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Hotel Sales & Marketing

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

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