Pre-sale -- Definitions -- Fixed obligations -- Product, market, and competition -- Sales planning -- Sales personnel -- Budgeting -- Sales training -- The selling instruments -- Personal selling -- Advertising -- Display -- Outdoor -- Direct mail -- Publicity and public relations -- Internal selling -- Telephone sales -- Special promotions -- Applicability chart -- Sales agencies -- Contractual agencies -- Franchise systems -- Reservation referral systems -- Management companies -- Hotel representatives -- Travel agents -- Tourist and convention bureaus -- Advertising and publicity agencies -- Memberships and consultants -- The act of selling -- Business when it's needed -- Individual rooms -- Group rooms -- Food and beverage -- Post-sale -- Evaluation of business served -- Follow-up -- The continuing selling effort -- Conclusion.