Hospitality Sales and Marketing

1. Introducing Hospitality Sales & Marketing

2. The Cornerstone of Sales

3. Managing the Marketing and Sales Office

4. Personal Sales

5. Telephone Sales

6. Internal Marketing and Sales

7. Advertising, Public Relations and Publicity

8. Marketing to Business Travelers

9. Marketing to Leisure Travelers

10. Marketing to Travel Agents

11. Marketing to Meeting Planners

12. Marketing to Special Segments

13. Marketing Restaurants and Lounges

14. Marketing Catered Events and Meeting Rooms

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Marketing in the Hospitality Industry

1. Understanding the Hospitality Industry 

2. Market Segmentation and the Hospitality Industry

3. Positioning in Line with Consumer Preferences

4. The Channels of Distribution

5. Consumers and Marketing in Perspective

6. Applying Key Marketing Methodologies: Marketing Research

7. Applying Key Marketing Methodologies: Sales

8. Applying Key Marketing Methodologies: Customer Service

9. Applying Key Marketing Methodologies: Advertising

10. Applying Key Marketing Methodologies: Public Relations

11. Applying Key Marketing Methodologies: Promotions

12. Applying Key Marketing Methodologies: Packaging

13. Applying Key Marketing Methodologies: Collateral Materials and Promotional Support

14. Technology and Marketing in Perspective

15. Applying Key Marketing Methodologies: Database Marketing

16. Applying Key Marketing Methodologies: Electronic Marketing

17. Applying Key Marketing Methodologies: Understanding Rates and Fares

18. Applying Key Marketing Methodologies: Pricing Strategies

19. Applying Key Marketing Methodologies: Revenue Maximization

20. Practical Ways to Maximize Marketing

21. The Marketing Budget

22. The Hotel/Unit Marketing Plan

23. The Corporate/Multi-Unit Marketing Plan

24. Marketing and the Law

25. Marketing, Research, and Operations

26. The New Paradigm

 

Convention Management and Service

1. Introduction to the Convention, Meetings and Trade Show Industry

2. Developing Your Marketing Plan

3. Organizing for Convention Sales

4. Selling the Association Market

5. Selling the Corporate Meetings Market

6. Selling Other Markets

7. Selling to the Meetings Market

8. Advertising to the Meeting Planner

9. Negotiations and Contracts

10. The Service Function

11. Guestrooms

12. Preparing for the Event

13. Function Rooms and Meeting Setups

14. Food and Beverage Service

15. Audiovisual Requirements

16. Admission Systems and Other Services

17. Exhibits and Trade Shows

18. Convention Billing and Post convention Review

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Fundamentals of Destination Management and Marketing

1. Service

2. Sales

3. Marketing

4. Tourism Research and Performance Reporting

5. Communication

6. Product Development

7. Technology

8. Human Resources

9. Member Care

10. Financial Management

11. Board Governance

12. Alliances

13. Destination Management in Canada

14. Destination Management in United Kingdom

15. Destination Management in  Mexico