introduction to Hospitality Marketing and Sales
      Chapter: 2 The Marketing Plan: The Cornerstone of Sales
      Chapter: 3 Managing the Marketing and Sales Office
      Chapter: 4 Personal Sales
      Chapter: 5 Telephone Sales
      Chapter: 6 Internal Marketing and Sales
      Chapter: 7 Advertising, Public Relations, and Publicity
      Chapter: 8 Marketing to Business Travelers
      Chapter: 9 Marketing to Leisure Travelers
      Chapter: 10 Marketing to Travel Agents
      Chapter: 11 Marketing to Meeting Planners
      Chapter: 12 Marketing to Special Segments
      Chapter: 13 Marketing Restaurants and Lounges
      Chapter 14: Marketing Catered Events and Meeting Rooms
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      Syllabus

      Prerequisites: None

      Course Description: This course is designed to provide students with a solid background in hospitality sales and marketing. The textbook's main focus is on practical sales techniques for selling to targeted markets.

      Objectives: At the completion of this course, students should be able to:

      1. Distinguish marketing from sales and identify trends that affect marketing and sales in the hospitality industry.
      2. Identify and describe the key steps of a marketing plan.
      3. Summarize the duties and responsibilities of positions typically found in a hotel marketing and sales office.
      4. Describe the five steps of a presentation sales call.
      5. Explain the basics of effective telephone communication and describe various types of outgoing and incoming telephone calls related to the marketing and sales function.
      6. Describe internal marketing and sales.
      7. Explain the role of advertising, public relations, and publicity in reaching prospective guests.
      8. Summarize how hospitality properties are meeting the needs of business travelers.
      9. Explain how hospitality properties are meeting the needs of leisure travelers.
      10. Describe travel agencies and the travelers they serve.
      11. Summarize how hotels market and sell to meeting planners.
      12. Identify considerations for marketing hospitality products and services to international travelers and other special segments such as honeymooners, sports teams, and government travelers.
      13. Summarize trends affecting the food and beverage industry, and describe positioning strategies and techniques for restaurants and lounges
      14. Explain how hotels market and sell catered events and meeting rooms.


      Group Teaching Guidelines: This course is designed with fourteen chapter sessions that can be combined or broken down to meet a variety of scheduling needs. Many class activities are included in the Instructor's Guide.

      Evaluation: The student must complete a comprehensive final examination.

      Learning Resource: Hospitality Sales and Marketing, Fifth Edition, by James R. Abbey, Ph.D., CHA.

      Presentation Files

      These files are available by chapter for most EI texts. If the book title is underlined, then PowerPoint files are available. Not all chapters have files however, but If the chapter title is underlined, simply click to download the file to your computer. The files are in PowerPoint 95 format, and can be used in both 95, 97 and 2000 versions of PowerPoint.

      Chapter: 1 Introduction to Hospitality Marketing and Sales
      Chapter: 2 The Marketing Plan: The Cornerstone of Sales
      Chapter: 3 Managing the Marketing and Sales Office
      Chapter: 4 Personal Sales
      Chapter: 5 Telephone Sales
      Chapter: 6 Internal Marketing and Sales
      Chapter: 7 Advertising, Public Relations, and Publicity
      Chapter: 8 Marketing to Business Travelers
      Chapter: 9 Marketing to Leisure Travelers
      Chapter: 10 Marketing to Travel Agents
      Chapter: 11 Marketing to Meeting Planners
      Chapter: 12 Marketing to Special Segments
      Chapter: 13 Marketing Restaurants and Lounges
      Chapter: 14 Marketing Catered Events and Meeting Rooms
      Download

      Related Items

      Course Exam Scan Sheet
      Course Exam Scan Sheet